Another Good Resource

Hi All,

I just wanted to share another resource that I have found to be helpful. I recently went thru an e-course called Natural Selling by Michael Oliver. Topics include: Rejection, Business Principles, Purpose of Business, Power of Dialogue,
Listening, & Feedback.

I felt it was good, solid info that most of us that in Sales & Marketing can apply to their own business.

The link is: http://www.NaturalSelling.com

Let discuss if you are interested.

I'll look into that this weekend. Thank you.

Marcus and Tigerlilly, are you interested in discussing this?

I would be! It's very interesting info.

Can I get in on the discussion?

The course is 7 days/1 week. I would suggest signing up and maybe posting our thoughts daily on each theme. We could start on Monday.

Your input please!

Originally Posted by tigerlily The course is 7 days/1 week. I would suggest signing up and maybe posting our thoughts daily on each theme. We could start on Monday. Your input please!

I can do that. See you on Monday.

Two Types of Rejection
1. The flat out " Not Interested"
2. Someone decides your solution doesn't fit what they need.

Lesson addresses the first.

What impressed me regarding this lesson were these 2 key points.
1. People do things for their reasons and not yours. They are motivated by
personal interest. "What's in it for me?"
2. People don't like to be told what to do or persuaded to do things, but they
like to learn what to do and how to do it.

They problem I see is that we as sales personnel are always trying to "sell" and in many instances almost force people to purchase our product. We tend to overpower them. The key is to help them make a decision in your favor yet make them feel they are in control of the situation!

Exercises:

Reflect on how you feel when a salesperson, charity solicitor or telemarker tries to get you to do something. My reaction automatically "No". I will not be forced into action. I do respect they are doing their job and tell them so. I don't bite unless it profits me.

Think about your reaction when you see an advertisement on TV or print. If you paid attention to it, why is it? Because the product benefited me - real or imagined.

This lesson reiterated some of the things I have come to learn about prospecting.

People do buy for their own reasons, and you will feel a lot of rejection if you think it is your job to convince them to buy. It is really our job to provide them the opportunity to buy when the things in their lives make them realize that they have a need and they want a solution. It is highly unlikely that our sales pitch will create this desire in a prospect.

As far as the homework:

Reflect on how you feel when a salesperson, charity solicitor or telemarker tries to get you to do something. I don't mind when I get a sales call. I do mind when they don't take no for an answer and keep pushing. They are wasting their time and mine thinking that they will inspire me to take action.

Think about your reaction when you see an advertisement on TV or print. If you paid attention to it, why is it? I pay attention when it is something that I already have an interest in for some reason. For example, I notice McDonald's ads a lot more when I am hungry. I was noticing mortgage ads when I was buying a home a few months back. The ads don't convince me to be interested, but they do provide me information on something I have an interest in.

*The Way You Communicate Will Determine The Way People Respond To You
No doubt about it. A few years ago I was in Utah working with some real estate agents and this came up. Each of the agents had their own specific objection/rejection they were routinely encountering with prospects. After watching these agents in action for a day it became apparent that the agents were in fact the cause of the problem. For instance, one of the agents was fresh out of school and she routinely was asked, "How long have you been in the business?" Another agent who previously was employed at a dicount brokerage kept hearing, "Your commission is too high." To demonstrate that those objections were in fact agent specific I called these prospects myself with the agent listening to my side of the conversation. When I called did I hear these same objections? No. How is this possible? Simple, I didn't bring the baggage to the call that prompted the resistance in the first place.