Mary and Ben struck gold because they listened for it. Judy’s values, and
all prospects’ values, are golden. They are what will motivate and sustain
yours and Ben’s and Mary’s and Judy’s businesses.
A wise friend once told me an observation attributed to Abraham H.
Maslow, “When all you have is a hammer, every problem looks like a nail.”
In network marketing, you will have to determine what hammer you have
been using. Your hammer consists of your values, and especially your most
important values. If your hammer is fun, or money, or travel, or hard work,
then you might be inclined to approach all your prospects as if you can fix
their problems with your hammer.
Think about it. Network marketing businesses offer many, many oppor-
tunities for people. Not everyone wants money, even if you do. Not everyone
wants to have fun, even if you do. Not everybody wants order in their lives,
even if you do. Therefore, treat each prospect with respect and with anticipa-
tion about discovering their values. You will get to hear what is important to
them. Their problem is often something missing in their lives: time, money,
lifestyle, recognition, respect, relationships, freedom. You can show anyone
how your business opportunity would be the perfect fit.
Mary’s closing question to Judy (knowing that Ray will support her) is,
“Judy, if I could show you how to work with women who need more time
with their kids and better opportunities to make money without working
themselves into the ground, would you be interested in hearing about it?”
Now, do you think Judy is going to refuse? I don’t.
What Ben and Mary learned to do and what everyone in network
marketing will benefit from is looking at your business opportunity from
many different angles. Make a list of some of the values your business hon-
ors. My business offers these opportunities/values (add whatever you think
is appropriate):
Lifestyle change More time
Freedom Adventure
Recognition Prosperity
Relationships Contribution
Security Joy
Power CommunicationThis is the short list!
Try it again and come up with 10 values that can be found in your
business.
Hold your business in one hand and your prospect in the other. Then lis-
ten for what your prospect values, and listen for what is missing from his or
Values-Based Selling 133