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Lots of people know this “secret” – focus on service first
First, it was Harvey Mackay who pointed out that his father sat him down as a young man just out of college, to tell him “that 25% of my life will be spent volunteering.” Mr. Mackay is the greatest networker I’ve ever listened to. He’s published his 6th business book, Use Your Head to Get Your Foot in the Door, and it’s already a best seller.
Then last week, Dorothy and I invested three days with Stephen Pierce of Stephen Pierce International, Inc. and his current series of workshops, MRMI Infinite Internet Income. During these three days, he gave some incredibly valuable tips and techniques for succeeding at Internet marketing. He pulled together my three years of research and effort to show us how to apply what I know and take it further. Most importantly, he showed me how to be really practical for now. Yet he also gave us several hours on the attitudes needed to succeed. And repeatedly, Stephen Pierce pointed out that you have to give value before you get sales. Both of us were flabbergasted that during the first day of a $30 seminar, he hardly mentioned his own program. He and his sister-in-law, Lorette, gave us step-by-step ideas for how to make money on the Internet. Time and again, he gave value.
Before the weekend was over, Stephen introduced the audience to Bill Walsh of Powerteam International, a venture capital solutions and business consulting firm, endorsed by people like Mark Victor Hansen of the Chicken Soup for the Soul series. He shared with us how he got the testimonials he showed us. He created value for these successful people for free before he ever spoke about business with them.
Walsh even demonstrated with a role play in which Kari Michaelsen was his conversation partner while one of the other participants, a real estate sales woman, demonstrated a standard sales approach to a potential investor. She opened well with a good question but then didn’t follow up with further probing questions. Instead, her second questions was a typical, “If I could show you …. would you be interested?” In as much as Michaelsen was a successful real estate investor, she’s bombarded with approaches like this. The point Walsh made was that you need to put 90% of the conversation on the other person and her interest and only 10% on you when you meet. And, don’t attempt to sell here. Give value first.
So the strangest secret to business success comes down to a heart-centered, soft sell sales approach. Give service first. Provide value. Find out about the other person and her concerns. When you have shown sincere concern and developed trust, then you will find your prospect receptive to talking business. When you connect with others as people instead of wallets, you build relationships that make selling fun, fulfilling and mutually rewarding.
If you would like a taste of Stephen Pierce’s excellent training, check out his free book offer (pay only shipping) for his story: Internet MultiMillionaire Shares His Online Success Strategies With You For Free in Make Real Money on the Internet. Please note that I am an affiliate of his MRMI programs so if you eventually decide to attend like we did, I will earn a commission.
How to Ask a Closing Question
Gratitude Sets the Right Attitude
Heart Centered Selling’s not for Wimps
Have You Heard the MLM Lies?
Sales Motivation – Remember, There’s more to Life than Money
Trusting a Salesperson Is Tough; Liking Is Easy
If No One Cares, It’s Not a Unique Selling Proposition
If Sales Calls to You Are Win-Lose Battles, Read No Further
