In today’s post I will be sharing some information I got from Michael Oliver on the power of listening. These techniques will help you to build your business, remember it’s not about fire hosing your prospect’s its about building relationships. I have had the opportunity to work with some great mentors to build my business. Tom “big al” Schreiter, Bob and Anna Bassett, Michael Dlouhy, there are not many things to learn but the few that there is are vitally important. Two things to look for would be the 10k question and the five pillars If you have some struggles in your business I will freely give you the information I have learned. Feel free to contact me at raf@randyfried.com, you might also enjoy this free ebook that started me on my road to success after a few failures.

SUCCESS IN 10 STEPS

Principle 3. Listening to What is Being Meant, Not Just What is

Being Said.

Ask yourself. Do you really listen to people? Do you really

listen to and actually attempt to understand what they are saying

and meaning without letting your own interpretations get in the

way?

This is how most people listen.  45% of the time is spent doing

what? Working out what they’re going to say next!

Another 45% of the time is spent waiting for a gap in the

conversation so that they can say it!!! Leaving only 10% of the

time for actual listening!

So are we listening when we spend only 10 % of the time doing it?

No we’re not!

So what percentage of time must we listen?

100%!

To actually listen to, hear and understand what another person is

saying, we must spend 100% of the time listening.

Now, you might ask, how do you listen 100% of the time without

thinking? Well, here are a few clues.

First, you can think 10 times faster than most people can talk.

If you know how the features of your solutions solve problems,

you’ll hear what specific features are relevant and how to talk

about them later as specific advantages and benefits.

It takes the guessing out of what to present and how to present

it. Imagine having all your features in lots of automatic drawers

in your mind… just like your CD drawer in your computer… and

having the correct ones automatically pop out based on what you

hear a person wants.

Secondly, you don’t have to think about what you’re going to ask

next, because;

1. You will know what questions to ask and when to ask them by

learning from a powerful framework that is available to you in

the Natural Selling Approach

2. What you’re going to ask is also found in the answers you get

to your previous questions! It’s all there! It’s just that you

have to listen to the answers to get the information

Thirdly, stop re-interpreting what people say to you based on

your own biases or life’s experiences, or your own judgments,

prejudices and thoughts!  All this does is get in your way of

understanding. People don’t think what you think they think!

You’re thinking that they do can get in your way!

For example, have you ever had someone respond to a remark you

made and it was totally out of context with what you meant, and

you wondered where he or she was coming from? Well, it’s likely

that the other person was interpreting what they thought you were

talking about. Do you do the same thing to others?

If you don’t listen and are impatiently waiting to say what you

want to say you’ll miss vital clues to help your potential

partner or customer come to a logical conclusion to change.

Result? You’ll miss the mark and will meet resistance most of the

time!

Let’s look at this more closely. What do you normally listen for

when people reply to your questions? Do you listen to what you

want to hear with the intent to reply based on what you want to

say? Or do you listen with the intent to understand where the

other person is coming from and reply to them based on their own

deep inner truth?

People Have Two Truths

For example, if you ask a person whether they like their job, or

whether they like the skin care products they are presently

taking, would you hope they would say no? In the Natural Selling

Approach, it doesn’t matter what they answer, because people

carry “Two truths”. The Natural Selling Approach allows people to

reveal both sides of their truths, and reveal which is the

stronger.

Here is an illustration. If you ask someone if they like where

they live they could reply Yes or No. If they said, “Yes”, and

you asked later, “If you could live anywhere else, where would

that be?” and they gave another location, you will have

discovered there is another truth to explore. One of those two

“Truths” will ultimately reveal itself as stronger than the

other.

If they replied “No” to the first question and were subsequently

asked the same question about living somewhere else, again the

real truth gets revealed.

Listening is such a powerful skill. If you learn how to listen to

people you’ll find that they will immediately be attracted to you

and most will want to listen to you. A large part of my book is

spent demonstrating how you can do this.

You may find it useful to take a short test of your listening

skills that I have devised. Click below.  You might be surprised

at the results!  http://www.naturalselling.com/listen.html

Now you’ve covered some of the basics behind the importance of

listening, let’s turn your attention to what you’re listening

for. We’ll recap the Principle:

Listening to What is Being Meant, not Just What is Being Said.

The two key words here are, said and meant.

Said is the logical or factual side of the problem solving

equation. It comprises about 10% of the problem. Meant is the

personal, feelings or subjective side… and it comprises the

other 90%.

In The Natural Selling Approach what is important is to focus

more on what is being meant. Why? Well, do people make changes

based mostly on logic or feelings?  Feelings! So that is the

level you have most of your dialogues.

To illustrate this, think of someone saying they don’t have

enough money. Is that a fact or a feeling? It’s a fact! They

might say it with feeling, but it’s still a fact.

