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MLM Script 2: How To Handle Objections
Okay so if you read my last MLM Script “What to Say to Your Prospect When the Phone Gets Heavy”, then you should have an idea of how you need to position yourself during a call to your prospect.
You see the key thing to know about using an MLM Script is that whilst they are really helpful when you are starting out, you really do need to understand how much your “posture” affects the result of every type of relationship you build either on or off the phone. What do I mean by posture?
Well I don’t mean how you sit or stand (!) – I mean what sort of “vibe” you give out. For the purpose of this MLM script I am not going to focus on your posture, but would wholeheartedly recommend Magnetic Sponsoring if you really don’t understand this, because it is SO important. Ask yourself “Would I sign up with me?”
So what I have done below is to give you an idea of what to say (and in some cases, HOW to say it) when your prospect raises difficult questions or objections during your conversation. As you get more experienced, you will find that these objections don’t get raised half as much – why? Because quite often you are sub-consciously inviting these questions by your insecure tone of voice or the words you say.
Use this MLM Script as a guideline to keep you on track – You should bear in mind at ALL TIMES that your prospect is only ever thinking about 2 things when looking at your business:
a) Can I do this?
b) Will it work for me?
MLM Script Response 1 – Is This A Pyramid?
Ha – I love this one and although many people respond differently – my favourite response is this (said with a tone of amusement!) “Are you serious? – You’re joking right? No, this is Network Marketing”, and then move quickly on to the next question. My esteemed colleague Ray Higdon NEVER answers this question – he says “Are you serious, Really ?? – Well if that’s what you think, this is probably not for you!!”
Do not get embroiled in a lengthy description of why Network Marketing is NOT a pyramid scheme because it looks like you are being defensive – just give the question the disdain it deserves and move on !
MLM Script Response 2 – How Much is It Going to Cost Me?
If you get this question, then without realising it, you have created a “selling” environment – your prospect has switched off from their emotions of why they are looking in the first place because you haven’t been probing them for their “why”. To correct this you need to say something like (if it’s true!)
“Well [name] it costs you nothing to take a look and it costs you nothing to actually register with the Company, but let’s go back to what it is you are looking for. You mentioned that you really wanted ……… what plans are you putting in place to achieve your goal ………. how serious are you about that?” People will ALWAYS be able to find the cash for something if they really want it – you just have to dig deep to find their “why” .
MLM Script Response 3 – How Much Money Do You Make With This?
This is actually a very daft and cheeky question to ask and yet many people ask it, so we need to look at why. Your prospect is looking for verification that you can show them how to do this so the simple answer is:
“What I make in this is irrelevant because it’s not about me, it’s about you and how much time and effort you are prepared to give to your business to achieve ……..(whatever it is they desire). I can show you a duplicatable formula for success, but it’s whether you are the type of person that will work hard to achieve what you want and not give up at the first hurdle – how serious are you about starting your own business?.”
Cedrick Harris, another master prospector says “What I make is irrelevant, because YOU can’t spend MY money!!”
MLM Script Response 4 – What’s This All About?
If you get this question – then you have either
a) bored your prospect, or
b) they are just very impatient with your questions
Be careful here because some personality types (“digital” people) prefer to just have the facts and do not necessarily enjoy small talk, however you do NEED to find out their WHY before you start your pitch so that you can relate the business back to their goals throughout the conversation.
If you think they are just bored, then you need to take control of the conversation and be assertive by saying (a Dani Johnson favourite) something like:
“What this is all about is me interviewing you to see if you qualify for my time and efforts to help you build a solid business – tell me are you someone who is even open to making an additional income from home”
A slighter softer approach for someone who is just a bit impatient:
“Well what this is about is me interviewing you to see if you are someone I would be interested in working with , it takes a great deal of time and effort on my part to help someone achieve success in their business, and we will be working together a lot, so I just need to find out a bit about you okay?
And then ask another question without waiting for their response.
If your prospect is just rude, then DO NOT BE AFRAID to just end the call by saying: “Okay, look I can see that this is clearly not for you, so I’m going to end the call, but look I do wish you the best, okay, Good-bye”
Rude people are just a waste of your time and your time is valuable.
MLM Script Response 5 – I Don’t Think I Have Enough Time to Do This.
This is a common one and may be a very genuine concern and the first part of this response comes from my MLSP colleague Ray Higdon in one of his amazing webinar trainings:
“You know what’s funny in life is that if you want something done, you have find a busy person to do it wouldn’t you agree? Busy people get the most done. If you’re saying this because you don’t think this is right for you, then that’s fine, but if you think this requires a huge amount of time, then you’re wrong. What were the reasons you were even considering a home business?”
“We all have 24 hours in a day, so what separates those that turn their spare hours into an income producing business compared to those that sit down and watch television?”
You will notice a common theme, that we need to bring the conversation back at all times, to their emotions. This is when they are really OPEN to taking a look at what you have to offer.
For live prospecting training webinars from the master prospectors, take a test drive of MLSP the MLM marketing system of choice for just $10 today.
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