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By Michael Oliver

Sometimes asking a direct question will get you a short answer that won’t give you much to work with or it takes time to expand on. 

So here’s a way to power up your questioning skills and get deeper and more meaningful answers… Turn some of your direct questions into Indirect Questions. 

Doing so will take you into a zone beyond the factual, who, what, why, where, when and how! 

Here are some examples: 

Instead of asking: How would you do that differently? 

Ask: So what would you say the differences are between what you have done and what you would do now, if you could do it all over again? 

Instead of asking: What don’t you like about the pharmaceutical drugs you’re taking? 

Ask: Is there anything you don’t like about your pharmaceutical drugs, and if there is, how that would affect your decision to take something else if it was available. 

If you agree with the Natural Selling philosophy that “People have the answers, and all you need are the right types of questions”, you’ll notice that by rephrasing the direct question, and asking for a descriptive answer, the likelihood is that you’ll get what you want! 

Do it yourself. Take a moment and answer the questions I gave you. If they aren’t relevant, take a question that YOU ask of others, turn it into an Indirect Question and then answer it. Observe how you FEEL about your own answer. 

Indirect Questions; 

Stimulate and engage on both the intellectual and emotional levels 

Help your potential partner/customer to think 

They are interesting to the other person (Interesting for you as well because you can get an incredible amount of depth and personal vision in the answers) 

Asking questions and knowing how to respond to the answers is of course the key to success in effectively talking with people and building a business quickly. You can find the structure as well as the types of questions to ask in my best selling book (hard copy, eBook or Audio version) called “How to How to Sell Network Marketing without Fear, Anxiety or Losing Your Friends!” Click here for details 

So sprinkle your dialogue with the occasional Indirect Question and be prepared for deeper more meaningful answers that you can use to drill down deeper into the heart buttons. 

In the meantime, contrast for me if you would, the difference in the quality of answers you get from the questions you’re presently asking, and the answers you would get if you turned some of them into Indirect Questions!”

About the Author

Michael Oliver is an internationally recognized trainer, speaker and author and the founder of Natural Selling, the only sales training program designed to really eliminate rejection and objections. Visit his blog and signup free to get blog updates by email, along with the latest news, free advice, additional resources, and a lot more! Go now tohttp://naturalsellingblog.com. While you’re at it, check out http://www.naturalselling.com.

Learning the right things to say is the skill that determines your prospecting success. Of course we don’t know word-for-word what to say when we join, but we can learn. 

Every Saturday, at 1 PM Eastern Time, our skills group will be hosting a free Webinar that will be teaching Tom “Big Al” Schreiter’s 25 Skills”…the skills necessary for success in your network marketing business. These are the skills that most network marketers will never learn in order to have success in their business.  You will hear “Big Al” himself discussing each skill, and you won’t have to pay a thing! Contact me at “alex.mochenyat@gmail.com” for access to the webinars, subject line “25 skills.” Save yourself any more failure, frustration, and minimum wage checks!

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I’m sure you listened to Tom Paredes’ audiocassette series, “Telephone Techniques That Work”.

It’s a great way to quickly focus prospects on what they want, and how you can get it for them.

This is from one of the out-takes (stuff that didn’t get included in the final version).

Conversation with an unqualified prospect:

Prospect: How much money can I make with your opportunity?

Tom Paredes: How much money do you want to earn?

Prospect: I want to earn $10,000 a month.

Tom Paredes: Have you ever earned $10,000 a month before?

Prospect: No.

Tom Paredes: Do you know what it takes to earn
$10,000 a month?

Prospect: No.

Tom Paredes: What are you willing to do to earn $10,000 a month?

Prospect: Well, I don’t want to have to make phone calls, and I can’t go to opportunity meetings because I work nights, and I can’t afford to mail postcards.

Plus, I don’t know anybody. I won’t go out and meet strangers – that’s just not me. My relatives won’t talk to me . . . and if I can’t earn at least $10,000 a month with your opportunity, well . . . then you just don’t have a good plan.

End of call.

Learning the right things to say is the skill that determines your prospecting success. Of course we don’t know word-for-word what to say when we join, but we can learn. 

Every Saturday, at 1 PM Eastern Time, our skills group will be hosting a free Webinar that will be teaching Tom “Big Al” Schreiter’s 25 Skills”…the skills necessary for success in your network marketing business. These are the skills that most network marketers will never learn in order to have success in their business.  You will hear “Big Al” himself discussing each skill, and you won’t have to pay a thing! Contact me at “alex.mochenyat@gmail.com” for access to the webinars, subject line “25 skills.” Save yourself any more failure, frustration, and minimum wage checks!

