Lesson #2 - Build Your Business on Solid Principles.

The Importance of Starting Out the Correct Way

Dear MLM Distributor & Members,

Welcome to Day 2! How were the exercises yesterday? Remember, by doing the exercises you will improve your understanding of the material I cover with you.

Today, we are going to talk about how to build your business using timeless principles that will achieve lasting results for you.

Principles

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:

• Precisely where the other person is coming from and what their problems are (if they have any) and how they feel about them.
• The depth of their desire to change their present situation.
• Precisely what to say that will interest them in looking at your products or opportunity because it's all based on what they told you.

If you could do that what do you think would happen to your business? Do you think that talking with people, making and returning calls would be anxiety free and your success would soar? Of course it would!

And can you do this? Of course you can! You can do anything! It's simply a matter of changing what you are doing and using a way of communication that resonates with you and your inner truth.

Change How You Think and Communicate

By 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, by learning how to communicate with people 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 or perhaps just a conversation that leaves the other person and yourself feeling good about each other. This is what I mean when I talk about every conversation being anxiety free and having a successful outcome.

Natural Selling was designed to achieve this outcome for you and to overcome the problems we discussed in lesson #1. Natural Selling is based on 4 principles and uses a process of communicating called Dialogue.

You can apply this process 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

Natural Selling is not about techniques or is something that only fits the times of today. It is 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 “Rejection” is replaced by “Relationship”.

Techniques in communication can be transient. They can work for one person and not another. They might work 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

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 Natural Selling! Instead of trying to persuade others to do what you want them to, Natural Selling is a process that allows you to come from an inner desire to serve and allow others to persuade themselves!

For the rest of this course, we will be looking at the principles and philosophy of “Natural Selling” and how you can put the concept of 'Selling is to Serve' into practice. Tomorrow, we will look at the first principle which covers the purpose of your business.

Exercises

• Think about a technique that you’ve 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.
• 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...