Have You Listened Just Enough?

A lot of network marketers fail and lose their dreams to become successful and financially independent because of rejection, or the fear of rejection. The word “No” has taken more good people out of this industry then any other word in the English language!

The problem is traditionally, network marketers are trained to talk to everybody about their business. Everybody is fair game – the pastor, the police officer, the waitress. I was in a company that really hammered this home – “If you’re not showing 15 plans a month, then you’re not serious, this business is just a hobby!”

And this is why we, as network marketers, face so much rejection – because we’ve been trained to talk, not trained to listen. Unless you’re a well trained, super slick salesperson with inch thick skin, you can’t take that much rejection on a daily basis.

Do you want to build your business rejection free? Yes? Then you must listen. Listening is a very important skill that’s rarely taught to distributors in network marketing because the super star recruiters who are doing all the training don’t know how to listen themselves.

There’s a well known anonymous quote…

“God gave us two ears and one mouth, so we can hear twice as much as we can say.”

It implies that we should listen more than we talk.

You can’t give the same business presentation to every person. It comes down to the personality types. Here’s why…

The Relator personality, the “Yellows”, don’t like pushy, aggressive salespeople. They see excitement and exaggerated income claims as hype and it turns them right off. They are 35% of the population. If you try and push a Yellow into a deal, he’ll join you just to get you of his back, but he won’t do anything and he won’t say anything either. He’ll just resent you for pushing him into the deal.

The Analyst personality, the “Greens”, also don’t like pushy, aggressive people. You can’t “close” them because they need the time to thoroughly go through the presentation in their own time. You can’t sell a Green, they have to sell themselves once they’re satisfied that you provided them with enough information. They are 35% of the population.

The Enthusiast personality, the “Blues”, love to have fun. They want to talk about adventure and holidays. If you start giving them numbers and show them how the compensation plan works, their eyes will glaze over and they’ll stop paying attention. Blues don’t like to be pitched and sold either. They are 15% of the population.

The Commander personality, the “Reds”, are motivated by the money. They just want to know how much money they can make. These are the only people you can give a presentation to that would be remotely interested, simply because there’s money involved. You must get straight to the point, though. They don’t have time for the fluffy stuff. They make up 15% of the population, but one-third of them don’t like to be pitched and sold.

So out of all the people in the world, 90%, or 9 out of every 10, or 900 out of every 1000, don’t like to be sold. These are the numbers. That’s why talking to everybody about your business doesn’t work.

So if the numbers are stacked against you, just how do you get people interested in what you have to offer? Easy. Listen to people. When you can understand people and their wants and needs, they will ask you for your business.

To your MLM success,

Wayne Wu
Founder, The Profitable Networker

P.S. I would love your input! If you have an opinion that would contribute to this discussion, please leave me a comment below.

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Tagged as: Business Presentation, Fear Of Rejection, Hype, Network Marketers, Salesperson