Following your own Sales Process

Occasionally it’s good to remind ourselves that selling is a process, not an event. Even in MLM. Really understanding the concept can help us take a lot of pressure off of ourselves, as well as our prospective clients/distributors. The more clear you are about the process that it makes sense for you to follow; the more likely you are to avoid having your time wasted by people who can’t or won’t buy/or join you.

For example, let’s suppose a prospect you are working with asks for things (e.g., information, pricing, a presentation, references) prematurely. The more focused you are on your own process, the easier it will be to redirect the prospect to a more appropriate course of action for where they are in the buying cycle.

It might sound like this:

Prospect: What you’re saying sounds good. Why don’t you send me a proposal and I’ll look it over.

You: I’d be happy to provide you more information once I get a better understanding about how the problem/scenario you described is impacting your life. I’d like to get a better understanding of your overall objectives. Does it make sense for us to get together so we can ask each other a few more questions? I’d be happy to customize a proposal after that.

-or-

Prospect: We’re in a hurry to make a decision to get started or buy a certain product. Can you come do a presentation tomorrow?

You: It’s great to hear that you are eager for the next step. Before I conduct a presentation, it’s important that I get a better understanding of what you are trying to accomplish. My intention is not to waste your time by showing you something that won’t be relevant. Would you be comfortable giving me some time so I can ask a few questions about what would be most helpful for you to see in a presentation?

By staying clear about the process you need to follow to be successful, the deals you are involved in will be much more qualified and likely to close. If a prospect won’t work with you to provide you the information you need to be most helpful to them, chances are they aren’t serious about doing business with you. A phrase to remember is “Slow things down to speed them up.” Qualified prospects will work with you at a reasonable pace.

Really spice up your sales technique, it will make a world of difference in your MLM business!! 

Regards

Dirk Smit

http://www.dcinternational.co.za

http://www.mlmtodiamond.com