CLICK HERE FOR YOUR FREE NETWORK MARKETING REPORT

CLICK HERE TO GET SWAMPED WITH PROSPECTS

FIND OUT HERE IF YOU ARE WALKING PAST A FORTUNE

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Many times you can get more prospects for your opportunity by talking about your product or service. 

Here is an example of this kind of conversation with a prospect: 

“Can you help me? Do you know anyone who wants a discount on their telephone bill?” 

The prospect can easily mention a few referrals for you. This is rejection-free, non-confrontational, and fun. 

And the best part is … your prospect might become a distributor once he realizes all the potential customers that he knows. 

This is one of the easiest ways to get lots of leads for your business. Here are some examples of questions that could be used for other products and services: 

* “Do you know anyone who wants to lose weight without heavy exercising?” 

* “Do you know anyone who feels tired in the morning?” 

* “Do you know anyone frustrated with computer problems?” 

* “Do you know anyone who could use more leads?” 

* “Do you know anyone who wants a discount on their electric bill?” 

* “Do you know any teenagers who want to get rid of their acne?” 

Learning the right things to say is the skill that determines your prospecting success. Of course we don’t know word-for-word what to say when we join, but we can learn. 

Every Saturday, at 1 PM Eastern Time, our skills group will be hosting a free Webinar that will be teaching Tom “Big Al” Schreiter’s 25 Skills”…the skills necessary for success in your network marketing business. These are the skills that most network marketers will never learn in order to have success in their business.  You will hear “Big Al” himself discussing each skill, and you won’t have to pay a thing! Contact me at “alex.mochenyat@gmail.com” for access to the webinars, subject line “25 skills.” Save yourself any more failure, frustration, and minimum wage checks!

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Thank you Tom “Big Al” Schreiter for this great training.

As you know, new distributors use “untrained” words for their first sentences and suffer the consequences of massive rejection. 

When we are new distributors, we think the skills of our profession are: 

* Passing out samples.
* Reading flip charts to prospects as if they have a reading disability.
* Loaning CDs and DVDs to prospects to listen to.
* Harassing prospects with “follow-up” calls.
* Looking for new, hot prospects to say the wrong things to.
* Begging for appointments.

Leaders know that the skills of the network marketing profession are none of the above. Our job is to talk directly to the decision-making part of the brain, and to use specific “commercial talking” word phrases to get our message inside of our prospects’ minds. 

If we don’t use “commercial talking” skills, our prospects will have sales resistance, memories of bad experiences, will always be looking for the “catch” or afraid that it is too good to be true … and they won’t believe what we say. 

Yes, our prospects don’t believe us. They don’t believe they can do our business successfully, they don’t believe they know enough people, they don’t believe their friends will be interested, they don’t believe our product should be that expensive, they don’t believe they have enough time, etc. 

There seems to be a giant leap in the bonus check as soon as a distributor leaves the world of PowerPoint, reading flip charts, and loaning CDs and DVDs, and enters the world of talking correctly to prospects. 

Our job as leaders is to help our distributors cross over to the real skills of network marketing, talking to prospects with “trained” words so that prospects understand our message. 

When we concentrate on giving our new distributors the correct skills, our groups will grow and they will experience the success they were looking for when they joined our opportunity. 

Every Saturday, at 1 PM Eastern Time, our skills group will be hosting a free Webinar that will be teaching Tom “Big Al” Schreiter’s 25 Skills”…the skills necessary for success in your network marketing business. These are the skills that most network marketers will never learn in order to have success in their business.  You will hear “Big Al” himself discussing each skill, and you won’t have to pay a thing! Contact me at “alex.mochenyat@gmail.com” for access to the webinars, subject line “25 skills.” Save yourself any more failure, frustration, and minimum wage checks!

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Tip #53: More rejection isn’t good for you.

New distributor: “But I contacted 100 people and only one person wanted to come to a presentation. I hate all this rejection!”

Sponsor: “Great! See what is happening? For every 99 times you are rejected, you get one person to come to a presentation. All you need to do is to talk to more people.”

If you are the distributor getting all this rejection, you’re tired of hearing these rah-rah motivational lessons:

* Every ‘No’ brings you closer to a ‘Yes.’
* Pretend that you are getting paid for every ‘No.’
* They’re not rejecting you; they are just rejecting  the opportunity.
* Each ‘No’ is just one person closer to a ‘Yes.’

Wouldn’t it be easier to learn new skills? New skills that will get more prospects to tell you ‘Yes’?

