Introducing the SHARE method
By Buck McMurray
“People don’t care how much you know, until they know how much you care.”
Have you heard that phrase before? It is often quoted in sales trainings, business seminars, even our opportunity meetings! It’s intended to help us keep in mind the true reason behind why we’re sharing bioactives with our friends and family.
Let me give you a quick example. It’s a bad example. Sometimes, only sometimes, when you go to a restaurant, you’ll get a waiter or waitress that lays the “niceness” on extra thick. You know what I’m talking about? Their voice jumps up a few octaves, and sometimes they even take on a strange mid-Western accent. You can tell they’re not genuine in their service. You can tell what their real motivation is – a fat tip.
Now, contrast that with a good waiter or waitress. One who is sincere, brings you drinks when they notice you’re running a bit low, and maybe even throws in a dessert for free. They’re motivation is good service and making people happy.
Yes, it’s true; at TNI we do earn commissions. And yes, we’re recognized for our success. Those are great things, but they shouldn’t be at the core of why we’re building customers and recruiting IPCs. We should be truly motivated to help others understand the benefits of bioactives and a bioactive business. We should be motivated by the desire to help others have experiences similar to ours. The truth is customers can tell when we’re sincere. They can tell when we’re “selling.” They can also tell when we’re passionate and genuine.
Studies show the best way to build trust in customers is by listening. Listening allows us to really understand where customers have the greatest needs. Asking questions allows us to help our prospects really understand the severity of their problems and concerns. As we listen, we are showing that we care. Plus, we’ll know which products will best suit their needs.
Using these best practices, we at TNI have developed a program to help our IPCs be more successful in their efforts. We call it SHARE. SHARE stands for Start, Hear, Answer, Reassure/Resolve, and Enroll. By following SHARE principles, you’ll listen to customers and potential business partners, you’ll better understand needs, and most importantly your customers and potential business partners will know how much you care. As the axiom goes: if they know how much you care, they’ll care about what you share.
Over the next few weeks, we’ll be focusing on each area of the SHARE method to help you be the best bioactivist you can be. Stay tuned to goNoni.com for tips on how to Start, Hear, Answer, Reassure/Resolve, and Enroll
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