So if you were to ask someone, “What one thing would make a

difference in your life?”, which is a logical question, and they

said, “More money”, which is a logical answer… and you then

responded with your solution by saying, “I can show you how to do

that”… you would be talking at a logical and factual level. And

what response do you think you would get from most people?

Negative or positive? Mostly they will reject your idea.

The reason is that talking logically with people won’t help you

very much to help them because you’re only addressing 10% of

their problem if they have one!

If you want to be of help, find out what is underneath this

problem called “lack of money”. In other words, find out what is

causing it, what it means to them personally and how they feel

about it. Find out the meaning of what they say, not just what

they are saying. You will find their answers are totally unique

to them, and if you respond to their uniqueness as opposed to

coming out with a canned presentation or script, you will

automatically attract them to you.

“Facts belong to the world. Feelings belong to the individual”.

If you ask without manipulation, most people will tell you.

It’s also where the relationship and the sale is. To be more

precise, it’s where both of you can discover if there is a need

and the depth of desire to do something about it.

So understanding how to listen and what to listen for and how to

respond is vital in the Natural Selling Approach.

And when you understand what someone wants and why they want

it…. you will be able to customize your solution and present it

in such a precise way that it will mean something to the other

person based on how they see things. Why will you be able to do

this? Because they will have told you everything you need to know

to make your winning presentation.

Think about what we have discussed today and I’ll see you

tomorrow when we will look at the fourth principle;

Feeding Back What You Think You Heard!

Exercises:

Continue yesterdays exercise. Each time you have a conversation

with someone today, turn it into a Dialogue. Focus simply on

LISTENING to them!

As far as possible, don’t say anything yourself except to ask

questions and keep the Dialogue moving along.

When in Dialogue, observe yourself and be aware of how often you

have the urge to interrupt or finish the other person’s sentences

for them! Ask yourself whether you’re really serving yourself (or

the other person) by doing this!

To your success…

Randy Fried

763-219-4724

Skype @ randyfried

raf@randyfried.com

In today’s post I will be sharing some information I got from Michael Oliver listening and asking simple questions. These techniques will help you to build your business, remember it’s not about fire hosing your prospect’s its about building relationships. I have had the opportunity to work with some great mentors to build my business. Tom “big al” Schreiter, Bob and Anna Bassett, Michael Dlouhy, there are not many things to learn but the few that there is are vitally important. Two things to look for would be the 10k question and the five pillars If you have some struggles in your business I will freely give you the information I have learned. Feel free to contact me at raf@randyfried.com, you might also enjoy this free ebook that started me on my road to success after a few failures.

SUCCESS IN 10 STEPS

In the next three lessons, Michael talks more about how to
approach potential partners and customers using the magic and
power of dialogue…a way of connecting with people at a deeper
level than can be achieved just by telling or through
conversation.

It’s based on 3 more principles of the Natural Selling Approach
that we will cover in a moment.

We learned in the previous lesson that the Natural Selling
Approach is a Problem Solving Exercise.

To do this you simply find out if people have the sort of
problems that you can help them solve by:

1. Asking simple questions
2. Listening
3. Feeding back and responding to the answers to constantly make
sure both of you are on the same track.

Doing this while suspending your agenda is the magic behind and
power of dialogue. When you suspend your agenda, you allow others
to openly reveal theirs without yours getting in the way.

Let’s look at this in the form of a principle… the 2nd one of
four.

Principle 2. Asking the Right types of Questions at the Right
Time

As you have seen, the conventional way of telling people about
you, your company or your products, usually will result in
rejection and objections.  It’s the Law of Giving and the Cause
and Effect working against you!

So how to turn this around?

The key is not to tell, present, convince, persuade, manipulate
or pressure someone to buy something or take action. It’s about
asking questions and listening and effectively responding and
allowing your potential partners and customers to convince
themselves to change

Now, we’re not talking about manipulative or leading questions
that are designed to get the answers you want to hear. If you use
these questions whose answers are you likely to hear? Your own!
Whose answers and truth do you really want? Theirs!

While manipulative questions can be very powerful there are
drawbacks to using them:

* People know when they are being manipulated and don’t like it

* Using them is uncomfortable for most Network Marketers and
Direct Sales People who tend to resist using them and end up
doing nothing.

* They are not effective for long term results.

While it’s possible to temporarily motivate people to do
something, there is a very interesting phenomenon that takes
place. After a short while they stop being motivated and stop
doing what they agreed to do.

This behaviour is called passive aggression or buyer’s remorse.
You can see the effect of this when customers stop buying from
you, or people drop out from your organization.  This is usually
because they came on board for your reasons,
not theirs.  This is the number one cause of the high customer
and team attrition rate.

The Natural Selling Approach dramatically changes this.

The questions you use are intended to help the other person
uncover and talk about the difference between what they have and
what they would like based on their own inner and external
values, without you having to guess or make a judgment.

