You Are Doing Sales Backwards

Many people ask me if they need to be good at sales to succeed at network marketing. The answer is “no,” especially if you know this one sales trick. Most of us look at selling something as the process of making someone realize they need something and then getting him to buy it from us. But that’s backwards.

The Backwards Sales Approach

The traditional sales model entails finding prospects, presenting your product, helping people overcome their objections and then closing the sale.

The problem with this approach is that you become so focused on getting sales that it is easy to lose touch with your market and what your customer actually needs. You become pushy and controlling, which makes you hard to work with and actually scares potential customers away.

We’ve all been on the customer end of this kind of experience. Think about the last time you bought a car or even the last time you browsed at a department store. Chances are that the salesperson tried to break down your doubts and hesitations and push you to make a purchase.

You probably felt uncomfortable, overwhelmed and like you were being hounded for your money. No one wants to feel that way, so why would you want to put your potential customers in that situation?

Doing Sales the Right Way: Meeting Needs First

The traditional model has brought success for some people, but there’s a better way. Instead of pushing people into making a purchase, attract customers and then make them want to work with you because they know you can meet their needs.

Bob Burg and John David Mann describe a better way to make sales in their book called Go Givers Sell More. Their process goes like this:

• Create Value
• Touch People’s Lives
• Build Networks
• Be Real
• Stay Open

In their book, Burg and Mann explain: “Shifting your focus from getting to giving is not only a nice way to live life and conduct business, but a very profitable way as well. Put another way: living with generosity creates a swelling tide that raises all ships. Not just yours; not just the other person’s; everyone’s.”

Give, Don’t Take

So how do you implement this idea? You approach sales by thinking of your customers first. You think about what they need and how you can provide that value, instead of focusing on what you need and what you can get out of them.

With this approach, you still need to know who your target customers are but instead of pushing your product on them, you offer it as a solution to an existing problem. You explain why your product is so valuable and you help your customer fill a need.

When you provide real value you are changing people’s lives and building those relationships. Relationships and networking are valuable in network marketing and can help you attract even more customers.

As you do this, you will find that sales will come more easily. Instead of fighting for every new customer, you will be making sales easily as people recognize what your product can do.

I help people learn to be successful at network marketing and would love to talk with you one-on-one to help you find ways to build a lifestyle of fun and freedom with passive income. Contact me if you’re interested in learning how to grow your business.