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| Information about "Natural Selling", how to sell without fear and anxiety usinf dialogue |
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Oliver's Twist - May 15, 2008
Unhappy Questions Uncover And Embellish Their Problem, Need Or Pain
Many distributors and direct sales people, on uncovering the slightest needs of a potential customer or partner are too eager to start talking about their product or service.
This usually results in resistance which puts the conversation further back than when it first started! It’s like running a 100 meter race and stopping a
Oliver's Twist - May 8, 2008
A Positive Response From An Early In-depth Question
As a rule of thumb, asking deep questions too soon, or without building trust first, is like ripping up money and throwing it to the wind! This is because getting too personal too quickly can put most people on the defensive.
However, if phrased and asked correctly, there are questions you can use at the beginning of your conversation that
Oliver's Twist - May 1, 2008
Even Millionaires Know People
Getting referrals is easy if you know how and you’ve prepared for it correctly.
For example, have you ever called a lead and they said they did not request help to start their own business? Did you leave it there or did you ask for a referral? By the way, whether they did or didn’t ask for help... it doesn’t matter... what I’m going to reveal still applies.
Here’s
Oliver's Twist - April 24, 2008
A Coffee Shop Conversation
I was wanting to practice a new string of Natural Selling dialogue questions this last week and decided a good place to do so would be one of the many coffee shops we have here in Vancouver.
So with my cup of tea and chocolate cake I found a place on a stool that faced outward to the street to watch the people passing buy (intended pun!). I also made sure there was an
Oliver's Twist - April 17, 2008
A Sales Tip That Works
When your potential customer or partner is talking about their
present situation and how they would like to change it, help them
feel and imagine what it would be like to have what they want by
asking this simple and yet powerful question...
To find out more please click here...
Oliver's Twist - April 10, 2008
The “Take Away” – The Natural Selling Way
You’ve probably heard about the take away technique. This is where the conventional salesperson uses it to get a person to do something they don’t really want to do... or to pressure them into looking at their proposal or product again. It’s a technique based on greed or the fear of loss. When put together it’s a very powerful mix.
The Natural Selling
Oliver's Twist - April 3, 2008
Why People Don’t Show Up – And What To Do About It
A common occurrence in Network Marketing and Direct Sales is the “No Show” factor... Your potential partners not showing up for meetings; not showing up at your website or not showing up for a business call.
Does this happen to you? Do you feel down and a little dejected when it does?
If so, take heart! It’s a problem that’s easily rectified.
Oliver's Twist - March 20, 2008
The TRUTH Is What YOU Think It Is
Here is an interesting comment from a reader in the UK. It applies to anyone no matter who or where you are.
I don't know about leads lists in the USA but here in the UK generally speaking they are worthless. Without leads lists it is much harder to find new people to have effective dialogues with.
Now I know the response to this is often "there is a whole
Oliver's Twist - March 13, 2008
Classroom Lessons Into Real World Results
I’ve said it many times, and here it is again – it doesn’t serve you, nor the person you’re talking with, to…
1) Assume you know exactly what he/she is saying; and to…
2) Use cheesy, outdated objection handling or closing techniques on them when they do say something.
Doing either will either create resistance when there isn’t any, or increase
Oliver's Twist - March 6, 2008
How Enlightened Detachment Will Create More Sales
In conventional selling there is a technique called “The takeaway”. It’s a calculated and very manipulative sales technique that plays on a number of emotions and is designed to “close” the sale.
This week I would like to talk about the difference between a forced takeaway as used in conventional selling based on the salesperson’s needs being
Oliver's Twist - Feb 28. 2008
The Secret To Achieving Your Goal
This winter, while taking an early morning walk on my way to go skiing, I came to a fork in the trail. I had two options as to what direction I could take to get to the first ski lift.
I could either put on my skis and plod along a level path much like a cross country skier, or I could throw my skis over my shoulder and walk about 30 feet up a steep ski run,
Oliver's Twist - Feb 21, 2008
Top 10 Reasons Distributor’s Hold Back From Talking With People About Their Business
As a tribute to David Letterman’s Late Night Show, here are my top ten reasons why most distributor's hold back from talking with people about their business, and what to do about it.
10. No Desire To Grow The Business
Let’s face it; there are those in your team who just aren’t builders. Maybe they only want to
Oliver's Twist - Feb 14, 2008
Why You Can Ditch the Pitch
Ever thought about why Natural Selling works - and why it influences the people you talk with to want listen to you, and not reject you?
