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Network Marketing And MLM, How 25 Years Of Sales & Marketing Prepared Me
An insightful look at how a professional sales and marketing person relates his learned experience to the world of network marketing and MLMM. The similarities and differences that must be overcome to be success in the business.
We hear “I can’t sell” all of the time in the network marketing and MLM industry. Prospects think they must be “sales people” to work in the business. How many times do you hear this in your daily prospecting activities?
After all, we all know network marketing and MLM is really sales. It’s all about increasing volume through sales of products; sales of people joining the organization, and sales to friends and family. It’s a tough business to be involved with if you aren’t a born salesperson. Let me be the first to break this to you but there are “no” born sales people in this world; only people with better people skills than others. This is something that can be learned and improved upon.
In my 25 year career in all types of sales and marketing I’ve read all of the most popular “sales” books available. I’ve learned how to get the customer mentally involved in ownership, expose the problems in a business where I would provide the solution, deal with objections, and deal with people I didn’t even like.
I’ve even spent hours in sales trainings and conferences learning all of the new and latest manipulative sales tactics. I was able to live a nice lifestyle, put my kids through college, go on cruises and vacations to Walt Disney World on a regular basis. Sounds successful doesn’t it?
Here is the meat of this article. Was I prepared to work in the network marketing or MLM business with 25 years as an active sales and marketing professional, it did not. You would think I would have it made with all of that experience behind me, but, oh no! It actually became an impairment to working the business.
You see, network marketing and MLM does revolve around sales but not in the traditional sense. In my opinion, I had to learn a whole new way to present information, work with the prospect, and pay more attention to helping them then helping myself. Before, it was all about getting the sale and making the money. Slam, bam, thank you mam! Time to move on to the next conquering sale.
I can see why nurses, teachers, and moms make the best network marketers because of their caring and nurturing abilities. I had a strictly business kind of attitude. No warm and fuzzy stuff as I was a professional salesman and didn’t have time for that stuff. OMG! Was I so wrong!
I’ve had to learn all over again that this is a people business and that is the key to success. Giving to people to improve their health and financial situation the best I can. Yes! That requires me taking time to get to know the unique individual that I’m dealing with and working totally in the moment with no other distractions. Everyone’s situation is different and requires unique attention to them. Believe it or not, it is all about the relationship you build.
So back to the original point of this article; How has 25 years of sales and marketing helped me in the NWM/MLM industry? It didn’t! Well, not very much anyway. Trust your gut. Do unto others as you would have them do unto you. Keep the focus on the prospect’s needs and wants. Take yourself out of the equation in that your wants are secondary. Just provide the information for them to make an informed decision and collect a decision. No twisting, manipulating, convincing, pressure, just good information. Let the prospect lead you in the flow and be patient. That will win you more than anything.