Today's Thought

There is no right

There is no wrong

No height to climb

No depth to fall

Live from the heart

And love from your soul

Unknown

OLIVER'S TWIST ON...How to Respond to: "What kind of business do you help people start?"

Here's a great question from JS... "Hey Michael, Please help me! When people ask me "What do you do?" I respond with my personal introductory speech: "Well, you know how most people today are frustrated because they are not doing well financially, they have no free time, and they're often unfulfilled? Well, what I do is help people set up their own business so they can create the lifestyle they deserve".

The problem that I am having is before I can ask them a question, 9 out of 10 people then ask me, "What kind of business do you help people start?"

I get stumped every time I am asked this question because I don't want to go into presentation mode at this point like I was trained to do. I also don't want to try to explain the networking concept to them at this point. I want to quickly and seamlessly turn and keep the focus on them while at the same time having the potential business partner dying to find out how I might be able to help them.

Please help me Michael, thanks!"

JS has provided a great example of what I call your "Personal Introduction".

What he is doing here with his Personal Introduction, is using one of the approaches to starting an effective Dialogue that I talk about both in my book and the audio program "12 Ways To Start Effective Conversations Without Fear."

Basically, when someone asks what you do, instead of just telling them what you do, let them know how what you do helps other people (potentially, of course, how you can help the person you're talking with!).

There's a more detailed explanation of how to create your own Personal Introduction starting on page 159 of my book "How To Sell Network Marketing Without Fear, Anxiety or Losing Your Friends."

Back to JS's question. First of all, I would suggest following your Personal Introduction immediately by asking a question, such as... What do you do? This will allow you find out more about them.

However, don’t get stuck on the idea that you have to keep guarded and find out about them before answering their question! I believe you should always answer someone’s question (as long as you understand their question)… and then follow it with another question.

So if you already know what they do you could reply with... I help them become independent Distributors in the field of (Health and wellness / saving on utility bills... internet connections and phone bills) with a company called (Name of Company).

Have you ever thought about doing something like that?

This will keep the focus on them and the dialogue moving along. By asking questions like this you'll find out more about who they are and what they want. You'll quickly get clues about whether they might be interested in your business and what you have to offer them.

The key things to always remember are... Your purpose, which is to help other people solve their problems; and Use questions to find out more about the other person and put the focus on them and what they want.

If you do this, you'll find the conversation flows quite naturally and will lead to the point where the other person will want to know more about your products or business opportunity.

Have a peaceful and prosperous week...
Michael Oliver
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If you want to know more about the Personal Introduction and how to follow up with effective questions, there's more details either in my book... click here
...or in the 2 CD program - click here
Have a peaceful and prosperous week...
Best Selling Author of "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!" - Selling from the Soul. Ancient Wisdoms. Modern Practice.
Want to get rid of all the techniques, systems and gimmicks simply by changing the way you think and the way you act on what you think? Choose one of the many convenient options on the right hand side of this newsletter. Or click here www.NaturalSelling.com

Copyright, 2005, Michael Oliver, Natural Selling®Reprint permission granted in part or whole when the following credit appears: "Reprinted with permission from Michael Oliver, Natural Selling® Sales Training http://www.naturalselling.com "

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