Enjoyed an interesting presentation about Melaleuca on Wednesday afternoon. Mark Boever and Darwin Stowell, Melaleuca distributors from the Milwaukee area, asked to sit down and introduce their products and firm. I know both from networking events and, sensing an opportunity to learn more about Melaleuca and talk about my opportunity, I agreed to the meeting. We met at a local coffee shop. (That seems to be a popular venue nowadays.)
I researched Melaleuca prior to this meeting, and had a basic understanding of the company and product line. I was quite impressed with the products and corporate culture. The firm is heavily committed to its customers, employees, and the environment. Its products are made of all-natural and organic ingredients which are safe for humans and the environment. (You can read my review here. )
Just as important, I liked the way the Darwin and Mark presented themselves. It was a very casual, matter-of-fact discussion, with no hype. Melaleuca offers a rather attractive compensation plan for those who choose to work the business, and they covered that well.
It’s the approach I use in selling and how I prefer salespeople to act toward me. Specifically, low key and professional with no pressure or B.S. There was a time when many folks in the MLM industry used pressure and hype to lure affiliates/distributors. It’s a different world today, at least if you want to be successful and enjoy longevity. You have to treat customers and prospects with dignity and respect.
I once struck up a conversation with a sales manager at a trade show. Along with discussing his product (residential fire alarm), he made a pitch for a sales position. He started out by showing me a testimonial letter, which was fine.
Then he went into his for the sales position. Pulling out a company catalog, he pointed to all the gifts you could win. “Plaques, clocks, watches — I’ve won ’em all,” he said. I don’t care, was my thought. That’s not the way I like to be sold. I know that salespeople can earn nice bonuses and win prizes for doing well. Tell me why I should care about your product enough to sell it. (I had no interest in his product, so I didn’t pursue the offer.)
What is your sales style? Do you start the conversation with facts, figures, and whiz-bang income information? Or, do you ask thoughtful questions in a calm, measured manner? Do you act as if your life depends on the sale, or that you couldn’t care less if it occurs?
Prospects are very keen to a salesperson’s demeanor. A calm, measured approach, accompanied with good questions and thoughtful answers will leave a positive impression on the prospect. Keep in mind that we’re in a new age of sales now. The high-pressure days of past are, for the most part, behind us. Salespeople who take a consultative approach reap the rewards of their efforts. And so do their customers.
As you look ahead in your network marketing career, commit to remaining a dignified, professional sales person. You may find that the sales process is a little longer at times, but you can rest assured the relationships you develop will endure along with your reputation. Good luck throughout 2012 and beyond. As Gary Vaynerchuk would say, “Crush It!”