No Sell Selling

To anybody involved in selling the fact that people buy for their own reasons ought to be the most obvious fact in the world. It isn’t.

As I have said this subject is massive, some of the following paragraphs have been taken from “The New Conceptual Selling” Robert B Miller and Stephen E Heiman with Tad Tuleja price £19.99 from Amazon. I highly recommend this book to you because you will see your customers in a completely different light once you have read it.

This book looks in detail at the driving force behind every sale, ie the individual customer’s decision making process. The New Conceptual Selling is a road map to that process, the main principle being:

Buying is a special case of decision making.

Every time one of your customers makes a buying decision, they do so in a series of predictable and logical steps.

The steps of the person’s decision-making process take place in an equally predictable and logical sequence that can be identified and tracked by the seller.

By systematically following this sequence and helping your customers to follow it, you discover one of two things. Either (a) there is a solid fit between his needs and the solution you can offer, which can lead to a quality sale; or (b) there is no fit, and you shouldn’t be doing business together in this particular situation.

By ignoring or working against the customer’s decision-making process, you ensure confusion, resentment, and - sooner or later – lost sales.

Conceptual Selling is a “customer-driven”, not “seller-driven”, system.

You may think that by allowing the customer decision-making process to direct the course of the sale will take things out of your hands – will cause you to lose control. Exactly the opposite happens. When you start to work with your customers – when you act as a facilitator of the decision process – you always end up with more control, both in individual sales call and in terms of future business, than you had when you relied on trial-and-error techniques.

There’s a good reason for this. When you help someone to do what they already wanted to do – make a wise buying decision – they know they have actively brought in to your solution and not been passively sold it by force-feeding or manipulation. Someone who knows that is buying much more than your product or service; they are buying into a partnership with you that is the linchpin of predictable, long term sales success.

This is the paragraph which sums it all up perfectly, this is your goal. You are going to be a relationship builder with customers for life. Any other way is nuts.

What we have to do now is the tactical planning, to manage each one of your sales calls so that your customers know that doing business with you is a partnering experience. That is consciously thinking through in advance, and writing down as part of a sales Call Plan how you are going to handle the three key phases of the sales call:

Phase One - Getting Information

Phase Two - Giving Information

Phase Three - Getting Commitment.

There is no set order to these three phases; we number them merely to make the distinction between them clear. Every sales call is a dynamic interaction between buyer and seller, and that means you must be able to move freely from one phase to another at any time, not in response to some hypothetical, ideal sequence but in response to what’s actually happening in the sales call.

Tactical planning enables you to do that. When you use this three-phase framework, you always know three things with precision. At any given moment in the call, you understand exactly where you are, exactly where your customer is, and exactly what still needs to be done to move the sale towards a Win – Win conclusion.

The Win – Win conclusion

The Win – Win conclusion is where both the buyer and seller come out of the sale understanding that their respective best interests have been served – in other words, that they’ve both won. Sellers who can count on remaining successful are the ones who are committed to this Win – Win philosophy.

The reason isn’t just philosophical. In this era of intense competition and sophisticated customers, the successful sales professional cannot rely, “on taking the order and running like hell”, (not that you would guys, because we do not do that). Today, in our very competitive world to ensure that your success will last from customer to customer and from sales call to sales call, getting the individual order is never enough. You also need:

Satisfied customers
Long-term business relationships
Solid, repeat business with your “regular” customers
Enthusiastic referrals to new prospects.

If you don’t consistently and predictability get these four things out of your sales calls, sooner or later you will be eroding customers. If you do then you will have customers for life.

Marketing and Sales are a massive subject and what I need to do is to cut my bit down so that I can get on with what I am currently doing to recruit customers and then leave you to read further into the subject from authors who are far better than me in explaining the concepts and best practices.

Marketing budget

At this point two things are important. Firstly, to achieve the future you are looking to aspire to, (have you done your goals yet), you will have to invest in it, simple. No marketing, no future. Secondly you do not have to do them all at once, one at a time in a planned way, some of the marketing will not cost much at all.