Wouldn’t it be more fun to get 50 people to say ‘Yes’ instead of only one person out of 100?

Instead of working harder, and getting more rejection, let’s learn new skills.

Ready to start now?

Some years ago I recorded an interview with telephone networking superstar, Tom Paredes (“Telephone Techniques That Work”). He shared his awesome contacting skills and his unique three-call technique. 
Tom seldom gets rejection because of the methods he uses.

Want to have better telephone techniques?

You can download the complete transcript of master telephone presenter, Tom Paredes.

It is free. Just go to:

http://www.sponsoringtips.com

Every Saturday, at 1 PM Eastern Time, our skills group will be hosting a free Webinar that will be teaching Tom “Big Al” Schreiter’s 25 Skills”…the skills necessary for success in your network marketing business. These are the skills that most network marketers will never learn in order to have success in their business.  You will hear “Big Al” himself discussing each skill, and you won’t have to pay a thing! Contact me at “alex.mochenyat@gmail.com” for access to the webinars, subject line “25 skills.” Save yourself any more failure, frustration, and minimum wage checks!

CLICK HERE FOR YOUR FREE NETWORK MARKETING REPORT

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By Michael Oliver

I was browsing in a clothing retail store yesterday when the saleslady asked me “Can I ask you… what do you do?” 

I looked at her for a moment, went with the flow and replied… 

Well you know how a lot of salespeople don’t like the selling techniques they’re taught and as a result they feel awkward and even drag their feet when it comes to talking with customers…? 

Well what I do is teach salespeople to effectively and comfortably communicate with their customers without using any persuasive or manipulative techniques which significantly increase sales and makes everyone (including the salesperson) feel good…. 

… and then went silent! 

She looked at me for a moment and said… 

“Tell me about it… Our salespeople don’t like our training! I don’t even like the training we give… and I’m the manager at this store.” 

She then shot off some rapid questions… “Tell me more about how you do that? Do you work with retail? Could you come and talk with our company about what you’re talking about? We really need this kind of thing!” 

Instant attraction and an immediate invitation to open up a dialogue to talk about a problem she is obviously facing. 

So what happened? 

First, I was mentally prepared. What I mean by that is, I was in a state of BEING that everything is well, because everything IS well. 

This is not about positive thinking. This is about knowing at a higher level that everything is moving along nicely. I treat the world around me, including myself, like a game or a movie in which I have the starring role. I get to move the pieces (including myself). 

In this case I made the first move by choosing to step into the store and allowing the mystery to unfold. 

It’s a bit like chess. I move a piece then the other person moves a piece. Depending on his or her move, I respond. Except that unlike chess, there are no winners and losers, because the game continues ad infinitum. 

This could be a metaphor about life being the journey not the destination. The fun is in the continuum of the journey. One thing can lead to another. 

Second, I customized my own basic version of my Personal Introduction Speech. Because I know it inside out, I can adjust it for any situation and in most cases achieve instant rapport. 

You can as well. It’s easy. The formula is in chapter 11 of my best selling book “How to Sell Network Marketing Without Fear, Anxiety Or Losing Your Friends!” 

Read again carefully how I responded to the saleslady. You’ll see it says nothing about what I do in the conventional sense. It DOES say however, a lot about HOW what I do helps people! And that’s the attraction. 

In this case I put the focus on the major problem that the majority of salespeople (and even distributors) I know face, which is… they hate the way they are taught (and sometimes forced) to “sell”. 

How do I know? Because I talk with them and they tell me. 

And what if in this case it wasn’t true for this sales lady? Terrific! I’m happy for her and the company, and I can get on with my browsing. 

So how about YOU making the first move wherever you happen to be? How about stepping into your OWN store of infinite possibilities and creating your own instant attraction? 

As I say in my book; “Find your own truth by shedding the truths that prevent you from having the freedom and abundance that is your natural state”.

About the Author

Michael Oliver is an internationally recognized trainer, speaker and author and the founder of Natural Selling, the only sales training program designed to really eliminate rejection and objections. Visit his blog and signup free to get blog updates by email, along with the latest news, free advice, additional resources, and a lot more! Go now tohttp://naturalsellingblog.com. While you’re at it, check out http://www.naturalselling.com.

Every Saturday, at 1 PM Eastern Time, our skills group will be hosting a free Webinar that will be teaching Tom “Big Al” Schreiter’s 25 Skills”…the skills necessary for success in your network marketing business. These are the skills that most network marketers will never learn in order to have success in their business.  You will hear “Big Al” himself discussing each skill, and you won’t have to pay a thing! Contact me at “alex.mochenyat@gmail.com” for access to the webinars, subject line “25 skills.” Save yourself any more failure, frustration, and minimum wage checks!

