Network Marketing Sales Training

If you work in the Network Marketing Industry it is important that you receive adequate network marketing sales training, unfortunately this is where a number of network marketing companies fail to deliver and therefore we have created this chapter to help fill the void.

To start with, let us quickly review the underlying concept behind network marketing.

Network Marketing is essentially a sales business that uses direct selling and relationship referrals as a method of marketing and selling a company’s products or services. Individual network marketers act like a franchisee to the parent company and are paid a commission based on the volume of product or services sold as a result of their own organisation’s efforts.

The first thing that we can draw from this brief summary is that network marketing is a sales business and despite the many network marketers who try to tell their prospects otherwise, you do not get paid in network marketing unless your business is making a sale. Therefore the sooner you can accept the fact that you are working in a sales business the better.

The good news is, while network marketing is a sales business, the way in which you approach the sale is entirely up to you and this is what makes network marketing such an attractive business. The main reason why people generally dislike sales is because they have a preconceived stereotype of people who work in sales, for example a used car salesmen or telemarketer. What people fail to realise is that your local friendly grocer, your hairdresser and your favourite cafe are also working in a sales business. What’s the difference between your stereotypical used car salesman and your friendly local grocer – firstly the intrusive and direct approach in which they take to make a sale and secondly the lack of relationship they have with the customer which leads to mistrust.

The point we are trying to make is that while network marketing is essentially a sales business this should not discourage people as network marketing also gives you the freedom to tailor your network marketing sales technique such that it is both effective and something you feel comfortable with. In fact, with a little practice you’d be surprised how much fun it can be.

Basic Sales Training

What causes someone to buy something?

There are essentially 2 reasons why people buy goods and services, either they need them or they want them. Let’s explore

In the past needs basically referred to the necessity items that were required for survival such as food, water and shelter. However, in the developed world needs can also extend to items that are required for work, which might include transport and a means of communication (e.g. car and phone). It is important to understand that while you might need a car and phone for work, it does not mean you need to be driving the latest BMW or upgrading your phone every month. While basic transport and communications might be considered needs, luxury items such as fancy cars and hand held technology would be considered wants.

For the benefit of our readers we have defined Needs as the basic items that are required for survival, as well as allow you a basic standard of living.

Wants refers to the additional goods and services that improve your standard of living and/or your quality of life. These may include:

• Fashionable items aimed at improving your social status – flash cars, clothing, latest technology (ipods, plasma screens etc.)
• Convenience items designed to make your life easier– microwaves, computers, cleaners, gardeners etc.
• Entertainment to help you enjoy life and consume time– TV’s, DVD players, game consoles, paid TV, fancy restaurants etc.
• Peace of mind items to reduce stress and anxiety– insurance, financial security etc.
• Items to improve your health (both physical and mental) - gym memberships, nutritional supplements, yoga, personal development etc.

Essentially customers don’t just buy products or services, they by benefits, or bundles of benefits. This suits most network marking companies, as their products and services are designed to improve somebody’s quality of life. Therefore the first important concept that you can learn from this network marketing sales training page is that prospecting should be focused around trying to improve people’s quality of life.

So many networkers think only of the benefits they receive from making a sale, neglecting the fact that network marketing is designed to help others. If you review the history of network marketing it originally stemmed from people recommending products, not because they would earn a commission but because they felt the product or service could greatly benefit that person.

What we are trying to say here is that whenever you are talking to a prospect (potential customer) you should always be thinking in the back of your mind as to how your products or service could improve this prospect’s quality of life?

Network Marketing Sales Training Activity Ask yourself the following question and write down as many answers as you can: How can my products or business model improve somebody’s quality of life? Do not limit your answers to just the benefits that you have received, think about how your products or business can help others?

Another important concept that you can learn from this network marketing sales training page is that every prospect you speak to will be different and therefore you need to be able to mould your solution to satisfy your prospect’s individual wants in order to make a sale. Now that you have created a list of reasons as to how your products / business can improve people’s quality of life, it can be used to tailor your sales approach to suit the individual prospect. Additionally, this list can also be used to help you to identify a few target markets. We suggest that you continue to revisit and add to this list as you learn more about the benefits of what you have to offer.

Throughout the rest of this chapter we will guide you through how to capitalise on this basic network marketing sales training.

Network Marketing Sales Training page summary:

• Network marketing is a sales business
• Network marketing allows you to develop a prospecting technique that you feel comfortable with to avoid the typical sales stereotypes
• People buy goods and services because they either need them or they want them.
• The key to successful selling is in identifying how your products or opportunity could improve your prospect’s quality of life, then tailoring a solution.

The main goal of this network marketing sales training page was to help you to gain an understanding of how your products or business can improve people’s quality of life. The next step is to look at your prospecting technique and how you approach the sale.

Learn how to build a downline by developing a professional prospecting approach.

Learn how to promote your products through our network marketing product prospecting chapter

Network Marketing Sales Training back to the start of the Network Markting Prospecting Chapter.