I guess it’s understandable considering the high level of rejection they get when using, or thinking they have to use, the standard old sales thinking techniques that actually create rejection.
However, by not talking with them, it does mean they’re missing out on a potential source of high quality business partners and customers.
Perhaps even worse, they might need what you have to offer and they’re missing out because they’re unaware you can provide it for them.
So, what’s the solution whereby everyone wins? Here are some suggestions.
First, always keep in mind the first principle of Natural Selling… That your purpose, and the purpose of your business, is to help people solve their problems. The true essence of selling is discovering if people have the types of problems that your solutions are designed to solve. If they do, then you customize your presentation based on what they told you.
Next, before approaching friends, take time to prepare. Think about and write down everything you can about them especially their likes, dislikes, passions, frustrations and so on.
Reflect on the problems you might have heard them talk about, that your business opportunity might be able to solve. Things like health problems or tight finances, and how it’s affecting them.
Then you can open up a dialogue using phrases like…
I was thinking about what you were saying the other week about (problem) and it occurred to me that there might be a way you can turn that around if you’re interested in resolving it….
When they say yes… you then go on to say…
Well before I talk about that, let me ask you a few questions to see if I heard you correctly and to make sure it could be the right thing for you…
Here’s another way..
You know how you were talking the other day about (problem) and how (it was getting you down)? I’m curious… Is it something you want to resolve or something you’re prepared to live with it?
When they say they would like to resolve it… you can say…
The reason I’m asking is that I might know of something that could take care of that for you…
though before I talk about it, tell me more about what is happening and what you’ve already attempted to do about it if anything…
In both cases you continue the dialogue by listening and asking questions.
Now, when you do this keep in mind the following…
- Respect the relationship that is already there. What’s more important? Your friendship or wanting them as a business partner?
- Hold back from jumping in with your solution.
Source - http://naturalsellingblog.com/speaking-with-friends-is-easy/
