Jordan Siegel just left a comment on my previous post on a few sales tips and it was too damn awesome not to repost. You NEED to read this... yes its long, but I guarantee you will have an aha moment! I think there are two distinct aspects that make up people who have the ability to influence others. One is personal, and the other is as an advocate. From a personal standpoint, a master influencer needs to develop and instill within then a WHY that is so powerful that it is the very reason that they live. AKA a master influencer needs to become obsessed with a MISSION that is bigger than their personal wants and needs. This is the fuel that you will use to rev your personal engine. And no matter what vehicle you get behind the wheel of- a Ferrari, a US Navy Aircraft Carrier or even Air Force One, it does not move without fuel. And it is imperative to be the reason you wake up everyday with motivation, because if not you will get crushed by people who say NO. Business is cut throat and only the strongest survive. Your prospects have grown up with experiences that have shaped their life, and as a result they will tell you no. Its not a knock against you or your product (though sometimes it is), but the majority of the time its simply them saying that they cannot see the possibility you are communicating due to their last experiences. So they will fight you till theyre blue in the face and down to their last breathe. If your WHY is small and personal and does not truly move you, you will get yes depending on your skills to articulate value, but you will fail in realizing your mission. You see a master influencer is someone who is committed to positively influencing the world because they believe in a cause bigger than themselves, and the money is just a by product of this passion. I will ALWAYS fight (not physically lol) that much more than my prospects, because my mission in my business is to awaken people to their possibilities. And yes I definitely will get no some of the time, but not the majority and I impact enough people that my mission comes true. And financially I am rewarded as a by product. From an advocate point of view, to be a master influencer, you need to really understand what your prospect is seeking. You need to know what they WANT not what they need. Take this to the bank- people buy based off of their wants and NOT their needs. As an example, take the buyer of a Mercedes Benz S Class. It is at base $80k. The purpose of a vehicle is to get your from point a to point b effectively and efficiently. No man or woman needs to spend $80k to fulfill that need. There is something more that a buyer wants. One reason could be that they see a Mercedes as a symbol of significance and will feel like they are significant person for driving it. Another reason could be that they are seeking certainty of performance, and have had negative experiences with cars of lesser value in breaking down and causing them fits. You can not sell someone who is looking for significance with a pitch on performance. You would have to communicate to then how their social status and life will be of importance when they own a Benz. Do you see the difference between wants and needs? Buyers purchase products off of emotional wants and rarely needs. And Ill give you and your followers a lil hint based off your target market to increase your sales. When it comes to network marketing, prospects are seeking CERTAINTY. They want to be certain that the potential of achieving their dreams is possible through your company, and they want to be certain they will receive a return on investment for both their money and their time. Remember, most network marketers come from the world of trading their time for dollars aka a job, small business or contracting position. They are certain that if they put in x amount of work or x amount of hours, whether they are salaried or commission, they will receive x in return at minimum. Business ownership is uncertain, and results are never guaranteed. So while networking prospects understand this, they still seek certainty. Every business owner and investor does. For example loom at the hit TV show Shark Tank where the cream of the crop investors only invest in businesses where there is proven history of sales or contracts. They only invest in certainty. This is why marketers post screenshots of their income, their teams income and other peoples results, because it shows a level of certainty to the prospect where they think that because this sponsor has results or has shown others how to get results, they are certain they can do the same for them. So if youre in network marketing and you want to increase your sales, show your prospects a level of certainty and they will gladly partner with you.
Posted on: Thu, 30 Jan 2014 23:48:16 +0000
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