Overcoming Misconception: Network Marketing is NOT a Sales Business

If you operate under the assumption that you must sell, sell, and sell some more in order to find success in your network marketing opportunity, please allow me to revoke that thought from you this very instant.

The network marketing industry is not a sales business. You should never feel as if you're in a position where you need to sell an idea, product, or opportunity to anyone. Your duty as a network marketer is to provide information. If the person you provide information sees value in what you're promoting, you don't have to sell for a minute...they'll sell themselves.

FACT: People hate to be sold. They love to buy, but hate to be sold. Why? Because if they feel they're being sold, it triggers a defense mechanism. They lose control of the situation and any purchase made feels as if it wasn't their decision, it was the salesperson's. If they were to join your opportunity under this pretense, you run the risk of them regretting their decision because they felt pressured, thus adding to the risk of them quitting before realizing what their business can provide for them.

An idea makes sense to people based on how it benefits them. If a family of six needs a new vehicle, chances are they're not looking for a compact car. The idea of owning a car that small simply doesn't make sense because they'll never be able to fit the entire family. A van or SUV is far more practical.

From a network marketing standpoint, the idea of starting a home-based business will make sense to people on a variety of levels. They may like the idea of leveraging their time by creating their own schedule and working full-time from home. Or, they may want to generate an additional stream of income that enables them to live a more comfortable lifestyle.

Perhaps they're tired of their job and want an alternative. Or maybe they're looking to improve their health and the product they use has helped them so much, they want to become a distributor for it as well.

The possibilities are endless. A person's "why" defines their mission and how strongly they'll focus on reaching their goals. And as you present them your opportunity, you never allow yourself the chance to determine these factors if you're constantly trying to sell from the point of first contact.

Used car salesmen have developed a rough stereotype in the United States. When the word "sales" is uttered, most people's initial thought is that of a guy in a plaid jacket with matching pants, suspenders, greasy hair and a tie that hangs just below the chest. Despite their need for a car, most people fear this is the person who will approach them on the lot. And, inevitably, this is the person who's going to rip them off.

So, knowing the strength of this stereotype, why put yourself in a position for people to view you in a similar way?

Instead of approaching each of your prospects with the mentality of "I've got to sell this person right here, right now," enter the situation with the mentality of simply being yourself. Don't oversell your opportunity, product, or compensation plan.

Get to know the person who you're speaking with. Talk about their needs, goals, and values. Get to know their likes and dislikes. Discover their experiences and views of network marketing. Don't immediately launch into a diatribe of how revolutionary your product is or how rich the compensation plan is going to make them.

People simply don't want to hear that. They want to know they'll be working with someone who cares about their success and will show them how to grow the business so they can reach the goals they have set for themselves. That's it.

There's a fine line between controlling a conversation and blatantly selling an opportunity. You want to keep the attention focused on the subject at hand and find out as much about the person's reason for researching your opportunity. Provide them with answers to their questions and listen to what they have to say. You may find something in their words that makes your opportunity a perfect fit to their needs.

From there, if they can visually see themselves being successful within your opportunity, they'll make the decision for themselves.

Remember: your role is that of information provider, not salesperson. Be there to coach, mentor, advise, teach, and lead. But never, EVER, to sell.