CLICK HERE FOR YOUR FREE NETWORK MARKETING REPORT

CLICK HERE TO GET SWAMPED WITH PROSPECTS

FIND OUT HERE IF YOU ARE WALKING PAST A FORTUNE

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Tip #52: Yeah, but can these puppies recruit?

Once upon a time there was a little boy. He decided to make his mark in life as an entrepreneur selling puppies.

His dog just gave birth to six little puppies, so the little boy put the week-old puppies in a box and went door-to-door trying to sell his puppies.

After knocking at a door, a man answered and said, ”What are you doing with the box of puppies?”

The little boy replied, “I’m selling these puppies. They are wonderful puppies.”

“What kind of puppies are they?” the man asked.

“These are Fortune 500 puppies. The best you can buy. They are only $2 each.”

The little boy was quite convincing. The man replied, ”No way am I buying those Fortune 500 puppies for $2 each. They don’t even have their eyes open yet.”

Two months later the man answers his door to find the same little boy attempting to sell the same puppies. The man says, “I see you are still trying to sell your
puppies. They’ve grown quite a bit. How much would you charge me for the puppies?”

The little boy replied, “$200 each.”

“$200 each!” yelled the man. “These are the same puppies you tried to sell me two months ago. Why are they so expensive now?”

The boy answered, “Well, they are no longer Fortune 500 puppies. They are MLM puppies because their eyes are open now.”

Every Saturday, at 1 PM Eastern Time, our skills group will be hosting a free Webinar that will be teaching Tom “Big Al” Schreiter’s 25 Skills”…the skills necessary for success in your network marketing business. These are the skills that most network marketers will never learn in order to have success in their business.  You will hear “Big Al” himself discussing each skill, and you won’t have to pay a thing! Contact me at “alex.mochenyat@gmail.com” for access to the webinars, subject line “25 skills.” Save yourself any more failure, frustration, and minimum wage checks!

CLICK HERE FOR YOUR FREE NETWORK MARKETING REPORT

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FIND OUT HERE IF YOU ARE WALKING PAST A FORTUNE

CLICK ON THE IMAGE FOR YOUR MLM GUIDE

When our downline asks us this question, we know we have done a pathetic job of training. They think success lies in finding the right person.

Early in my career I found lots of great prospects, and proceeded to ruin them with my “untrained” words.

Success in prospecting is not in finding the right person, but in saying the right words to anyone we are communicating with. We actually create great prospects with our choice of the correct words.

Almost everyone is pre-sold on our business. They would love to have our product or service in their lives, and they would love to have more money in their lives. Yes, they are all pre-sold. 

All we have to do is avoid using “untrained” words that talk them out of it.

I sometimes joke with distributors and use this example for distributors who sell nutritional products.

I ask them, “Do your prospects want to live longer? Or die quickly?” 

They answer, “Live longer.”

And then I ask, “Do your prospects want more money in their lives, or less money?”

They answer, “More money.”

And then I ask, “So if prospects want to live longer, and you offer them a chance to live longer … and they want more money, and you offer them a chance to earn more money … what do they say when you finish your presentation?”

The distributors answer, “No.”

So what has happened?

They have taken a pre-sold prospect and literally “talked them out of it” with their random, “untrained” words.

Ouch. That hurts.

But it gets worse.

The distributor has “talked their prospects out of it” so badly that their prospects are saying, “I would rather die quickly and be broke than do business with you!”

That’s why we have to stop using “untrained” words and learn the skills of our profession.

So ask yourself, “How much longer am I going to refuse to learn the right words to make my business succeed?”

Every Saturday, at 1 PM Eastern Time, our skills group will be hosting a free Webinar that will be teaching Tom “Big Al” Schreiter’s 25 Skills”…the skills necessary for success in your network marketing business. These are the skills that most network marketers will never learn in order to have success in their business.  You will hear “Big Al” himself discussing each skill, and you won’t have to pay a thing! Contact me at “alex.mochenyat@gmail.com” for access to the webinars, subject line “25 skills.” Save yourself any more failure, frustration, and minimum wage checks!

CLICK HERE FOR YOUR FREE NETWORK MARKETING REPORT

CLICK HERE TO GET SWAMPED WITH PROSPECTS

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At one of our Power Marketing & Promotions Workshops, one participant just couldn’t get prospects to look at his opportunity.

Now, this same workshop participant is drowning in leads, three-way phone calls, two-on-one presentations, in-home meetings . . . and even disconnected his cellular phone. Too many phone calls from hot prospects kept interrupting his recruiting presentations.

