One of the most valuable things you have is your own authenticity.
One of the most awkward and devastating things that can happen is when you’re authenticity is in question as the result of someone else’s behavior.
This is especially critical if you don’t use your sales tools and resources carefully.
For example, let’s say you have a meaningful Dialogue with someone and they agree to look further into your solution as a means of changing their present circumstances.
Let’s also say you have as one of your sales tools the ability for your potential partner to participate in pre-arranged group Q&A sessions over the phone.
A Q&A session is where questions can be answered by someone in your organization who is knowledgeable and skilled at doing this. They are able to answer questions you might not feel equipped to answer yourself initially because you might have just recently started. Or maybe you find it useful to bring someone else into the picture.
However! If the Q&A session is really a disguise for a “Rah-Rah” session, with distributors coming on the line telling their story and saying how much money they are making and so on – you’ll most likely lose your credibility and most of your potential partners as well.
The reason why is self-evident. There is a disconnection between your authenticity and the expectation that your authenticity will be followed through with your recommend courses of action to help your potential partner.
Because of this, many distributors are scared to death of using certain sales tools because the title of the tool has nothing to do with its content. It’s like being guided to turn up at a meeting to learn how to be healthier only to realize you’ve been suckered into a sales pitch. And yes it still happens!
They are also afraid not to use it, because they’re pressured to do so. If they ignore it they in turn get ignored and regarded as not being a team player. Peer pressure can be a challenge, especially if you’re new at something
It’s a shame, because the Q&A sales tool is a good idea if presented authentically.
This dilemma is one of many I hear from my coaching clients. They have escaped the conventional numbers game approach of talking with people, but are still faced with a system whose sales tools only cater for a system that doesn’t resonate with their values.
What to do?
Well, if you find any of your sales tools being misrepresented, you might see if you can influence those who are doing the misrepresenting to either change the title or deliver the correct content. Otherwise you will have to somehow work on finding someone else who can do the Q&A session for or with you.
If you decide to do it yourself, test it before you use it. Write out the questions you might expect from someone who wants to make an informed decision. Practice it with your down line and if it turns out to be a good sales tool than you can use it with confidence!!
Whatever you do, your own integrity and authenticity is one thing you want to protect at all costs and avoid damaging.
And as I say in my book “How To Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!“…
“Find your own truth, by shedding the truths of others that prevent you from having the freedom and abundance that is your universal right.”
To your success…
Michael
MLM Insider #1 Trainer in Network Marketing 2004 and 2005 and author of “How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!” http://www.naturalselling.com/
Reprinted with permission from Michael Oliver, Natural Selling® Sales Training. http://www.naturalselling.com/
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