After all, who has the history of what is, and has been, going on
in their life, and what they want and why they want it?  They do!

Your potential partner or customers and you each bring a key
thing to the Approach. On the one hand, they have their history
and know what they want… they have the answers.  You, on the
other hand, know the potential of your products or income
opportunity, and whether it can work for them based on the
answers they give you. When you get a match, which will happen
most of the time, you’ll then be able to explain your solution to
them so that it all makes sense.  So all you need are the right
types of questions!

You also need to know when to ask them.

The Natural Selling Approach uses a “Dialogue/Conversation
Framework”* that explains what the types of questions are and
when to use them to help you and the person you are talking with
see clearly:

1. Whether they have the type of problems that your solution can
help them solve

2. If they do, the depth of those problems.

3. Whether there is enough desire for them to want to do
something.

Questions help people open their minds.  Questions involve
people.  They allow people to think about their present
situation, themselves and their problems.

Helping People Inspire Themselves to Change

The Natural Selling Approach is not about you persuading them,
it’s about allowing people to persuade themselves as they come to
see what is right for them.

This is how it works.

As people respond to your questions they also listen to
themselves. They;

1. Internalize what they say
2. Feel the discomfort of their present circumstances (and if
things are not working as well as they would like)
3. Decide to make a change.

Their answers help them think about their problems and to own the
idea that they want to change if their problems and internal
motivation is great enough.

It gives meaning to the saying “When I say it, they can doubt me.
When they say it, it’s true.”

The degree a person will change depends on two things;

1. The degree of discomfort they feel in the present moment as
they talk about their present circumstances, and their

2. Degree of their desire to move toward their dream

If you get out of your own way and listen to them, and are not
hasty to come up with your solutions too quickly, they will
listen to you.

Asking questions eliminates the need for you to present and learn
closing and objection handling techniques. Because who eliminates
all the objections in the Dialogue?  They do, because they are
the ones talking and revealing how they feel about their problems
and internally motivating themselves to make a change.

The “Sale is Made” in the Discovering!

Learning how to ask the “Right Types of Questions at the Right
Time” will prepare a person to be receptive to your solutions.
Essentially, they “sell themselves” on the idea of wanting to
change and when you offer the idea of a potential solution, they
are receptive to it.

The “sale” then is actually made during the uncovering and
revealing a person’s needs, where they talk and listen to
themselves into changing.

It’s when you have asked enough questions, responded
appropriately to their answers, discovered there is a need to
make a change and that the other person is open to changing, that
you propose you might know of a solution that might help them.

The Natural Selling Approach can take two minutes or it can two
years! It really depends on the other person and where they are
in their lives.

One thing is guaranteed. If you don’t rush them and put your
Personal Agenda on the shelf and let it guide you not manipulate
you, if there is a sale to be made, you will make it every time.

Tomorrow we will take a close look at the other most powerful
communication tool available to you – Listening.

Exercises:

1. Have you ever experienced “Buyers Remorse”?  Think about the
situation and what happened.  Did you ever do business with that
person or organization again?

2. Start a Dialogue with a stranger or someone you know by asking
them a question and continue asking them questions. Remove your
Personal Agenda. Just listen and ask questions based on the
answers you get to your previous questions, or on something that
comes to your mind.

Don’t talk about you or your ideas, or make comments. Just gently
focus on asking questions. If you’re asked a question, briefly
answer it and follow your answer with a question of your own.

See how “deep” you go exploring a particular issue. Observe your
own feelings and how the other person is feeling.

To your success…

Randy Fried

763-219-4724

Skype@randyfried

raf@randyfried.com

This is essential to your success…if you dont believe me see how many times you watch a commercial and 2 days later you find yourself out buying the product….hmmm how did they do that?? Well here’s a bit of how it’s done brought to you by Tom “big al” Schreiter…enjoy

I uploaded to FortuneNow.com some of my favorite mini-stories to get prospects to re-think and join our business. Here is one of my favorites:

Food for thought.

“One married couple goes out to a restaurant twice a week for dinner. They spend $160 a month on eating out. They get fat.

“Another married couple invests $160 a month in their own network marketing business. They stay slim and healthy. In a few years they retire.”

I like this. It opens up the prospects’ minds and lets them know that a small change of behavior can make them successful. Also, I don’t get the objection, “I can’t afford it.”

They are already spending the money they need to participate in their own network marketing business. Now it is a matter of choice. Do they want to continue to dine out or would they rather eventually own the restaurant?

This in itself is a story you could use while prospecting, stop using words like SIX FIGURE INCOME (very few can wrap their head around that), UPLINE DOWNLINE SIDELINE CLOTHESLINE  (non network marketers dont use those words!!) FINANCIALLY CHALLENGED?? HUH? WHAT? Talk normal so you can really communicate with people, people build people that’s your key to success!!