Rather than explain it, you can experience it yourself right here, right now with an exercise I’m going to give you. Then I will let you know what is happening, and how it’s so much more effective than the conventional “pitch” of
Oliver's Twist - February 7, 2007
The Difference Between Calling A Lead and Someone You Know
Here is an interesting question to an article I wrote about calling leads. First allow me to recap the article, where I said...
It’s NOT about having a nice chat, creating a relationship and calling them back next week.
It IS about establishing in the first call whether they are serious about changing their present situation and whether
Oliver's Twist - January 31, 2008
Note To Self To Step Out Of Line
Here is something I read from the January Oprah Magazine (Yes... I read Oprah!!). Its source is from Za Rinpoche and Ashley Nebelsieck, in “The Backdoor to Enlightenment”. It’s followed by some of my own comments and questions that could help you strengthen your resolve to make a difference this year.
For every nine people who denounce innovation, only one will
Oliver's Twist - January 24, 2008
7 Questions To Ask Yourself About Time
There are some who think that spending time asking questions that go beyond the basic and factual ones, takes up too much time.
Ironically the reverse is true! What appears to be slow can be very fast – remember the story about the tortoise and the hare? We all know who won that race, and for those of you who don’t know the story, here’s a clue – it wasn’t
Oliver's Twist - January 17. 2008
Do You Have To Know Everything About Your Solutions?
An interesting comment was made by a participant on one of my coaching/training calls when he was summing up Natural Selling.
He said that it’s important to “portray yourself as the expert in the solutions you have to offer”.
The question is – is it important?
Many years ago when I was selling aftermarket automobile software to different
Oliver's Twist - January 10, 2008
Practical Wisdom From Barbados
Here’s a piece of wisdom to start and continue the New Year with.
While in Barbados last December I bought a pink shell necklace from a local street vendor and was waiting for the change.
The vendor whose name is Robert Ifill (that’s him in the picture) came back with the change in one hand and a plastic bag in the other for the necklace.
“That’s OK.... I won’t
Oliver's Twist - December 13, 2007
Have YOU Conditioned Yourself To Stop Listening?
When you make assumptions and think you know what people are saying, in effect you stop listening. When you stop listening, you create resistance and people go away.
I experienced how frustrating this can be the other day when I spent one hour talking on the phone with a sales agent and the technical person of a well known North American airline.
Oliver's Twist - December 6, 2007
Better Bedside Manners
Here’s an article I picked out of Time Magazine that has relevance to anyone involved in selling business or income opportunities, products or services.
Every patient wants to find a doctor who listens. But wouldn't it be easier if all doctors were just better listeners?
A new paper in the Sept. 5 issue of the Journal of the American Medical Association suggests that it
Oliver's Twist - November 29, 2007
The Difference Between Calling A Lead and Someone You Know
Here is an interesting response to last week’s article where I said that when calling back someone...
“It’s NOT about having a nice chat, creating a relationship and calling them back next week.
It IS about establishing in the first call whether they are serious about changing their present situation and whether they are prepared to do
Oliver's Twist - November 22, 2007
It’s NOT About Creating A “Relationship”!
Here is something that I confess makes my hair stand on end! It’s part of an email I got and refers to something I hear frequently.
“When I call people it’s not for the purpose of selling but to get to know them, create a relationship and then call them back again the following week.”
Let’s be clear about this. It’s NOT about having a nice chat,
Oliver's Twist - November 15, 2007
Is There A Shortcut To Success II
Last week I answered a question from LL about short cutting the Natural Selling Approach when there are deadlines. I had an interesting reply from a friend who is a very experienced Networker that is worth…
ReadingPasting on your wallSending to EVERY serious business builder in your team.If you remember it the original question from LL was;
I have a lot of
Oliver's Twist - November 8, 2007
Is There A Shortcut To Success?
Here is a question from LL about short cutting the Natural Selling Approach when there are deadlines.
I have a lot of respect for the Natural Selling approach. I think it works great when you are at the beginning of a month.... though I still find I revert back to old methods I've been taught before I heard of this wonderful different approach.
Here is my
Oliver's Twist - November 1, 2007
How To Introduce Yourself With Immediate Impact!
Here is something that came up in a group coaching call I was making recently that was about... how to talk about what you do.
So I’ve explained how you do this by revising an excerpt from my book, “How to Sell Network Marketing without Fear, Anxiety or Losing Your Friends!”
It’s very powerful and VERY attractive
Let’s start by asking you a
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