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Training Lesson 9 : Don't Convince Anyone

10:15 AM | Labels: , , ,

One of my team members told me that however much he tried, he could not convince people. He further went ahead to say that MLM Business is not his cup of tea. 

I told him, “My friend, it’s not only you, even I can’t convince anyone. Not only me, no one can convince anyone!” He was shocked and taken aback. He said dejectedly, “Sir, if you, as my leader, say this, how can we convince prospects?”
I told him, “Yes. What I said is right. In the business process, dealing with customers, if you attempt to convince him, he will never get convinced, because all through the interview you are only anxious in your ‘job of convincing’. In that anxiety you either oversell or undersell or commit unwanted things. At the end when the customer does not buy or become a member under you, you start blaming your bad stars, bad luck and later on the customer himself.

You must understand that your job is not convincing. Convincing is a process in customer handling. No customer comes in front of you and says, “OK guys please convince me about your product or the system”. He has certain Needs & Wants. Whosoever satisfies his Needs & Wants, whether you convince him or not he will certainly make a buying decision.

So the crux of the matter is not in convincing him

But lies in Satisfying his Needs & Wants

You should train yourself to be an expert in unearthing the customer’s Needs & Wants. You must be aware as to how to shape probing questions so that the customer is able to clearly provide you what he wants. Once you establish his requirements then the process starts. Carefully go through the CONVINCING PROCESS given below

  
 
Anyone with a burning desire will surely ‘Accept’ whatever you had presented.

Friends,
 Anyone can Convince anyone 
if he goes through the Process 
 

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My Talk at the Jalan Pegawai Branch, Alor Setar, Kedah, Malaysia

5:34 PM | Labels: ,

Topic of the Talk : How to be a Professional Businessman (PABM : Professional Approach to Business Management)
Date : 18 March 2011
Time : 3 pm
Venue : Jalan Pegawai Branch, Alor Setar, Kedah, Malaysia

Part 1 of 9

 

Part 2 of 9

 

Part 3 of 9

 

Part 4 of 9

 

Part 5 of 9

 

Part 6 of 9

 

Part 7 of 9

 

Part 8 of 9

 

Part 9 of 9

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Training Lesson 8 : The Master Convincer

3:52 PM | Labels: , , ,

You have joined as a member. You have used the product and found that it has given you the desired results. You have understood the plan. Your view of the prospects of the MLM business has set a dream car, a dream villa and dreams of foreign travels in your mind. 
Your unbound enthusiasm drives you to go about recruiting immediately at least some 5 people and start earning a handsome amount in the MLM business. Alas! When you went about venturing into the market you found that it’s not that simple to earn a million. 
 
Hello! Don’t lose heart. Listen to this story. You will fly to join the Millionaire Club.



FLYING VILLAGER

A wealthy man was passing through a village. Suddenly his car got into some trouble and stopped. He tried his best to start, but couldn’t do anything. A villager was passing by in his bullock cart. 

The wealthy man sought his help to tow his car to a nearby mechanic. The villager readily agreed and towed the car to a mechanic 5 miles away. The car became alright. The wealthy man thanked him profusely and said he will do something for the villager so that he will remember him all through his life.

Coming back home, being a very wealthy person he decided to gift an airplane to the villager and sent him one. Being a villager he assumed the airplane as a bigger bullock cart! Since it did not move by itself he towed and went about his village showing to everyone his new bullock cart. A few days later he sat on the pilot seat and pressed some button. Immediately the airplane started moving. Excited, the villager went round in his ‘airplane bullock cart’ showing to everyone the new found cart. On a particular day while he was driving his ‘airplane bullock cart’ he accidentally pressed the joystick. 
 Suddenly the plane took off and went up. Seeing the ‘airplane bullock cart’ flying, the whole village got excited. Of course our ‘FLYING VILLAGER’ too! 

Once on the street, now he is in the sky. 

MLM Business is like an airplane

One can make millions in the MLM Business. It’s like an airplane gift for a person who has not owned even a two wheeler yet. He is like our bullock cart villager. If you give him an airplane, what will he do with that? At least our villager friend had used it for some time in different modes and by accident he went up. But there is a possibility, that if he doesn’t know how to safely land, it will be a life risk.

This is exactly what is happening to the MLM Business. Many people who do not know the nitty-gritty of the business, who do not know the right company to choose, lose heavily and say that the MLM system itself is bad. It’s not entirely their fault. They accidentally earn some money in the beginning but crash land after a few months.

Our responsibility

In our own interest, in order that the prospects we recruited do not crash land, first we must educate ourselves and then start educating others. We need to know the product and its profile thoroughly. We have to empower ourselves to make presentations. Mere making members under you will add up to numbers only, but it will never bring income to you. Experience yourself the power of performance. Experience is the Master Convincer.