SUCCESS IN 10 STEPS

In today’s post I will be sharing some information I got from Michael Oliver “The Purpose of Your Business” These techniques will help you to build your business, remember it’s not about fire hosing your prospect’s its about building relationships. I have had the opportunity to work with some great mentors to build my business. Tom “big al” Schreiter, Bob and Anna Bassett, Michael Dlouhy, there are not many things to learn but the few that there is are vitally important. Two things to look for would be the 10k question and the five pillars If you have some struggles in your business I will freely give you the information I have learned. Feel free to contact me at raf@randyfried.com, you might also enjoy this free ebook that started me on my road to success after a few failures.

SUCCESS IN 10 STEPS

The Purpose of a Business

Let’s start by asking you to answer a question. Without

intellectualizing it or thinking what you think might be a clever

answer, please say out loud the very first thing that comes to

your mind…

What’s the Purpose of your business…? Or any business in the

world?

Perhaps your answer might be something like, “Make money” or “To

make a profit” or “To be fulfilled”.

Or, perhaps your answer was, “To help others” or “To help people

solve their

problems.”

Two different answers and two different vibrations.

If your answer was similar to the first set, such as making

money, ask yourself this, does it demonstrate a focus on you and

your business or does it focus on other people? It’s on you and

what you want, isn’t it? This is your Personal Agenda.

And the second set?  Your focus is on others, to help them get

what they want. This is what is called as coming from a place of

Purpose.

Purpose and Personal Agenda

The reason we ask the question “What is the Purpose of a

business?” is to mentally prepare you for the rest of this

Ecourse and the Natural Selling Training, because your answer

reveals something that is vitally important and can become a

constant awareness for you… your words give you away!!

What do we mean by this?  Well, have you ever thought that your

thoughts and words are energy that people directly or indirectly

feel? Have you ever thought people can consciously and

subconsciously feel your real intent? That they know  whether you

are focused on your Personal Agenda, which is about you and what

you want, or on your Purpose, which is about helping them get

what they want?

To paraphrase an ancient saying…

“Your words are an extension of your thoughts

Your actions are an extension of your words

And your habits are an extension of your actions”

What you receive in life, and the way people respond to you, is

based on your words, your actions and your habits. And it all

starts where? With a thought!

Everything starts with a thought. That’s why thoughts are so

powerful. That’s why choosing how you think and act will

determine how life and people respond to you

So back to the original question about the purpose of your

business! The questions you have to ask yourself then, is, are

you really in business for you, (Personal Agenda) or are you in

it for other people (Purpose)? The truth is in the following

question;

If your solution cannot solve someone’s problem, is there any

reason for them to do business with you?

No, there isn’t! So the real purpose of a business then is not

about you and what you want, it’s to help other people solve

their problems, or get what they want, need or desire.

And that is the first principle of the Natural Selling

Approach…

Principle 1. Natural Selling is Helping Other People Solve their

Problems

Another ancient saying says,

“When you seek to serve, you ultimately serve yourself!”

It’s just a matter of knowing how to do it! And that is precisely

what the Natural Selling approach will do for you.

It will allow you to effortlessly and easily help others get what

they want that will ultimately allow you to get what you want

without any anxiety in the process of doing so.

Now, if you know how to help people solve their problems, and you

can do it with your own solutions, you will achieve what? Your

Personal Agenda, which is your own reason for being in business.

Selling As a Problem Solving Exercise.

If the purpose of a business is to help other people solve their

problems, you could say that selling is merely a Problem Solving

Exercise. It’s not a telling or persuading exercise. It’s all to

do with problem solving.

You could call yourself a PROBLEM SOLVER! With problems come

opportunities. The opportunity for you is to help others get what

they want and to be rewarded for it.

Tomorrow we will look closely at how you practically and

effortlessly do this by using a powerful approach of

communicating called Dialogue.

See you tomorrow!

Exercise:

1. Reflect on how by serving others, you can achieve what it is

that you want.

2. Two quotes to think about:

“You can get anything you want if you help enough people get what

they want” – Zig Ziglar

“Help me, Rod, help me to help you!” – Jerry Maguire in the movie

“Jerry Maguire”.

To your success…

Randy Fried

763-219-4724

skype@randyfried

raf@randyfried.com

In today’s post I will be sharing some information I got from Michael Oliver on Business principles. These techniques will help you to build your business, remember it’s not about fire hosing your prospect’s its about building relationships. I have had the opportunity to work with some great mentors to build my business. Tom “big al” Schreiter, Bob and Anna Bassett, Michael Dlouhy, there are not many things to learn but the few that there is are vitally important. Two things to look for would be the 10k question and the five pillars If you have some struggles in your business I will freely give you the information I have learned. Feel free to contact me at raf@randyfried.com, you might also enjoy this free ebook that started me on my road to success after a few failures.

