How to Overcome Objections in MLM
Mission Statement: To provide the
necessary training
that 95% of all sponsors fail to
teach.
Contents:
- 2 Philosophical Approaches!
- 6 Steps to Overcoming Objections!
- Be A "Good" Boy Scout!
- A Wall Of Confidence!
- Ask Questions!
- "Pin Point" Their Concerns!
- Prospect Agrees!
- Transition Thru All Concerns!
- Conclusion!
- Final Note!
|
Overcoming Objections |
If
you have been in networking long enough you have had your share
of
objections. Some of the more common objections are:
- I don't have enough money!
- I don't have enough time!
- The products are expensive!
- I don't know anyone!
- I need to speak with my spouse!
- I am not a
salesman!
|
2 Philosophical Approaches |
Two
of the most common philosophies today that are used to break
down
objections are:
- Feel, Felt, Found
- Answer objections with questions
For instance:
I don't have enough money!
Your
response could be:
"how much money are you short"? Or, "John, I know how you feel, that is exactly the way I felt, but let me tell you, once I found out once I looked at it much closer...........
Personally, I
enjoy asking questions instead of beating over the
head.
|
6 Steps to Overcoming Objections |
Step:
1 Be A "Good" Boy Scout
We have already mentioned the most common objections. Being a good "Boy Scout" entails being prepared. If you are presenting a project to a class are you going to go in without reviewing your material over and over again?
Why would anyone get on the phone without have these objections written down and answered. How easy is it to look at your paper when speaking on the phone? Can your prospect see your papers?
Step: 2 A Wall Of
Confidence
Folks, the only way you
are going to succeed in this business is if you are
confident in yourself,
upline, products and company. The only way to gain that confidence is to
dig in and get educated on the products, company, systems, etc.
You must speak, smell, and walk with confidence. Especially on the phone!!
Prospects can here your excitement, the can sense your uneasiness, and they can read the hype.
Prospects and companies that rely on hype, lies and mis-information when they don't have much going for them.
Think about it, the companies that have the strong products, strong pay plans, great systems, training and support never talk about "ground floor", never talk about "make a million dollars in 30 days", or are talking about "sponsoring nobody and your home free".
Be confident in YOURSELF! Be confident in the industry! And then PRACTICE! will make this a possibility.
Step: 3 Ask
Questions
Hopefully you have spoken to your prospect ahead of time explaining that you have received their request for more information. During this time you have also tried to gather as much information on your prospect as possible.
Note: we discussed this in a previous edition of SAFE MLM COACH, if you have not read it please email me and I will send you the entire copy. Mail to:riverfront@bentonrea.com with "Questions" in the subject.
PLEASE MAKE SURE IN THE INITIAL CALL that you make it very clear to your prospect that you will be calling back to review the information sent and that you are going to answer all the questions they have.
Now many times on the follow up calls distributors go into their very own tutorial of how "great" this company is. This is not the time to start a tutorial.
This reminds about the movie "Angels in the Outfield". The main announcer in the booth is broadcasting the games and wants all the attention, so when his color man starts to talk he switches him off and tells him, "Rex, less is more". Simply stated, "the less you talk the better".
Same with networking, ask questions and BE QUIET! The goal or bottom line on this 2nd call is to gather as many objections as you can. Get all of them laid out on the table as quickly as possible and then systematically answer them one by one. OK?
Step: 4 "Pin Point" Their Concerns
As your prospect talks and brings up concerns try to get them to talk about it as much as possible. The more they speak the more they "pin point" exactly what their concerns are. Sometimes you will find out that the money objection is not an objection just a defense mechanism. They want to make sure this is a "good investment". This is happens a lot when you are speaking with a brand spanking new prospect in MLM.
When allowed to speak more, you might find out that your prospect "has money" they are just not sure if this is a good investment in time, money and effort.
You will never find this out unless you "pin point" the objection and allow them to speak. Now that you have "isolated this particular concern" your "cheat sheet" that is laying in front of you, will definitely help. You might want to get with your upline and discuss these objections with them and write down their answers.
Step: 5
Prospect Agrees
After you have answered their particular objection simply ask your prospect if they agree that you have answered their concern.
"John, can you see that the investment you are making in our program is more value than you thought? For (X amount) of investment you will receive, FREE websites worth $50 per month, FREE leads worth $75 a month, FREE systems $25 per month, etc. So the total package you are investing is $100 per month but in reality you are receiving over $250. Now isn't that a great deal or what?
Step: 6 Transition Thru All Concerns
This is
very simple, if you were keeping notes on your conversation. In this example
John was concerned about money, but you "pin pointed"
the concern and it
was more of an "value of investment" concern. He might also have a
concern about "who to speak with" and is it easy to use your sponsoring
system. Just like above we will systematically answer all their concerns and
then finish with this question.
"John, based on what was presented, have we been able to answer all your questions? If they say "no" then you must go back and answer it. If they answer "yes" then transition to the close. Depending on how you enroll your members/distributors you could use this:
"John, is there anything preventing you from getting started right now"? If not then three way them into the company and sign em up. Or if you use an application here is another approach.
"John, grab the application and together we will fill it out, right now, OK"?
|
Conclusion |
Many times we get
frustrated because our prospects can't see the opportunity. This is a direct
result of not be prepared. Your material must present your program in a
clear and concise way. It must be
professional and so must you. Objections
are real, and your answers need to be real. Please spend time writing
down answers to all the objections you have received.
Vary your answers until you have them down. As with all phone scripts I have been handed, I begin to use them and soon I am changing them to match how I speak. It makes no sense answering objections in someone else's vocabulary. That is not natural and the phone conversation must be as natural as speaking to friends around a camp fire. Once you have established that your closing rate will dramatically improve.
Always Remember: We are Dedicated to Your Success
Happy TEAM building to you and your downline.
Bob & Sue Alter
15 Years of Coaching High School Baseball & Football as well as MLM Coaching since the early 1980's. Bob lives on the Yakima River in Prosser, Wa. With his wife Sue, two kids, Robbie & Kirsten, and their dogs named Cougs, Champ, Cammie and CJ. Christian Network Marketing Consultants
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6 steps to overcome mlm objections
