Make the Right Choice – Always.

Sometimes it’s easy, and sometimes it’s not.  Sometimes the right choice is obvious, and sometimes it takes research, discovery, or perhaps study.  And let’s admit it, the possibility of always choosing the right path is probably not going to happen, but as leaders, (whether in business, or anywhere else) we should always strive to make the right choice.

One should always strive to make the right choice.

The right choice strengthens your character and illustrates your integrity.  When you choose to do the right things, it shows those you are leading that “character matters”.  Making your goals and aspirations subordinate to those of others builds trust.

The right choice demonstrates responsibility.  When you realize that you are the one that is ultimately responsible for your own success, you set an example for those that are following you.

The right choice should always be in harmony with our values. Too often in the world today, decisions are made because they just affect others, but the real challenge is to always do the right thing, even when it’s uncomfortable, or negatively affects us personally.

For real leaders, the message is clear.  Make the right choice – always!

3 Important Parts To Your Business Presentation – But Don’t Confuse Them.


What separates a successful business presentation from an unsuccessful one? I feel it’s the way certain parts are handled. I call them the 3 important parts to your business presentation. This information should be especially helpful to beginning networkers. However, even those that have been in the industry for a while, sometimes will lose a good prospect for their business because they don’t keep this in mind. They could do everything else right in recruiting, and still “drop the ball at the goal line”. In fact, if your recruiting success is not what you want it to be, you might want to pay attention here.

So what are these 3 important parts to include in your presentation, and improve your chance of success? They are
1. features
2. advantages
3. benefits

Now at first glance you may think, well they’re pretty much all the same thing. But beware – that’s where the pitfall is.  In fact, the most common mistake is “mistaking features for benefits”.

We’ll talk about each one so that you understand them better, and are aware of how they should be used in the conversation.  So we need to assume that your prospect has a problem, that can possibly be addressed by the solution you’re offering.  Solving problems is what sales is all about.

Features are merely facts, bits of information, or perhaps data pertaining to your business or company.  Sometimes it’s a characteristic of what you do.  The skill is in picking the right feature or features that specifically address your prospect’s situation.  Things like longevity of the company, what the products are, even the idea of “time freedom”, or “be your own boss”  by themselves,  mean nothing, unless they’re relevant, and  customized for the person you’re speaking with.

Advantages answer the question of “how” a particular feature can be used to solve your prospect’s problem.  Once you’ve identified the right feature, if you can point out to them how it takes care of their need, you’ll surely capture their attention.  For example, with time freedom, if your prospect has to miss all of his son’s ball games because he’s at work, you could explain how by having a home business, he could make the time to be there by designing his own schedule.

Benefits put it all together.  In other words, a benefit combines the right feature and it’s advantage, to satisfy an emotional need.  People may listen to logic, but they make decisions based on emotions.  If advantages are the “how” then benefits are the “why”.  Continuing the conversation above, you could say, “That way, you wouldn’t feel bad about not being there to support him”.  This is the real emotional reason underlying his interest in time freedom.  How would you know that? Through the dialogue you had by asking good probing questions, and most importantly, being a good listener to their answers.

So the next time you determine exactly what your prospect needs or wants, and you’re ready to present your business opportunity, make sure you speak in terms of specific features, advantages and most of all, benefits.  Remember, benefits make people “feel” better, and therefore drive positive decisions.

Listening For Success – 3 Power Steps


Are you listening for success? That might sound like a strange question, but I assure you, listening, in the right way, is a key to your success. Although these three steps work well in a normal everyday conversation, they can make a big difference in your business results when speaking with a prospect who may become a potential customer or business partner. Bottom line – if you improve your listening skills, you will improve your business. They say “the money is in the follow up” which may be true, but many distributors, because of poor listening techniques, or not listening at all, sabotage their recruiting efforts, and leave themselves with no one to follow up with. Has this happened to you? Is it still happening?

Good listening habits certainly take practice, and it doesn’t happen overnight. But the effort you put into developing skills for effectively listening to others can pay big dividends. Keep the focus of the conversation on the other person. If you are only concerned about “making the sale” or “closing the deal”, then you’ve got the focus on the wrong person. And you’ll consider any conversation that doesn’t result in a new customer or business partner for you, as a failure.

I recently read a book by Michael Oliver, entitled  “How to Sell Network Marketing without Fear, Anxiety, or Losing Your Friends!”  In it, I came across this quote, “let go of the outcome, and your income will increase.”  Makes sense really. By keeping the focus on the other person through listening effectively, and asking good questions, the people you talk to, will respect you, and (if and when the situation and time is right for them), will be more inclined to listen to what you have to say, especially if they feel you can provide a solution to make life better for them in some way.

So, what are these three power listening steps that you can take to improve your  chances of success?

1. Listen intently. The first of the three steps contains a double meaning for the word “intently”. It means not only the obvious skill of concentrating your full attention when someone else is speaking, but it also means listening with the “intent” to understand the other person’s situation. Only by learning and realizing what their current reality is, can you both come to a logical conclusion of whether or not, they’re looking for a solution to a problem, and/or whether you will be the one to provide that solution for them.

2. Listen fully. The second of the three steps for effective listening  involves disciplining yourself to tune out all distractions as you focus on just what the other person is saying. Distractions can be noise, sounds, even other conversations going on around you. But it can also be your own “selective” listening. What do I mean by selective listening? If you find yourself waiting to hear the other person say a key word, phrase, etc, just as a green light for you to launch into your “presentation”, then you’re guilty of practicing selective listening. One of the main pitfalls of many distributors is delivering the presentation too early in the conversation.