SUCCESS IN 10 STEPS

Imagine knowing how to talk with anyone, anywhere and at anytime
about your business, never having to say much about who you are
or what you’re doing, unless you are asked, and during the
dialogue find out:

1. Precisely where the other person is coming from; what they
have, what they want, what’s stopping them from getting it and
how they feel about it?

2. The depth of their desire to change their present situation.

And then, having discovered that, knowing precisely what to say
that will inspire them to look at your products or income
opportunity?

If you could do that do you think talking with people, making and
returning calls would be fun and anxiety free?

And what do you think would happen to your business? It would
soar wouldn’t it?

Well, you can do this! You can do anything! It’s simply a matter
of;

1. How you think

2. How you talk with people, using a way of communicating that
resonates with you, your inner truth and with others.

How You Think and Communicate

By observing and if necessary, changing two things – the way you
think and the way you communicate – you can achieve the success
you’re looking for without the anxiety normally associated with
selling.  You can bring harmony into your life, and the lives of
others in a way that assures every conversation you have will end
with something positive.

It could be an agreement to partner or become a customer, an
agreement to continue the conversation later or perhaps just a
conversation that leaves the other person and you feeling good
about each other.  This is what we mean when we talk about every
conversation being anxiety free and having a successful outcome.

The Natural Selling Approach was designed to achieve this outcome
for you and to overcome the problems of rejection and objections
we discussed in lesson #1.

The Approach is based on 4 principles and uses a way of
communicating called Dialogue.

(You can read more about Dialogue by downloading a free chapter
from my book “How to Sell Network Marketing Without Fear, Anxiety
or Losing Your Friends!” …simply click on this link…
http://www.naturalselling.com/freechapter.html

You can apply this approach to any relationship, not just
business.  Its application is universal.  Dialogue allows you to
relate with people in a way that puts all the focus on them, from
start to finish.  As a result, people feel good about you and
respond to you positively.

Techniques versus Principles

The Natural Selling Approach is not about techniques or a new age
thing that only fits the times of today.  It’s a way of
communicating that’s been with us for a long time and will stay
with us forever.  It goes beyond selling – it’s the essence of
building relationships. It’s where the R word “Rejection” is
replaced by “Relationship”.

Techniques in communication can be transient.  They can work for
one person and not another, or in one situation but not a
different one.

On the other hand, methods based on principle-based communication
can be transferred and will work in all situations.  The
following poem illustrates the point:

“Techniques are many, Principles are few.
Techniques will vary, Principles never do!”

Selling is to Serve – to Help – to Exchange

Unlike the modern way or conventional selling practices of
Selling by Persuasion, if you were to look in the old English
dictionaries you’ll find that the definition of selling was “To
Serve” and “To Exchange”.

This is the Natural Selling Approach! Instead of trying to
persuade others to do what you want them to, the Natural Selling
Approach is an approach that allows you to help and serve others
in a way that allows them to motivate themselves to change their
present situation!

For the rest of this course, we will be looking at the principles
and philosophy of the “Natural Selling” and how you can put the
concept of “Selling is to Serve” into practice.

In the next post, we will look at the first principle which covers the
purpose of your business.

Exercises

1. Think about a technique that you might have been taught or
heard about.  It might be a “close”, for example.  Review how
this has worked in practice and if it might have worked in some
circumstances and not others.

2. If you have Stephen Covey’s book “The 7 Habits of Highly
Effective People” review the chapter “Inside Out” where he talks
about the “Personality” and “Character” ethics. Also, pay close
attention to Habit 5 “Seek First to Understand, Then to Be
Understood”.

To your success…

Randy Fried

763-219-4724

skype @ randyfried

raf@randyfried.com

In the next few posts I will be sharing some information I got from Michael Oliver. These techniques will help you to build your business, remember it’s not about fire hosing your prospect’s its about building relationships. I have had the opportunity to work with some great mentors to build my business. Tom “big al” Schreiter, Bob and Anna Bassett, Michael Dlouhy, there are not many things to learn but the few that there is are vitally important. Two things to look for would be the 10k question and the five pillars If you have some struggles in your business I will freely give you the information I have learned. Feel free to contact me at raf@randyfried.com, you might also enjoy this free ebook that started me on my road to success after a few failures.

SUCCESS IN 10 STEPS

Lesson #1

The Way You Think and Communicate Will Determine The Way People

Respond To You

Ask yourself this.  What is the greatest fear you might have that

could hold you back from talking with people about your income

opportunity or products?

If you are like most it will be the fear of rejection and

objections and the anxiety that comes with that.

Two Types of Rejection

There are two types of rejection;

1. The flat in your face “Not interested” or “You must be joking”

type of rejection; and

2. The type where someone has looked at your solution and finds

it doesn’t really fit what they need.

The second one can be disappointing but it doesn’t necessarily

feel personal.  So this training program is about item 1 and

understanding the cause of rejection and how to eliminate it by

getting rid of the cause and replacing it with something entirely

different.