In Summary

So what are we endeavouring to achieve:


To market you, your personality your unique selling point, why you are outstanding, what sets you apart from the competition. By doing this you are informing your local area of who you are and what you do.

By marketing your products and services and thereby giving information to prospective customers (and distributors) you will pre-sell.

People will then come to you because you have a solution to a problem they have, whether it is poor service, poor products, poor company. Because you have the solution. People will contact you.

Your goal with your customers is to gain their respect, (relationship building), listen to them, work with them to achieve the Win – Win we have spoken about.

Following up, your customer is a customer for life, to be nurtured. Never loose contact with your customers.

The above five steps logically follow each other, you are building an empire, a customer base, a team, a future, call it what you like, but in my opinion this is exciting stuff, if you do this then you will have a job for life.

Who out there wants to deal with a real person, a person who is not going to rip them off who will help and care for them? This is what you are striving to achieve.

These five stages are not complicated, they are a logical process for you to undertake. It focuses on where you need to be and if you are not achieving the results then you need to go back to the previous stage to establish whether you need to spend some more time and money on building up that part of your strategy. It will take time to build create your footprint. By doing the above you are underpinning your future.

There is also one massive benefit that we haven’t even discussed yet and that is once you have an established data base of customers and they trust you, (because they will, because you are good), You will be able to sell them other products and services over time.

I have only outlined (because it is a massive subject) where I believe you need to be and what you need to do to be successful in this business. I am still doing it, I am making mistakes, I am learning from them, I am letting you know what I think.

I am continually looking for new ideas, you may have one, let me know, share our experiences.

Building your list

I think we’d all agree that great people are the foundation on which all successful companies are built. But, how do you find them? People are busy, people are sceptical, people are stressed out. How do you find a way for people to look close enough at the business opportunity to get involved?

One of the most valuable tools in building your business is your list of contacts. What I call your personal database. The first thing we’re going to do and what we’ll ask everyone in your organization to do is to make a list of at least 100 contacts.Why are 100 contacts important?

1. It will give you something to work on personally

2. Your organization will tend to do what you did

3. We all have the capacity to remember. If we empty our minds on paper, it helps to remember more. Your subconscious is full of people.

You’ll find that the list will continue to grow once you begin to write it down.Anyone who has not joined the business yet counts. No pre-judging. Just empty your brains on paper. Start with your existing lists. When you finish with that, a great approach is to grab any yellow pages and to just go through the categories in the front. It’s very hard to go through that without coming up with a bunch more names.

Once you get your list, here’s what you need to do. First, qualify the people. When you’re writing the people down, you’re not to pre-judge them. After you write them down it is helpful to grade them. I’m not saying we won’t contact people with a lower score. I’m saying you can use this to contact the highest scoring people first.

Here’s a basic qualification system, it consists of 5 simple questions:

1. Do they have the financial ability to join your company? If they don’t have two farthings to rub together, contact them a bit later. If they have the financial ability to join, put a star next to their name.

2. Are they ambitious? If they are, put another star by their name. After these two questions, you should have 3 categories of people on your list. The “no star” people, the “1 star” people and the “2 star” people.

3. Do they act like they want more out of life? If so, give them a star.

4. Are they dissatisfied with some aspect of their life, to the point that they would be willing to do something to change it? If so, give them a star.

5. And do they have a good self-image? If they do, give them a star.

Once you go through these 5 questions, all you have to do is start by contacting the 5 star people first, then the 4 star, then the 3 star, 2 star, 1 star and finally the no stars.

Here’s how it works? You’re going to have some number of 5 and 4 star people on your list. Those are who I would consider to be class A prospects.You’re going to present the business opportunity to them until you get one person to say yes and join you. Once that happens, what is one of the first things you’re going to do with them? Right, you’re going to have them make their own list of 100 and grade that list.

Now, how many people do you have to talk to? Your 100 and their 100 for a total of 200. Some portion of those 200 are going to be 5 and 4 star people. Working together with your new recruit, you go through their 4 stars and above until you recruit just one more. What’s one of the first things you’re going to do with that person? Get their list of 100, grade the list and then the 3 of you can work on recruiting one of their 4 stars or above.