Training is “Transferring the Power of Performance”. If your prospect has to perform, first you must train yourself and then transfer that power of yours to him.

Friends,
My blog is a small contribution towards
Transferring the Power of Performance to you
To be a successful MLM Business person 
 

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Training Lesson 7 : People - 4 Bodies

11:49 AM | Labels: , , ,

In a workshop session I asked the delegates as to how many bodies we all have. Everyone was surprised. “What is this idiotic question he is asking?”. Some may have thought in their minds; but did not say so in words. But in a chorus all said, “Sir without doubt there is one physical body we all have! That’s all”. 
Ok! Now let’s see…….

4 Bodies
All of us have not one but 4 Bodies. They are,
  1. Physical Body
  2. Mind Body
  3. Intellectual Body
  4. Energy Body

For success in general life or more so in business process all the four bodies must work in unison. If there is any trouble in any of these bodies, then success will be a big question mark.
If you dissect and group them they may look like this,
 
Now it’s very clear that for success we require both Health & Wealth. You have to leverage these 4 Bodies to achieve them. Where these two are there, you will see Happiness.

Health, Wealth & Happiness is 
the basic principle of DXN

However health is the least priority of people. “We will cross the bridge when it comes. There are ever so many doctors. When problem comes they will tackle. For every organ, these days, specialists are available. In coming years separate specialists will be there for right hole nose and left hole nose. Why worry about it right now?” This is the attitude of people around the world.

Little do they realize that when they happen to go to hospital, whatever they had earned for many years has to be given in a single payment. It doesn’t stop there. There would be follow up; maintenance medicine; restricted diet schedules and so on and so forth. All these expenses also should be included in the so called ‘treatment’ schedule. However if people start thinking in their Mind using their Intellect, then they will see the reason for Prevention. We will see more about 4 Bodies in future lessons. In the meantime,

Friends,
Let’s train all the 4 Bodies in us to optimize
Health, Wealth & Happiness




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Training Lesson 6 : People - Be the Edison of your Business

8:25 PM | Labels: , , ,

During the business process every day you meet various types of people. 

1. Acceptors 
2. Just nodders  
3. Precision seekers 
4. Rejecters 
5. Kite flyers  
6. Name droppers  
7. Opinion builders 
8. Trend setters  
9. Simple followers 

And there are ever so many among them. Each of them is unique in their behavior. You have to do business with all of them which means that you have to ADAPT yourself to the behavior of every one of them. In individual meetings you can handle according to one’s behavior. But in bigger meetings you have to be like a ring master in a circus. Simultaneously you may have to handle each one of their behavior. Therefore positioning yourself assumes paramount importance. Never ever can you afford to lose your mental balance. That’s when calm mind helps you to handle situations. Clear explanations and handling techniques of each of them is given in my workshop sessions.

Thomas Alva Edison 

World would have become poorer but for this great man. He failed thousands of times but had the mental grit of perseverance. It was not inborn within him, but cultivated over years of failing. Day or night made no difference to him. Achievement was his only goal. During the course of his experiments in inventing electric bulb, one midnight he became ecstatic, was jumping with joy. His enthusiasm found no bounds. 

He had invented the Bulb and it was burning producing fantastic light in his bedroom. To share his joy of decades, he woke up his wife to share the greatest invention. It was the dead of night. She was fast asleep and having a great dream. She got up and said casually, “what is there burning something. Put it off and sleep. Let us see tomorrow morning”. Edison got completely fused. But he did not react, but simply responded with laughter and went ahead with his duty. 

This is what will happen when you with all enthusiasm make presentations about your product and the marketing plan. Some people will simply discourage you. Never mind. Don’t lose track of what is in front of you. That’s

S U C C E E S

The very first people to discourage you are not outside; they are inside your family only. But you should be the Edison of your business. 

One foremost thing that can convince people is your knowledge about your products and the business you are doing. Whatever doubts that are likely to arise, you should be in a position to handle them with a composed mind. If you don’t know something there is nothing wrong in saying so. That will only enhance your reputation. That does not mean that you keep on saying no to everything that is asked. Then you lose their confidence.


Friends, 
People are like glass; handle them with care
The material that you put in the glass 
will enhance the value of the glass itself and for your usefulness


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Training Lesson 5 : Neglect None

11:58 PM | Labels: , , ,

There are 3 important elements in product promotion known as P P M

1. Person
2. Products
3. Market

Without these P P M no business can either exist or grow, including MLM business. Understanding all three is very essential for successful business operation. We will see all of them strategically in our lessons. 