The Cause of Rejection

Have you considered that if you do have feelings of anxiety about

talking with people about your Income Opportunity and/or

Products…it could be the way you have chosen to communicate, or

think you have to communicate, that is causing this?

Life is full of choices and what you choose to think, say or do,

will reflect how other people will think, say or do in response

to you.

Let’s start by exploring closely the underlying causes of

rejection and objections.

This is a better approach than just launching off by telling you

what you should do. If we did this, then would you agree that

this training approach would not be any different than all the

standard ones that tell you what to do using techniques and

systems without any explanation as to why?

Besides, if you understand the cause of a problem first, you’re

now in a better position to think and do something different that

will eliminate it.

2 key things to grasp:

1. People do things for their reasons not yours. They are

motivated by their personal interest and own subjective reasons.

You may have heard this referred to as the “What’s In It For Me?”

syndrome; and

2. Most people resist being “told” what to do (even if they ask

you!) or being persuaded to do things, and generally like to

learn and understand before taking action on changing anything.

So it’s important when you hear someone express a problem or

need, want or desire, such as a need for money or good health,

that you’re not tempted to launch in with a “fire hose”

presentation before talking about and discovering why they want

it and the history behind how they came to be in these

situations.

There is no such thing as a “one size fits all” presentation that

basically “tells” a person what our solutions are and what they

can do for them.

We are all unique in how we see, hear and feel about things. If

you take the one size fits all view, (usually your view) then

rejection and objections is usually the natural consequence of

that.

The truth is, it doesn’t matter much what you think about your

solutions and whether they are going to work for someone.  What’s

important is what the other person thinks.

So if you start your conversations by overpowering people and

coming up with your solutions too early, most people will

withdraw.  Then you have to resort to using conventional selling

techniques of objection handling, closing and mental strategies

to overcome the rejection you created in the first place! It also

makes selling a “numbers game” of plowing through as many people

as you can that requires a great deal of effort and time.

So it’s important to help people surface what they know and don’t

know and what they want by allowing them to come to their own

conclusions.

Observe your own experiences.  Have you ever been in a situation

where you asked someone for a solution to a problem and they

started with the words, “You know what you should do…?”  Did

you feel resentful or annoyed, even though you asked for help?

If you did, it’s probably because you didn’t feel involved and

your own uniqueness and knowledge was not being acknowledged.

It’s the same for most people.

People like to do things for their reasons not yours!

The Natural Law of Giving

The Law of Giving works like this. What you give is what you get.

Other people’s actions and words are a reflection of your actions

and words. It’s like a smile. If you smile at someone they will

usually smile back. This is the Law of Giving working for you.

However, this natural law can work against you if you put

pressure on others by telling, presenting or persuading people to

do things you want them to do. Result? Most people will tell you

back! How? By one or more of three ways:

1. Rejection

2. Objections

3. Passive Aggression. (When people say they will do something

and don’t!) This is also called “Buyers Remorse”.

In selling, if you want the Law of Giving to work for you and

have people listen to you and your solutions, then listen with

the intent to understand them first.

Tomorrow we will look at how you can do this and build your team

and customers with effortless ease based on solid principles and

methods that work… all the time!  See you tomorrow!

Exercises

1. Reflect on how you feel when a salesperson, charity solicitor

or telemarketer tries to get you to do something.

2. Think about your reaction when you see an advertisement on TV

or in print.  If you paid attention to it, why is that?

3. If you haven’t done so, listen to a free introduction to

Natural Selling on your computer

http://www.naturalselling.com/introplay.html

Doing these exercises will help you understand and use the

material we will be discussing over the next few days.

To your success

Randy Fried

763-219-4724

Skype@ randyfried

raf@randyfried.com

Again thanks to my wonderful mentors Bob and Anna Bassett!!!

Management will have a very clear idea of what they need to have in place for the success of the company.  Often, those things will not be the same as what you will need to succeed as a distributor.

Here are several questions to ask before you choose a company to work with for the next five or ten or twenty years.  Your future and your reputation are at stake.  Getting the answers to these questions can save you and your family years of failure and frustration.

And remember, IT’S NOT ABOUT THE PRODUCTS.  You can have the greatest products on the planet, but if your company does not have all five pillars, you can have everything taken away from you overnight.

1.  Company Management Experience with Integrity

Read your Policies and Procedures. Look for the words “termination” and “ongoing”.  Find out how safe you are, whether your downline is protected, and whether you can ever retire, take a vacation or will your business to your family. Check for unusual or impossible responsibilities you might be taking on like supervision or motivation of your entire team!

The longer the contract, the more places there are to hide the ‘gotcha’ clauses.

Do a Google search on the company and the owners of the company you are researching.  Add the word ’scam’ to your search.  Check reliable websites like www.mlmwatchdog.com, etc. for warnings.