You now have 300 people to talk to from just 2 recruits. Your 100 and their 200.This process doesn’t ever have to stop. If you recruit 10 people, there is no reason not to have 1,000 people to talk to with a solid chunk of them sitting at the 4 star and above status.

Through this process, one of the things you’ll find is you’ll work better with other people’s contacts than you will with your own, 3rd party is just more powerful than 1st party.All of this works great unless you fall down. It’s up to you to start this process on your own. It’s up to you to make it part of your recruiting process and to help your new recruits understand why it’s so important for them to do also.

It’s up to you to overcome people’s reservations about contacting people they know. Some of those reservations include a lack of belief of the company’s products or opportunity, a lack of self-esteem, a fear of losing credibility, an embarrassment from prior failures, any number of things.One of the things you must show them is why it is in their best interest to make their list of 100, grade that list and begin to contact them with a systematic approach. Not just for the results that they’re going to get from doing that, but for what will happen when everyone in their organization does the same.

What’s the formula for financial independence again?

It’s in your ability to get a large group of people to do a few simple things over a consistent period of time. By doing that, you get leverage.

So, here’s your assignment. If you haven’t built your list, start one today, grade it. And begin to expose those people to your opportunity. If you’ve been around for a while and have already done that, I’d suggest you do it again. In addition, you need to use all of your existing leadership skill to convince everyone in your organization to do the same. If you do, you’re on your way to never running out of quality prospects to talk to and that’s a great feeling.

Network Marketing

If you are already a network marketer, successful or otherwise I want you to read on and have some input into the following post.

I want to get some discussion going here because I not sure I have the answer, but I have a question for you and I know what the opportunity is.

So the question is Why do people not “get” Network Marketing?

(Why do people put the “shutters up” as soon as you mention the words, or why do people once they have joined then go on to do absolutely nothing?)

So the opportunity is; if people “got it” they would embrace it and consistently do it and as a consequence of consistently doing it they would become very successful over time and at the same time all of the network marketing companies would be a lot happier. The answer to the question I have set here is the Holy Grail; it is the answer every network marketing company is looking for. Once we have cracked it then network marketing will take off, (in the UK, see next comment).

I am going to be contentious right from the start because I am going to add three words to the question, which some people might agree with and some won’t, (tell me your thoughts).

Why do people not “get” Network Marketing in the UK?

“In the UK” sweeping statement Peter. In my limited experience on running with a world wide network it does seem that NM is far more respected outside of the UK, not only in the US but especially in the Far East and also the Eastern European countries who were up until relatively recently communist countries. Thailand is a case in point where whole families club together, sell stuff just to get together the money needed to join the business. This extra commitment then drives them to become very successful indeed; this is a fact.

These people have a burning desire to get out of their poverty trap, (brilliant). There is no fall back welfare state that is going to look after them so they are taking the initiative and taking personal responsibility in creating a new lifestyle for themselves.

So is this one of the key reason why network marketing is more accepted outside the UK, perhaps it’s a culture thing? Perhaps the UK has had the drive and passion of the individual kicked out of it. We are conservative by nature, history has given us this, we are sceptical, and some would say cynical towards anything out of the norm.

Do we look upon wealthy people in the UK with distain, because fundamentally we are jealous of them, a very British trait don’t you think? So is this a culture thing at the root of the problem.

One of the things I like most about NM is the fact that there is a company out there for everybody, no skills are necessary although I would say there is a prerequisite in that you must like talking to people and you can smile when you are doing it.

So where I am coming from is the fact that NM provides people with a brilliant five-year plan to extricate themselves from the rat race, (read my other posts on this). Find the right network marketing company that is right for you.

I know loads of people who have been successful and have achieved this. The common denominator is the fact that these people are very focused individuals. They are committed and consistently work the business every day. This business is not rocket science it is so simple.


Do we accept mediocrity too easily in the UK, do we default to the welfare state and believe we have a right to have a job. The government has to provide jobs for people?

