4 Steps to a Better Way to YES!

I don’t know about you, but when I read sales scripts I can feel the queasiness come up in my stomach. Ever feel that way?

Twenty-six years ago when I first started my network marketing business, I remember getting a guide with all these scripts in it. I was excited because it was telling me exactly what to say. Only one problem… I hated them.

The scripts made me feel uncomfortable, pushy, and they sounded obligatory. I remember being told “Just practice them and memorize them and they’ll sound like your own.” Ever hear that?

I did and they got a little more comfortable, but I found I hated using them. I felt like I was being tricky in getting people to say yes to me. Obligating them, being pushy, salesy and all the other things we associate when we think of sales aka – you know, the used car salesman.

The used car salesman really does get a bad rap, but when you say that, everyone knows exactly what you’re talking about.

I see these same scripts still going around twenty-six years later and they are even less effective. We have a much smarter market place now. There is so much information at our figure tips and people are just more educated about what’s out there.

Here’s the truth – using a blanket script just doesn’t work.

The minute you start to use one of these scripts, the person you are talking to knows it. The walls come up and they are immediately skeptical. Once this happens you’re pretty likely to get an automatic no. You know what I mean… you’ve had this experience and you said no.

After flailing around for a couple of years, I finally figured out an approach that worked so much better. An approach that helped me grow my network marketing organization. This approach also helped me build a very successful coaching business.

It’s very simple and consists of 4 steps:

1. Use direct communication – tell people exactly why you’re calling, talking or contacting them. Tell them what’s in for them and what you want them to do. This takes all the walls down, people don’t have to guess what you really want and they are open to actually listening to you. Don’t you love it when you know what someone wants and you don’t have to guess what he or she are up to or what they want from you?
2. Active listening – Yes, listening in a way you may not be used to. Actively listening is when you are focused on what the other person is saying and NOT thinking about what you’re going to say in response. Most of the time we listen and at the same time we are thinking about our own response back. This causes us to miss things. You miss things that are really important to them. The little nuances that give us clues to what someone really wants or what the problem really is. When you actively listen people feel heard. Don’t underestimate that power of someone you are talking to feeling heard. This helps build your relationship with your future new customer, client or team member better then almost anything.
3. Customize what you say – Blanket scripts just speak to people in general and sometimes have nothing to do with the person you’re talking to. Know your tribe. Know what their problems and challenges are. Know what they really want so that you can speak directly to what’s important to them. This will dramatically increase the number of people who say, “YES, I want to work with you”.
4. Know how your product, service or opportunity is the solution to your tribe’s biggest challenges and problems. 70% of people purchase to solve a problem. What problem does your tribe want to solve? How are you the solution?

Ultimately people want to feel heard, they want to know you have their best interest at heart and that you care. The more people you can serve in this way the more Yes’s you’ll hear and the bigger impact you’ll be able to have.

Freedom…