Make sure your management has MLM experience.  Corporate experience is not the same.

Beware of sponsors offering you a “good position”.  There can be no ‘deals’ in an ethical company.  There must be a level playing field.

2.  Timing in the Company / Timing in the Industry

Beware of “ground floor opportunities” and start-up companies.  99% of companies don’t last two years.

Most people don’t make money in the first two years while the company is dealing with problems.  Profit comes AFTER two years.  Join then.

Do not join a company with a product with no profit margin, e.g. long distance or 8-track cassettes!  Look for a company with a good, unique, consumable product in demand by a large market now and in the future.

3.  Remarkable Product

It’s a good idea to have a variety of products.  Beware of the ‘one trick pony’!  With more products, you have more opportunity to sell more to an existing customer, or switch focus as demand changes.

Beware of companies where you can buy your way to the top.  If you find their products for sale on eBay, there’s a good chance the products are overpriced or being ‘front end loaded’ to new distributors.

If the product would not sell without a business opportunity attached, it is ILLEGAL.

If you can’t pay online with a credit card, and if you can only pay by cash or money order, it is ILLEGAL.

If distributors collect the money while the company stays at arm’s length, it is ILLEGAL.

4.  Compensation Plan That Pays Part-Timers

95% of networkers are part-time.  Make sure that people can make a decent income working a few hours per week.  Ask the Half K Question.

Beware of companies that advertise how many millionaires they have created.  Make sure it’s not at the expense of those “at the bottom”.  Everyone should be able to benefit.

Ask the 10k Question “How many active people must I have in my business to earn a walkaway residual income of $10,000 per month?”  There are companies out there that require as many as 27,000 and as few as 400.  It’s not unusual to see well-established companies that require 3000 to 7000 people, and still attract new distributors.  You don’t have to work that hard.

If your upline won’t or can’t answer this basic question, you should run.

If a company stresses “Recruit, Recruit, Recruit!”, you should “Run, Run, Run!”

The key to success is moving product from the company to the end consumer.

If you are making only 5% to 8% commissions, you are being extremely underpaid.

5.  Training System for Success

The company must have a duplicatable system for success.  People are not duplicatable – systems are.  e.g. If you have to rely on upline doing presentations, this is NOT duplicatable.  You need to become part of a team dedicated to helping each other, regardless of downline affiliation.

DO NOT MAKE A LIST OF YOUR FRIENDS AND FAMILY.  STOP BUYING LEADS. These methods do not work.

You need a system that will teach you how to find a large number of prospects with whom you can build relationships.  You want people to join you because they know, like, and trust you.  Attract people with education and the truth, not with hype and false promises.

To learn more about a duplicatable system and the five pillars,  download this free report.

Randy Fried
763-219-4724
Skype randyfried
raf@randyfried.com

Thanks to my favorite mentors, Bob and Anna Bassett. If anyone could explain why we struggle these two wonderful people can do it!

When we take a job or a salaried position, we know what our hourly wage or our annual salary will be before we start. If we buy a business, we will have projections and reasonable estimates of income.

Why is it that when we start a home based business, we don’t even think about asking those questions? It would be like starting a job and finding out months later what we are being paid!

When we start a home based business, we should know how hard we will have to work to achieve our goals.

Michael Dlouhy has taught us to ask The 10K Question:

“How many active distributors do I need in my business to generate a walk away residual income of $10000 per month?”

We like the question for several reasons.

1. It leaves out products. We don’t get into discussions like “My long distance is better than your legal plan! My lotion is better than your potion!”

2. The word ‘active’ avoids discussion of attrition rates and the commitment levels of your team.

3. The phrase ‘walk away’ makes us investigate our policies and procedures to make sure we can actually retire and pass our business on to our children’s children. It also ensures that if we do take a break or vacation, our business will still be there when we come back, and our team will continue to be well taken care of.

4. The word ‘residual’ makes us calculate how much money we will make from retail or wholesale sales, not just from recruiting.

5. The figure of $10000 makes us think big. It’s also fair to the company, as most or all of the commissions and bonuses will have kicked in by then.

If we started a job or bought a traditional business, we would know our salary or the income projections from the previous owner. When we start a home business, however, we rarely ask that question, and we should!

I worked for two years in a business and discovered too late that it was going to be almost impossible to reach my goals. I wished I had asked the 10K question before I started.

If you do not know the answer to that question in your present business, find out before you waste five years as we did.

If you are considering starting a business, ask the question. If your sponsor or upline or company rep support cannot answer you, RUN! As Michael Dlouhy says, “Run far and run fast!”

If you’d like some help to calculate the 10K answer for your company, I will be glad to work with you. I can also help you analyze your company’s policies and procedures to see if your business is protected for you and your family.

Start by downloading the free ebook Success in Ten Steps.

