CONNECT TO THE READY...DO YOU KNOW WHO THEY ARE?

     In my opinion, many times, new business associates expect to get a script and have it all be black and white in regards to relating to their prospects.  The thought is follow the script, say the words and that's all that needs to be done.  Nothing could be farther from the truth!!  That's why so many waste valuable time writing, re-writing or asking for everyone else's script.  That effort is pointless.  It's literally impossible to think that it would ever be that cut and dry.  The reason?  Because we deal with people...who are all different and at different stages and places in their lives.  WE are in different stages and places in our lives.

     When our paths cross with those we believe to be potential business partners we first must consider our own level of communication skills, self-confidence and desire to "connect" with another person. 

     IT'S YOUR SINCERE DESIRE TO CONNECT WITH PEOPLE AND OFFER THEM HOPE...that becomes the focus...and we do that not with how well we read a script, but our skill in COMMUNICATION.  Relating to people. Listening and validating what others are saying in our conversations with them.  How are you with other relationships?  Are you a good LISTENER?  Do you forge friendships easily?  Do you like it or do you find it uncomfortable?  Are you willing to learn better communication skills by reading books, CD's, TALKING WITH OTHERS WHO ARE GOOD COMMUNICATORS?  Are you APPLYING better communication techniques???

     Last night as I was working with one of my coaching clients, the topic of how to be more effective with getting results came up.  It dawned on me that some of the things that many of the successful people do in this business are very subtle, yet very profound.  It's not always easy to see exactly what it is that they are doing.

     In my opinion, many times, new business associates expect to get a script and have it all be black and white in regards to relating to their prospects.  The thought is follow the script, say the words and that's all that needs to be done.  Nothing could be farther from the truth!!  That's why so many waste valuable time writing, re-writing or asking for everyone else's script.  That effort is pointless.  It's literally impossible to think that it would ever be that cut and dry.  The reason?  Because we deal with people...who are all different and at different stages and places in their lives.  WE are in different stages and places in our lives.

     When our paths cross with those we believe to be potential business partners we first must consider our own level of communication skills, self-confidence and desire to "connect" with another person. 

     You notice I didn't say anything about what WE want for our own lives.  That is established way before one picks up a phone.  It's logged in our goal lists and on our dream boards. 

    Once we move into action steps, and engage in picking up the phone, our goals are not the primary focus at that moment.   IT'S YOUR SINCERE DESIRE TO CONNECT WITH PEOPLE AND OFFER THEM HOPE...that becomes the focus...and we do that not with how well we read a script, but our skill in COMMUNICATION.  Relating to people. Listening and validating what others are saying in our conversations with them.  How are you with other relationships?  Are you a good LISTENER?  Do you forge friendships easily?  Do you like it or do you find it uncomfortable?  Are you willing to learn better communication skills by reading books, CD's, TALKING WITH OTHERS WHO ARE GOOD COMMUNICATORS?  Are you APPLYING better communication techniques???

      Next, we must consider where the individual is in their life....yes there are many people who have problems, but can we become skilled enough to not only find out the problem, but also, whether or not that individual is READY to help THEMSELVES??  Everyone wants to alleviate painful situations in life, but are they  ready to take some action to create a change?

     Here is where communication skills become our greatest tool.  By determining  the person has a problem, personally and/or financially, we know that there may be a solution for them in having a home based business.  That's relatively easy, because people usually have no problem saying what isn't quite perfect in their lives yet.  But then, by ASKING GREAT QUESTIONS...listening...acknowledging...and gaining an understanding of the individuals position in life...with true interest...this is where successful people strike gold--NO MATTER THE PROSPECTS DECISION!! 

     Successful people, in direct sales, realize early on by ASKING GREAT QUESTIONS, and vulnerably exchanging conversation, whether their prospect is open to MOVING FORWARD and changing their situation, or not.  Validate and get a feel for the problem, but can you get a strong sense of the willingness to act on a solution? 

