MLM Sales Principles

Thursday, July 22nd, 2010 at 8:58 pm

Network marketing can be extremely rewarding and enjoyable once you have mastered the art of MLM sales. Some people cringe when they hear the word “sales.” Their minds immediately turn the stereotypical strong arm sales person who is relentless until they have worn their prospect down and made the sale. Fortunately this is more stereotype than truth. When done correctly the sales process is rewarding to both the network marketer and the prospective customer or distributor.

The first component of the sales process is rapport. It is important to build a rapport with your prospect prior to presenting your product or opportunity. Building rapport helps to uncover not only common points of connection, but it is also an integral part of discovering the felt needs of that prospect. A good sales person is always looking for clues. In the case of network marketing this is includes discussion of dreams, goals and aspirations. It may also include discussion of a problem or challenge that can be met or overcome by the MLM product you are representing.

Once rapport has been established it is time to make your presentation. A presentation should be focused on the felt needs of the prospect, not on the product or business opportunity. The presentation of product and company is made in response to the needs of the individual. As a result, your presentation should focus on benefits instead of features. Although the technical aspects of a product or business are important, the benefits that those features provide to the customer are of much greater importance in the prospect’s mind. When possible allow the prospect to experience your product or service through touch, sight, hearing or other sensory means. Experience is much more persuasive than oral presentation alone.

Throughout the presentation it is important that you seek agreement from your prospect. These points of agreement are called “trial closes.” The more points of affirmative agreement, the easier it will be to complete the sale. These points of agreement should again focus on the benefit to your prospect. Ask your prospect their opinion as they interact with your product, service or opportunity. Invite them to see themselves using the product and how it would make them feel. Ask them to describe those feelings to you.

When you have completed your presentation, simply ask for the business. Too many network marketers are afraid to simply ask: “Can I have your business today?” Be prepared for objections at this point. If you have laid a solid foundation in your presentation the objections may be very small. When an objection is raised, clarify the objection to make sure you understand it correctly. Confirm the nature of that objection and then address the objection with benefit statements. Once you have answered the objection simply ask for the prospect’s business once again.

The greatest hindrance to mastering the art of MLM sales is fear. By putting these steps into regular practice, you will quickly overcome any fears you may have in your network marketing sales presentations.