What changed? What happened?

He learned how to make better offers. And he learned a skill called the “One-Minute Presentation.” He learned a simpler way to make a presentation that instantly duplicates and how to focus the presentation quickly to rivet the prospect’s attention.

The difference? No more frustration. No more dead time hoping for something to happen. Fun, fun, fun doing his networking business. And, an open mind that not every method under the sun has been discovered already. Yes, there’s always something new we can learn to enhance our business.

What’s the bottom line lesson here?

Some distributors will continue with their “job thinking”. That’s the kind of thinking that says, “If I put forth this much effort, I deserve to get paid.”

Well, effort means nothing in the real business world.

Let’s say you hired a painting contractor to paint your house. Well, this painting contractor had a bad argument with the spouse that morning. So, instead of leaving on time, he got caught in traffic. Then, there was that flat tire, the stop in the bar for a drink or two, the broken ladder, and then one of the workers forgot to bring the paint!

Well, your painting contractor tried, made a pretty good effort, but not a drop of paint was applied to your house.

Are you going to pay the painting contractor for making an effort?

No!

You’ll only pay for results.

“Business thinking” says, “It’s not the effort that counts, it’s theresults.”

That’s why business constantly learns new and more efficient ways of getting results.

Now what?

Are we going to get into the race? Are we going to learn new ways to compete?

Or, are we going to be road pavement and complain that we worked really hard, but it just didn’t work.

Every Saturday, at 1 PM Eastern Time, our skills group will be hosting a free Webinar that will be teaching Tom “Big Al” Schreiter’s 25 Skills”…the skills necessary for success in your network marketing business. These are the skills that most network marketers will never learn in order to have success in their business.  You will hear “Big Al” himself discussing each skill, and you won’t have to pay a thing! Contact me at “alex.mochenyat@gmail.com” for access to the webinars, subject line “25 skills.” Save yourself any more failure, frustration, and minimum wage checks!

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I posted this question on the FortuneNow forum, which is Tom “Big Al” Schreiter’s generic training site, and got the following answer from none-but the best – “Big Al” himself.  If you want some more free geneneric training from “Big Al” just contact me…enjoy

The only reason the prospect does not call back is, “He doesn’t want to talk to you!”

While humorous, that is also insightful. We have to give a reason that benefits the prospect to call back. Our agenda, to recruit or sell, is not a reason that benefits the prospect.

So if the benefit is big enough, the prospect will call back. Want an example?

Leave this message: “We got your children.”

That will create a call back to you.

So if we agree that it has nothing to do with the prospect’s motivation, but everything to do with what we say, then we can concentrate on a better message.

And one other thought. If we sound like a “salesman” – our prospect may have programs and issues with salesmen. We don’t want to go there.

Ask yourself, why should that prospect call me back? If you have already told him everything he needs to know about your business, there is no reason for him to talk to you again.

So what can you offer of value in exchange for your prospect’s return call?

* An interesting story of someone who is in your prospect’s current situation.
* A special book or CD or free report, but you need your prospect’s address or email to send it.
* An address to mail a sample.
* An important development that affects your prospect.
* A chance to three-way in with someone that your prospect would really want to talk to.

Things like the above may increase your call back percentages.

But, maybe we are really just asking the wrong question here.

Instead of asking, “How can I get my prospect to call back.” … Maybe we should be asking, “What did I say in the original conversation that keeps prospects from wanting to ever talk to me again.”

But your original question was about leaving a message to a cold prospect, a cold lead … someone with no relationship with you.

This is where you’d use a combination of the “Magic Sequences of Words”, mind reading, and some benefits.

I don’t know what you said in the ad, or what your “leads” opted in to, or if they are just cold names. But here is your chance to customize your message since you know the source and relationship with these leads.

Do you want to write down what you are saying now?

And maybe write down what you would like to say in the future?

And then let this community comment and make suggestions to make your message as strong as possible.

Tom “Big Al” Schreiter

Every Saturday, at 1 PM Eastern Time, our skills group will be hosting a free Webinar that will be teaching Tom “Big Al” Schreiter’s 25 Skills”…the skills necessary for success in your network marketing business. These are the skills that most network marketers will never learn in order to have success in their business.  You will hear “Big Al” himself discussing each skill, and you won’t have to pay a thing! Contact me at “alex.mochenyat@gmail.com” for access to the webinars, subject line “25 skills.” Save yourself any more failure, frustration, and minimum wage checks!

CLICK HERE FOR YOUR FREE NETWORK MARKETING REPORT