The 10 Second Rule: Persuasion Or Manipulation
Network marketing, direct sales, and all sales relationships are exactly that: a relationship-building process.
Both persuasion and manipulation leave out a key ingredient in sales, which is service.
Do Not Use Persuasion Or Manipulation
The word sales comes from a Scandinavian word meaning ‘to serve’.
When sales representatives seek to persuade or manipulate the potential client or future consultant, the focus is on what they themselves personally want, not what the customer wants.
Effective Sales Consultants
Good sales consultants, the sales person who can literally sell ice to an Eskimo, are individuals who keep the focus on what the customer wants, not what the sales rep wants.
All sales consultants know that everyone is a lead.
The philosophy that the really good reps operate under is that it is their job to figure out which need they can serve in each client.
In the classic “sell ice to an Eskimo” scenario, the salesperson discovers the need to build an igloo and then can sell ice to an Eskimo.
He or she does not persuade or pressure the Eskimo to buy ice!
The 10 Second Rule
Using a question and answer technique, a good salesperson can find out how they can help their prospect rather than manipulating them.
I call it the 10 Second Rule.
The 10 Second Rule goes like this:
- Share for 10 seconds or less and ask a question.
- Listen to the answer.
- Share for 10 seconds or less with clarifying information and ask another question.
- Listen to the answer.
- Share for 10 seconds or less with more clarifying information and ask another question
Here are a few examples of 10 second rule in action:
The goal in the 10 second rule is to keep the focus on others. Whether it be your kids, new friends, your husband or any situation. You can practice this for the rest of your life and you will never get it perfect.
And yet the more you practice it, the more you be putting the focus on others and sooner or later you will find gold.
Example #1 – Kid Was In A Fight
- Kid got in a fight.
- Oh, Johnny what happened?
- Jason hit me and I got mad and hit him back and then we were fighting on the ground.
- Oh, jeez you look like it hurts, why did Jason hit you?
- I took his phone just to look at the Angry Birds game and he just hit me.
- Well, I hate it when you fight. Did you ask him first if you could look at it?
Had the child just walked in the door and you launched a screaming fit at him you would never have uncovered the real details!
Example #2 – Out And About
- Checkout at grocery store
- Hi, oh my what beautiful children you have, how old are they?
- Thank you, Jeremy is 10 and Amy is 12.
- Nice! You two sure are cute! What are your Summer vacation plans?
And that continues. Share for 10 seconds or less and end in a question, listen… then respond with clarifying information and end in a question.
It is NOT all about business! It IS all about keeping the conversation going!
Example #3 – At A Home Party Check Out
- You looked like you had a lot of fun tonight, what was your favorite product?
- I really was impressed with the…
- Cool, I see that you did not get that though, what is stopping you?
- I will wait till the next show, I got enough already.
- Well, You really looked like you had fun today, I bet you would be a perfect host. Would you like to have a show of your own and get that for free?
The point is that it does not matter what the question is.
If you ask enough questions, sooner or later you will find something you can serve.
Don’t Persuade Or Manipulate!
Truly effective salespeople do not persuade or manipulate.
They focus on their lead, customer or potential consultant and learn more about them and their needs, so that they can then offer them a solution in the form of a product, opportunity or service.
The 10 second rule keeps the focus on the other person and allows you to leave persuasion and manipulation out of the picture entirely!