Here’s another great tip from Tom ‘Big Al’ Schreiter.

“Pushy salesmen don’t get it.

So I get this phone call. The caller says, “I want you to be my customer.”

Nothing like starting with HIS needs to build rapport.The caller went on about how he wanted me to change my electricity, sign up with him, how it would help his business, and never once asked me if I had a contract, if I was happy with my current supplier, or even if I had an electric bill!

Was his service good? Yes.  Were his service prices good? Yes.  But he had already set up walls with his sales pitch about what he wanted.

He was a “Solution Pusher” and not a “Problem Solver.”

What should have his approach been?

  1. Create rapport.
  2. Make me realize that I had a problem with my current supplier of electricity. Maybe that it was too expensive, or no customer service, or that I was giving my money to a nameless corporate company and not helping a friend.
  3. Then offer to solve my problem as a friend who had built rapport.

So what did I do? I did what most prospects do. Gave a false objection just to get the pushy salesman off the phone.

We are not solution pushers. We are problem solvers.  Bob and Anna Bassett

Most people think of selling as pushing their solution to someone who doesn’t know they have a problem.

Selling is a lot easier than this. All we have to do is:

  1. Build trust and rapport.
  2. Find out if they have a problem.
  3. Make sure they know they have this problem.
  4. Ask them if they want to do something about it, and only if they say yes …
  5. Present our solution.

Really quite simple, easy, and fun.

Nobody wants to hear our solution until they have a problem, know they have a problem, and want to fix their problem.  So wait.  Don’t tell your prospect your wonderful solution until they are ready for it.

And here’s a bonus hint for turning off the salesman alarm:

As soon as you suspect the prospect is feeling that he is being sold to, instead of helped, ask this question:

I am sure you have a lot of questions, so what would you like to know first?

This simply puts the presentation back into the control of the prospect so that the prospect doesn’t feel talked to.”

For dozens more great MLM Success Tips like this, you might want to visit

Bob and Anna Bassett
Tom ‘Big Al’ Schreiter’s 25 Skills
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