Person 

This is the most critical element of the three. It’s he who runs the business wheel. In MLM business in particular, the more number of people you have in your team, the longer and greater is your income. When people join your team, they may be from different countries, color, religion, educational & social background and gender. In short anyone above the age of 18 can join in your team. The lesson to be learnt is never ‘qualify’ them in terms of any of these. 


Sometimes you may tend think that a highly educated person will do better business. However after a few months you will be surprised to see that a person who has just finished his high school education has become a Star Ruby while a doctor has still not achieved the position of Star Agent. Many a times, we think that men will do better business as they are more exposed to the business environment but to our utter disbelief a simple homemaker lady has achieved a Diamond position. So you should never make the mistake of ‘qualifying’ people, for imparting training to them. Train everybody alike. Anyone can be successful. A simple story will reinforce this. 

Call the Cat


The young boy at home was fascinated with cats and wanted to rear one. The father was just against it. But the boy prevailed as the cat could catch the unruly rats at home. The father had better ideas of catching rats rather than having a cat at home. 

So one day when his son went to school he picked up the cat and left him 10 blocks away. But within 10 minutes the cat was back. Disgusted, the father took the cat and left him 40 blocks away. Before he returned the cat was back at home. He got so angry. To fool the cat he took him crisscrossing the lanes, roads and what not and left him 5 miles away. 


But when the father wanted to return home, he realized that he had lost his way and could not find the proper route to come home. He called his wife to tell her his ordeal. His wife said the cat had already come home half an hour earlier. Disgusted, the father told his wife to give the receiver to the cat so that the cat can guide him on the correct route to come home.
Friends, 
Never neglect anyone in your team 
Never neglect anyone who is not in your team 
Nurture everyone. Success is always with you.


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Training Lesson 4 : Trainee Mind - Fertile Mind

5:16 PM | Labels: , , ,

One of my friends asked me, “Sir how is it that you are always smiling and cheerful and never morose”. 

I told him that I have 2 lives which help me a lot for being cheerful and enthusiastic at every moment. What are they?

1. Material Life
2. Spiritual Life

Material life requires Common Sense. Spiritual Life needs a Calm Mind. Calm Mind is a fertile mind. It’s very receptive. A receptive mind will respond to any situation and not react. Responding is pro action. Reaction is wrong action or no action. Reacting mind is turbulent. Turbulent mind is emotional, not rational. When you meet with a customer who does not agree with what you say, if you become emotional, you get attached to only your view point and will fail to see from the customer’s angle. Because of this Customer Myopia you will rather get upset with him and react in a manner which may not be liked by him and you will lose the customer. 

If your mind is calm, you will see the customer’s view with empathy and find Logical Answers to his queries. Logical Answer will come only when you are rational and not emotional. We call the Rational Mind as the Spiritual Mind. Calm Mind will improve Common Sense which is useful for Material Life. I maintain a balance between the two every day.

How Spiritual Mind helps Material Life 

Any customer, before making a buy, has to find answers to 2 TOMs (TOP OF the MIND) in his mind.  

1. Why should I buy this product 
2. What this product will do for me or What is in this product

Any business person, who is ready with answers for these 2 TOMs, will certainly win the customer. If he starts becoming emotional on these questions, sale will be lost. No amount of product knowledge, educational qualification or status can make the sale. Only a rational, Logical Answer can convince the customer and satisfy his 2 TOMs. How then can we understand what is in the customer’s mind? That is when the Spiritual Mind comes to help. A calm mind before you meet the customer will give you answers. If you train your mind not to react when facing the customer’s 2 TOMs, it will respond positively. A calm mind will think solutions. It comes by practice. Then it reflects in your behavior.

 
How to develop a Spiritual Mind

Be yourself first. In the hustle bustle of the daily life, set at least 10 minutes a day for your own self. Sit in a calm place and engage in Self Talk with your own mind. Concentrate on any subject of achievement for your growth. It can be an improvement in your product knowledge, customer handling techniques, 2 TOMs on any of your products and so on. Self Talk is a communication process. Because you are talking to your own mind, there is no conflict, competition or feeling of let down. Therefore it is positive. Practice this every day. You will see amazing results in a short time. 

Solutions if sincerely implemented will certainly produce positive results. Positive results will bring happiness. When you see success every day in your activities, you will always be a cheerful person every day. A cheerful person will always be a smiling person. Not only is he cheerful, but he makes the place where he is also cheerful. Even if you are not successful you will not react but respond to find solutions. That is the power of the Spiritual Mind.

Friends,
Your mind is fertile. Sow seeds of Happiness 
Be yourself a Happiness Bundle 
Self Talk is the right fertilizer 

Product Promotion Self Talk process, we will see in coming blogs


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