Will This Sales Advice Work for My Industry?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

I’m in the network marketing industry. Many people have negative associations of MLMs, due to certain companies engaging in bad practices. My MLM doesn’t do that. I loved the product, and I’m like, “Yeah, I can do this.” But I feel like I have to tiptoe around this elegantly, not being too pushy on sales calls.

I’ve heard you say, “Stay on the phone with someone until they either give you their credit card number or hang up on you.” My heart dropped when I heard this. How do I come with power and certainty that I’ll close the sale—without coming across as aggressive? I feel like your advice works for everyone except my industry.

Neagle Code Answer

There’s a little truth to what you’re saying, because you have two different things in your industry. You have the product and you have the business.

If you’re a business builder in MLM, the idea is that you lead with the lifestyle; you lead with the vision. That’s a combination of the business and the product.

If you’re a product seller, then you’re coming more from a sales aspect. If you’re leading with the product, then you need to talk about: what problem or solution does the product provide? That’s more in the line with that teaching I gave you.  (That teaching isn’t in alignment with being a business builder in MLM.)

If you’re a business builder, you want to focus on transferring the vision. You’re helping people understand, “Here is a system that will allow you to live your life very differently.”

Sit down and talk to people about what they want, what vision they have for their life—and then show them how your company can help them get that.

It’s not so much about “Buy this, or get out of here.” It’s really about sitting down and building that vision together with them.

In the MLM I was in many years ago, we used to do it like this: You tell a story (i.e., your story), or you listen to a story. Where is the potential person coming from in their life? And then you build a story together.

If they don’t want to do that, don’t take it personally. Just move on to the next person.

In business and sales, there will always be more people who say “no” than who say “yes.”

You’re just looking for the “four aces in the deck” who want to build a fantastic lifestyle for themselves. That’s it. It’s actually pretty easy and a lot of fun to do.

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