The Ultimate Network Marketing TechniqueAn Overview of the Conceptual Selling ApproachOnce you come to understand the network marketing technique of conceptual selling, closing leads on the phone is a snap. This type of selling is entirely different from sales models you've used in the past. Conceptual phone selling doesn't require you to be pushy, charismatic, or a communication expert. It doesn't require you to sell something to your prospect that they don't need or want. In fact, it's probably one of the most powerful and authentic ways you can sell on the phone. One thing people often forget when it comes to network marketing promotion, is there are alot of people out there who would love to get involved in this business but hesitate to do so. They see the embarrassing behavior displayed by people in the industry (i.e. cold-calling leads, presenting their opportunity to friends and family, talking to strangers, etc) and think to themselves "Gee, I'd sure like to get involved in that type of a business model, however, I'll never stoop to that level to promote my business." It's time to welcome in a new generation of sales and marketing with techniques that are not only effective, but also show a great degree of respect for the other person. Enter the "conceptual selling approach." The conceptual selling approach isn't unique to smart-mlm-business.com. Instead, the methods are mainly based from the book "The new conceptual selling by Stephen E. Heiman, Diane Sanchez with Tad Tuleja." The conceptual selling approach is also not just a network marketing technique but used by sales professionals in just about every industry. I've mixed the teachings from this book in with my own experience to come up with some tips and tricks that I feel would benefit any network marketer (or sales professional) in his/her phone prospecting. In this article I'll give you an overview of what the conceptual selling approach is all about (trust me, you'll like it) and in later articles we'll get into the nitty-gritty details of how to put it into practice. Let's get to it. What is Conceptual Selling and How Can it Help Network Marketers? Conceptual selling, in a nutshell, is attending to the customers' needs Let me explain a bit further... For centuries, sales professionals' (i.e. network marketers, door-to-door salespeople, etc) sales success was a result of product knowledge. It seemed the more you knew about your product or company, the better you were at persuading the other person to take action. Master salespeople knew their product so well, they could influence an "uneducated" consumer to buy his/her product to solve a problem he/she didn't even know they had. In other words, they were able to "wow" their customers into buying. Conceptual selling is the complete opposite. It deals with listening to the customer first, then matching a solution to the customers needs and wants. It forces you to recognize that people don't buy for your reasons, but theirs. This new network marketing technique of selling is not only extremely effective, but it's way more enjoyable than sounding like a walking-talking commercial. As network marketers, when trying to recruit, we often spend our time trying to sell the benefits of our company. We talk about our company leadership, compensation plans, and even try to "dazzle" people with our company product. What we often fail to realize is that the people we're talking to may not give a hoot about all that stuff. We forget that they might not really care about our product or compensation plan. Maybe having great company leadership is unimportant to them. Nevertheless, conceptual selling forces you to find out what's important to the customer first, before you make any recommendations. In the recruiting world, this means we could find out what challenges potential recruits are having before we try to "sell" them on why they should join our team. Who knows, you and your team may not be the best fit for EVERYONE. The 5 Core Fundamentals of Conceptual Selling
Once again, rather than focusing on the benefits and features of your company, it's important to first find out what needs, concerns, and challenges your mlm prospect is experiencing. Once you know what's important for them, you can make a genuine recommendation based on those needs. This is way different from other types of selling that focuses so much on the in's and out's of a product. Features and benefits won't do you any good if the customer doesn't perceive them as important. The dialogue you have with your network marketing prospect will sound more like a friendly conversation than a sales presentation. This is "give-and-take" selling. You want the prospect to be involved. You want to find out information from them. In order for conceptual selling to work for you, you'll need to get REALLY good as listening. You'll learn the right questions to ask and you'll want to actively pay attention to the answers. Contrary to popular belief, the best salespeople are also often the best listeners. You may think you know what the customer needs, but will they see it that way. This method will allow you to find out if you REALLY know. This won't always be the case, but by the time you speak to your network marketing lead, you should have already done alot of PRE-selling even before you make a phone call. This network marketing technique of conceptual selling on the phone is one of the most effective sales processes' I've ever seen. I've been able to close leads in staggering percentages just by following some of the simple procedures I'll outline for you in future articles. If this network marketing technique is something you feel like you or your team could benefit from, read on to find out how to put it into practice. Check out the "related articles" section below to continue your understanding of conceptual selling. Related Articles
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