The Plain & Simple Truth About Objections

"The Plain And Simple Truth About Objections"

What is the first thought that pops into your head when you hear any of
the following:

"Is this network marketing?"
"Do I have to do any selling?"
"Is it going to cost me anything?"
"How much money have YOU made so far?"
Do you cringe when prospects say these kinds of things to you? Do you
wish you had something magical you could say that would overcome these
objections? If so, guess what: YOU'RE the problem, not your prospects.

You see, you're not hearing objections at all. You're hearing questions.

A question is not always an objection. Sometimes we unnecessarily
perceive questions as resistance and many times that's simply not true.
We need to know the difference between a question and an objection.

Now, are some questions objections? Sure.

How about these for example:

"Is this one of those pyramid scams?"
"If this is so great, why ain't you rich?"
"Why don't you go out and get a real job?"
"Would you like to leave on your own power or shall I throw you out?"

Yes, when you hear these kinds of questions, you're getting objections
and a good way to deal with them is to gracefully disqualify those
prospects and move on.

But, when a prospect asks a logical question, why not simply respond to
the question and not assume that you're getting an objection.

If a prospect asks if it's network marketing, answer with a yes and ask
how he or she feels about network marketing.

If they ask if they have to do some selling, tell them they can if they
want to.

If they ask you how much money you're making, tell them it's none of
their business.

You will be amazed at how powerful you can be when responding to
questions and/or objections head on without avoidance, assumptions, and
pretensions.

Look at it this way; all questions are good. They either show interest
or they are objections that create opportunities. Yes, opportunities.

You'll get to have some fun.

For example, when you get real objections, you can:

Disqualify your prospect. (Disqualifying is fun and you save your
valuable time.)


Practice your scripts and dialogues without risk. (Hey, these prospects
are no good; you have nothing to lose.)


Test your sales skills by trying to overcome the objection.


Use objections as opportunities to close (Another article).


Improve your sense of humor. (Your horror stories will be funny later
when you tell them to your downline.)

But, the best strategy of all for dealing with objections is to not let
them happen at all. That's right, you can avoid objections altogether by
learning to present your program with a structured, question-based
presentation that is designed to eliminate objections before they come
up.

To sample a presentation that can eliminate 100% of the objections
you've been getting, you may want to attend a FREE TeleClass on the
"Selling By Attraction" training program.

Now, let me ask you something: Do you know the difference between a
question and an objection and do you know how to respond to both?


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Quote

"If you don't learn to eliminate or overcome objections, you will never
make any real money in network marketing."

-- Hilton Johnson

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Cool Resources

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(I was fortunate enough to have read the manuscript and I was so moved
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Frank Keefer has agreed to join the staff of MLM University as a coach
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Until the next issue...

Hilton Johnson,
The MLM Coach™

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