As soon as you download the book, I’ll contact you to show you the rest of the free training system, the audio version of Success in Ten Steps, and many archived training calls – all free and all generic.

I look forward to helping you any way I can.

Dedicated to your success,
Randy Fried
763-219-4724
Skype randyfried
raf@randyfried.com

Personal development is 97% of your business….want the other 3%? That is to know EXACTLY what to say, I can give you that 3%, email, me at raf@randyfried.com and Ill tell you exactly what to say.

One day my mentor Mr. Shoaff said, “Jim, if you want to be wealthy and happy, learn this lesson well: Learn to work harder on yourself than you do on your job.”

Since that time I’ve been working on my own personal development. And I must admit that this has been the most challenging assignment of all. This business of personal development lasts a lifetime.

You see, what you become is far more important than what you get. The important question to ask on the job is not, “What am I getting?” Instead, you should ask, “What am I becoming?” Getting and becoming are like Siamese twins: What you become directly influences what you get. Think of it this way: Most of what you have today you have attracted by becoming the person you are today.

I’ve also found that income rarely exceeds personal development. Sometimes income takes a lucky jump, but unless you learn to handle the responsibilities that come with it, it will usually shrink back to the amount you can handle.

If someone hands you a million dollars, you’d better hurry up and become a millionaire. A very rich man once said, “If you took all the money in the world and divided it equally among everybody, it would soon be back in the same pockets it was before.”

It is hard to keep that which has not been obtained through personal development.

So here’s the great axiom of life:

To have more than you’ve got, become more than you are.

This is where you should focus most of your attention. Otherwise, you just might have to contend with the axiom of not changing, which is:

Unless you change how you are, you’ll always have what you’ve got.

SUCCESS IN 10 STEPS

This is a re-post from Bob and Anna Bassetts blog “Together to the top” I have tried over the years to show and explain to people the difference between scams and real mlm opportunities, some still won’t listen….but beware the scammers will be caught and held responsible for their actions….

The recent charges laid by the RCMP against Business In Motion members hold a valuable lesson for all of us.

When the poop hits the propeller, it does not land on just the CEO. It lands on you too!

Note that the charges against the 13 Bimboneheads go way beyond the corporate level, and this is not the first time that distributors have been held accountable for their actions. No longer can anyone claim innocence by ignorance. If you participate in a scam, you are just as guilty as the organizers.

Alan Kippax may have been the mastermind and chief weasel, but anyone who helped him will be sitting in the same courtroom facing the same charges, and may find themselves holidaying in the same facility at the expense of the taxpayer.

Here is a response we sent to one of the lucky 13 who complained that our comments were “inappropriate” and showed “no regard for the pain this causes innocent people.” This Bimbelievian went on to accuse us of being “quite happy that people who acted in good faith would be charged, ” and, horror of horrors, “I have lost respect for your reporting.” The tirade was topped off with a devastating request to be removed from our mailing list for Kippax news.

Hello [name]

It’s not our reporting, it’s the Winnipeg Sun and the CBC.

By ‘heavily involved’, we mean involved enough for you to be charged by the RCMP.

If you had gotten out when the signs were there, this may not have happened to you. We have tried to warn everyone about Alan since November 2005 when we discovered the truth. Those who would not listen have only themselves to blame for the mess they find themselves in now.

You can lose all the respect you want for us and kill all the messengers that come your way, but in the end, each member has only him/herself to blame for the extent of their involvement.

Happy New Year referred to the fact that Alan and his Bimboneheads were finally being charged by the RCMP after all these years of racketeering, and all the thousands of lives disrupted and ruined by his schemes.

If you think we are happy about all those ruined lives, you are badly mistaken, and you are using the same faulty logic that allowed you to get involved in the first place.

Those who stayed with Alan after TTI was closed down in the UK are not “innocent.”

Those who joined him to make a quick buck at the expense of others were not “acting in good faith.”

You can be sure that the RCMP does not want to waste the taxpayer’s money and their own reputation by charging the “innocent” and those “acting in good faith.”

There were hundreds of Bimboneheads to choose from, and after seven years of investigation of TTI and BIM, you can be sure the police will choose very carefully, so as not to waste time and money.

If you are on the list of thirteen, there is a very good chance that you ignored all the signs, abandoned all your morals and ethics, and chose to follow Alan on a path littered with damage to many.

How silly of you to call us ‘inappropriate’ when you have been charged with playing a major part in Alan’s alleged criminal activities.

Our advice to you is to spend less time and energy killing the messenger, and more time and energy finding a good lawyer to help you forge a credible explanation for your behaviour.

We will remove you from our list.

Bob and Anna

All this will be just salacious entertainment and soap opera slop unless we learn from it …

Everyone should take full personal responsibility for the business they are joining and promoting.

Everyone should know the difference between a legitimate MLM company and an illegal pyramid.

Everyone should know about five things to look for when choosing an MLM company.