At the same time people no longer have job security, their pensions are buggered, unemployment is getting larger by the day and there are going to be massive cut backs over the next five years just to balance the books and still the penny does not drop. What does it take?

Yes I have breezed through 200 years of the industrial revolution and have very much generalized, but are we on to it?, or at least I have given you enough information to disagree with me and for you to come up with your own solutions.

There is one statistic in that 80% of conventional businesses will go bust in 5 years so perhaps we are flogging a dead horse here. I personally don’t think we are.

This is the opening salvo on this, I want your input, I want to know what you think, if you disagree tell me, if you agree come up with some suggestions that may lead to people becoming more open minded in the first place towards this fantastic industry.

I have my own ideas on this but I want your input. As sure as night follows day NM is going to take off I absolutely guarantee this.

This is the only conundrum I have with this industry, why do people join and then do nothing? The training is first class; their upline is falling over backwards to help them. Its not the companies fault, it is the individuals or is it?…. discuss.



Come on guys get your juices going on this, it’s a fascinating debate.

Borrowing, you pay

If you borrow something from somebody at some point you are going to have to give it back. If it is a book, you read it you take it back. When you borrow £11.4 billion again you need to pay it back. Read the extract below taken from today’s Times
“Pressure for tax rises and public spending cuts has intensified as it was disclosed that the Government was forced to borrow an extra £11.4 billion to pay its bills last month, the worst October figure since records began.
Tax receipts collapsed by £4.1 billion, compared with October last year, while spending was £4.5 billion greater as the recession depressed normal sources of tax, such as corporate profits and consumer spending, and as welfare payments surged. Total public sector net debt grew to £829.7 billion by October 31, equivalent to 59.2 per cent of total national output, the highest level since 1946. That compares with £695.1 billion and 48.6 per cent a year earlier.
The extra borrowing was almost double City expectations and led to fresh doubts that Alistair Darling, the Chancellor, could keep total borrowing this fiscal year to his target of £175 billion. Economists predict a total borrowing figure for the year of up to £220 billion.
The dismal snapshot of the public finances came as the Organisation for Economic Co-operation and Development (OECD) urged the Government to come up with a credible plan for cutting the massive public debt, and cut its growth forecast for the UK economy.
It said: “The consolidation announced by the Government means that fiscal policy will be a drag on the economy from 2010 onwards. Once recovery takes hold, further consolidation is imperative as public debt, which was relatively modest before the crisis, is reaching very high levels””
So what is my point?
The above data is horrendous, my point is that to balance the books there will be in the not to distant future:
(Note here: The only reason we have not done this yet is there is a small matter of an election coming up next year and Labour wants to carry on with their fantasy economics until May).
· Massive spending cuts, with consequential massive job losses
· Wage freezes
· Tax rises
· Disposable income will be erroded
Unemployment will go above 3 million next year.
Even if the economy picks up it is going to take a decade to sort out this mess, this is the reality.
Is your job safe? Is your pension safe?
People now unlike never before need to take control of their lives. Its your life, take responsibility. Guys, you need to extricate yourself from the Matrix.

Why two networks

Following on from my previous blog I am now a self-employed business owner; I am a Network Marketing Professional, (a “none traditional” business owner, wow).

As I have informed you previously I now run two network marketing businesses. I love network marketing with a passion and I am very fortunate that I work with the most successful UK network marketing company, namely The Utility Warehouse and the fastest growing network marketing company in the rest of the world, namely Agel Enterprises. Two brilliant companies, totally different products.

I provide a choice for people, different entry levels, different products, different compensation plans, as I said the choice is yours. If you speak to me then I can help you with that choice and point you in the right direction.

I have many people in the past who have not been turned on by selling utility services so I now have an alternative company that provides wellness products, (and vice versa).

Most people have day jobs. Network marketing is the “bolt on” to the day job. You can only do one network in this scenario. I am in the position that after four years I am now doing this full time so I can now offer one of two opportunities to people, depending on what “floats their boat”.

Please read the rest of my blog, as there is some great information on this fantastic industry. If you would like to create some online discussion I would welcome it, please post your comments.

