TNMM October 2023 "Ask Uncle Russ"

Dear Uncle Russ:

I always get "tongue-tied" and feel defensive when a potential customer asserts my products are "too expensive." Is it just me?

"The Wanda-rer" ____ Ny, Ny

Dear Wanda:

To answer this type of question in a way that doesn't seem "defensive" is everyone's "dilemma." Remember, whenever you hear resistance, get interested in it. "Too expensive" is a perceived value question. What do they expect to receive in exchange for what they are paying for? What are they comparing it to?

Ultimately, it boils down to choice. Russ' Law #3: When the value exceeds the cost, people buy.

Dear Uncle Russ:

How important, in your opinion, is in-depth product knowledge and being able to recite/explain the compensation plan... without props?

Robert R.- Uptown, N Y

Dear Robert:

Many labor under the misperception that the more we know, the more information we have, the easier a sales process will be. In my experience, this is simply not true. Zig Ziglar was known to have said: "In the Old Testament, there is a story about Samson where he slays 5,000 Philistines in a great battle one day, with just the jawbone of an Ass. Every day, 5,000 Sales are killed with the same weapon!"

For our own security, we are terrified that a customer might ask something that we are supposed to know, and if we don't, we'll look "unprofessional." Nonsense. I've found that actually NOT knowing an answer can be more human, more authentic, and... MUCH more endearing. As far as "explaining" comp plans; I've learned that it's more important to know how to "work" a comp plan. then it is to know how a compensation plan works. Have a strategy!

Dear Uncle Russ:

This is going to sound a bit weird: What's the best way to open a dialogue with someone you want to prospect?

Feeling Awkward - Aberdeen, South Dakota

Dear "Awkward" :

The key to conversation, I believe, is in listening , NOT trying to be "interesting."

Here are some good "openers:"

"How have you been....NO.... REALLY ?!" Then LISTEN!

"How are your kids/ the family?" Then LISTEN!

"How have you been feeling/ How is your health?"

Then LISTEN for CONCERNS and COMMITMENTS!!

And my All-Time Favorite Request:

"Tell me about YOU ?!!! " Then REALLY listen!

Love and Best,

Uncle Russ

If you'd like to have your questions answered in Ask Uncle Russ, write to russ@russdevan.com

Russ DeVan is a contributing editor to The Network Marketing Magazine and the CEO and Founder of Success by Design Global, LLC