    Now, to get to that core question, "Is this person READY to ACT?"  It starts from "hello".  Where the process of connecting begins.  It has to be a personal exchange---not a sales pitch kind of "hello".  Then, use scripts as a guide to keep on purpose and get us to our answer.  Though we follow a script, we must be then willing to add our own personality in the words we are saying. 

     Questions in scripts are merely guides...the real questions are born out of attentively listening to what the prospect tells you during the flow of the conversation. And responding with your authentic self.  How you would if you were talking to a friend or peer.  Don't hold yourself back trying to think of the next thing to say, or how to "properly" say the next line in the script---just be yourself!!

    No qualifying calls can be completely scripted because we are not talking to robots.  If we just ask a series of questions, like we are taking a survey, we will sound like every other telemarketer on the planet, only concerned about selling our product.  Selling something to make money for ourselves.  If there is no offering of SELF, or clear tone of sincere intention to assist in changing their life,  there will be little willingness on the behalf of the prospects we talk to, to share their values, beliefs, dreams, etc.---let alone get started with us. 

     So many times I have seen new associates develop a misaligned expectation of their prospects potential because they "completed the script with them". Sadly, the focus was on the script---but what did they come to know about the person?  If not a lot, or they really weren't paying attention there was no connection.  This type of sterile "going through the motions" usually leads to the prospect not following through on the rest of the qualifying steps and going MIA from that point forward. 

     If you have a quality first conversation, and you relayed an understanding of the "why", you should have a good idea as to whether or not this person is motivated to complete remaining ACTION STEPS...for the benefit of THEMSELVES. 

    Prospects will not do what you ask if they think your direction was simply to make you money.  Or the benefits for themselves were not realized.  They don't care if you make sales.  They don't care about your goals and what you want.  And if they didn't get the impression you care about their goals and what they want, they certainly aren't going to be concerned about improving your bottom line. 

     Remember you called them, and they don't know you.  Like every great relationship you must GENUINELY initiate the conversation in a way that is safe and open so they feel comfortable telling you their greatest pains in their present life.  If you are not genuinely motivated to help others change their lives, others will sense it.  If you are passionate about that aspect of your business, others will follow you forever! 

     If a person reaches that level of trust with you, they will tell you everything you need to know.  And that will tell you if this is someone you are able to assist or not. 

     REMEMBER PEOPLE HATE TO BE SOLD!!  They will decide, through your demeanor, level of attention, and true interest in them, whether or not they deem you as trustworthy, honest and in a position to assist them.  If they are going to allow you to assist them in creating a new solution for their lives, choose you as a mentor, and begin their new endeavor with you, doesn't it make sense that they would have to have a connection, feel safe and believe you?  They aren't going to be open with you if they don't trust you!  And IF, they are READY to make changes in their lives, then these are the people who will get started with ease. 

     Let's not forget, there is one more variable, they do in fact have to see what your company has as a solution and a match for them.  You are the first representation of that company.  If they can believe in you, then most likely they can believe in the company.  If your connection and trust is strong enough they wouldn't care if you were selling #2 pencils--they will do whatever it is that you are doing!

    If they are not willing or not ready to take any type of  ACTION, then a successful person will not develop expectations that they are.   A relation based CONNECTOR will recognize, usually in a few conversations, and the prospects level of responsiveness just how ready the individual is to change their life. 

    The successful person will not spend their time trying to convince their prospect or persuade them that they are.  Sometimes success is knowing that an individual is not ready and gracefully letting the person know that the door is open when and if they decide they are ready.  In reality, only 2 in 10 are going to BE ready.  Many have good intentions, big dreams and wishes, but are not yet ready to embark on any venture to make those realities.  Successful people realize that's ok and move on.  By finding those few people who are, we create abundance and opportunity for them and for ourselves.

    So, with genuine relationship building, heart, sincerity and passion...

BECOME A GREAT COMMUNICATOR AND WATCH YOUR BUSINESS GROW!! 

CREATE THE LIFE YOU CAN'T WAIT TO LIVE!!!

Pam Glowski