If you meet the entry requirement that I have outlined in my previous post, (fundamentally a burning desire and passion to get out of the “rat race”) then I would like you to join one of my successful teams, please ring me for more information.

0800 458 3940

Have a great day.

All the rules have changed

As I have discussed previously I have now been in network marketing for 4 years and have stated elsewhere in my blog that this was the best business decision I have ever made. The reason I say this is because for the first time in 30 years I now have control of my life. I no longer have a boss that exerts stress and pressure on me and who at the end of the day will make me redundant when he no longer requires my services, (this happened twice in those 30 years).

So can I repeat this, I have sacked my boss this time, I now have enough residual income coming in after 4 years to allow me to do what I want from my life. I want you to take that in guys. It means that before I get out of bed every month I get paid a residual income. I choose to work or not on any particular day, it’s my decision. And network marketing has allowed me to do this.

People in the UK are adverse to network marketing; the penny still has not dropped. “It’s one of those pyramid things”, (we have discussed this before so there is no need for me to go there again now).

Three things you need to join a network marketing company.
1 An open mind to join in the first place
2. A burning desire and passion to get yourself out of the rat race in 3 – 5 years.
3. Consistency, doing something every day for 3- 5 years, working hard, building your future.

Simple.

These are really fundamental issues. If you do not have an open mind you are not going to join in the first place, so ring me and we can talk about this.

If you have no burning desire you are wasting yours and my time because you will never ever be successful in this industry. This is the key everything revolves around desire. This is why the majority of people fail; it is nothing to do with the company they join. If you have an open mind and a burning desire then ring me.

If you are not prepared to work hard and be consistent again you need to find a job, network marketing is not for you.

I have found out something in the last four years in that network marketing is very well respected and established in other parts of the world and the UK lags way behind in the take up of this industry. Therefore it is up to people like me to raise to profile of this industry. Make no mistake I will predict now that network marketing is going to boom across the world in the next 5 years and it has already started. So my question when do you want to start?

The world of work has changed forever, downsizing, lay offs, income reduction, performance based pay, stress, fear, what else do you want me to say. All the rules have changed.

So if I could show you how to sack your boss in the next three to five years would you be interested. You can become part of our fast expanding team, where people will be able to help you achieve to freedom I am sure you are also looking to achieve. This is where the open mind kicks in.

Create your own destiny.

Go on do it, what have you got to lose?

Passion

Lets put business to one side for the moment and talk passion instead, it’s one of my favourite subjects.

I believe you will not achieve anything worthwhile in your business and social life unless you have passion.

So lets expand on this.

The facts are that you are not going to be on this planet for very long, a pin- prick in time. You may think three score years and ten is a long time, but in the scheme of things that is 3640 weeks or 25,480 days. How long have you got left? And the big thing you do not know (and it is a good job we don’t) is our time could be up tomorrow.

So what are you waiting for?

So I have got the bad news out of the way, lets start thinking positive now. What do you want to do with your life? Write it down on a piece of paper, (do it after you have read this post). Do not include your job on the piece of paper. This is a very serious question and requires you to think hard about it. My friends you deserve to be happy, say yes to you.

If you hate your job you need an exit strategy, do not leave it any longer.

You may be reading my posts because you are looking for something, for some inspiration maybe. So get writing, if you need to do it on your own fine, if you want to do it with your partner then do that also. You may be amazed with the outcome.

Note here: One bottle of red wine is recommended as it may help you to unlock your imagination.

As you probably realise I am passionate about my industry. People ask me what is the secret in gathering customers? The secret comes from within you, it is your burning desire, your passion, your belief, (or not). You are the only person who knows you; others may think they know you even down to the sweet you choose in a restaurant, but that’s not really true.

“If you want it enough you will do it”
or the other saying is
“If it is to be it is up to me”

I believe we are all here for a reason, (just my belief) and therefore I believe we have to leave a legacy. Using your skills to help others in my case, you will have different “drivers” in your life.

It is never too late to become the person you want to be.

Life is too short, live your passion (I said that)

I hope this helps please let me know