3. Listen openly. The last of the power steps to help you become a better listener means to keep a totally open mind when you are talking with a prospect or potential customer for your business. No preconceived notions allowed here. If you’re asking pointed questions designed only to get an answer you want to hear, without regard for what might be best for them, you’re jeopardizing your chance for long term success. Again, do not allow yourself to get off track.  Are you listening to what they mean, or just what they say? To be an effective listener, you must keep the focus on them throughout the whole dialogue.  After all, in the end, it doesn’t matter to them what you want out of the conversation.

The total business conversation is a balance of listening and presenting.  Keep these three power steps in mind, and work on becoming a great listener, and chances are you won’t have to worry so much about being a great presenter.

An old classic updated

Comedy giants - Abbott & Costello

Maybe you’ve seen this, but got this from a friend today, put a smile on my face, and decided to share it.

Abbott & Costello – Computer Shopping

Costello calls to buy a computer from Abbott.  Here’s how it goes:

ABBOTT: Super Duper computer store. Can I help you?

COSTELLO: Thanks I’m setting up an office in my den and I’m thinking about buying a computer.

ABBOTT: Mac?

COSTELLO: No, the name’s Lou.

ABBOTT: Your computer?

COSTELLO: I don’t own a computer. I want to buy one.

ABBOTT: Mac?

COSTELLO: I told you, my name’s Lou.

ABBOTT: What about Windows?

COSTELLO: Why? Will it get stuffy in here?

ABBOTT: Do you want a computer with Windows?

COSTELLO: I don’t know. What will I see when I look at the windows?

ABBOTT: Wallpaper.

COSTELLO: Never mind the windows. I need a computer and software.

ABBOTT: Software for Windows?

COSTELLO: No. On the computer! I need something I can use to write proposals, track expenses and run my business. What do you have?

ABBOTT: Office.

COSTELLO: Yeah, for my office. Can you recommend anything?

ABBOTT: I just did.

COSTELLO: You just did what?

ABBOTT: Recommend something.

COSTELLO: You recommended something?

ABBOTT: Yes.

COSTELLO: For my office?

ABBOTT: Yes.

COSTELLO: OK, what did you recommend for my office?

ABBOTT: Office.

COSTELLO: Yes, for my office!

ABBOTT: I recommend Office with Windows.

COSTELLO: I already have an office with windows! OK, let’s just say I’m sitting at my computer and I want to type a proposal. What do I need?

ABBOTT: Word.

COSTELLO: What word?

ABBOTT: Word in Office.

COSTELLO: The only word in office is office.

ABBOTT: The Word in Office for Windows.

COSTELLO: Which word in office for windows?

ABBOTT: The Word you get when you click the blue ‘W’.

COSTELLO: I’m going to click your blue ‘w’ if you don’t start with some straight answers. What about financial bookkeeping? You have anything I can track my money with?

ABBOTT: Money.

COSTELLO: That’s right. What do you have?

ABBOTT: Money.

COSTELLO: I need money to track my money?

ABBOTT: It comes bundled with your computer.

COSTELLO: What’s bundled with my computer?

ABBOTT: Money.

COSTELLO: Money comes with my computer?

ABBOTT: Yes. No extra charge.

COSTELLO: I get a bundle of money with my computer? How much?

ABBOTT: One copy.

COSTELLO: Isn’t it illegal to copy money?

ABBOTT: Microsoft gave us a license to copy Money.

COSTELLO: They can give you a license to copy money?

ABBOTT: Why not? THEY OWN IT!

(A few days later)

ABBOTT: Super Duper computer store. Can I help you?

COSTELLO: How do I turn my computer off?

ABBOTT: Click on ‘START’….. ………

 

 

Cartoons Getting Serious

Cartoons – (no, we’re not talking about the Saturday morning kind), are popping up on You Tube all of a sudden.  And they’re being used to educate and market all kinds of things.

All of the ones I’ve noticed have used a service called Xtranormal.com.    Their tag line is, “if you can type, you can make movies”.  It uses text recognition technology to turn your script into an animated masterpiece.

You can start with a free account, which will allow you to produce your first movie with either one or two “actors” and one scene.  If you want to be more sophisticated, then you have to purchase additional movie elements.

I tried my hand at it, and found it to be quite fun.  (although as you might suspect, some words or phrases don’t come out sounding exactly right).  As a networker, I found this one Eplaining MLM, and put it on my training site to help educate those on my team.

Feel free to comment or share this with others.

 

 

 

Relationships Are the Key

Newsflash!  Relationships are the key to success in any business endeavor.  OK,  not exactly an earth-shattering announcement.  But true, nonetheless.  In fact, one might argue that the statement is just common sense.  After all, regardless of the type of business or industry you’re in, how well you get along with people will be a big determining factor of how well you succeed.

But if your business or industry is in the networking or internet marketing arena,  the advice is even more pertinent.  And in fact, we can expand it to not only how well you get along with people in general, but specifically how you build relationships with the right people that can further your career and/or income potential.

Bottom line, the better your relationships with those that are a positive influence on you, the more likely you will be a business success story.

Feel free to add a comment, tweet, or share your thoughts.