Tim Sales MLM Training - Are You Creating The Objections Yourself?
How often do you find yourself half way through a conversation with your MLM prospect, thinking everything is going well, and you are hit with the objection "Is it one of those pyramids?" or "How much are you making?" I don’t wish to appear rude, however, are you creating the objections yourself by the way you are conducting the conversation? Are you focusing on the right thing?
I remember at the time I was just starting to build my network marketing business and was going through the same learning curve that many of you may be going through now, I so wanted to be successful and I was looking to my upline for guidance and support. I was also hoping to get the most effective training to help me build my MLM business.
I was getting the objection, "Is it one of those pyramids?" all too regularly so during one discussion with my upline, I told him that people keep asking me if this is a pyramid. His very matter of fact reply was "You know, it's a very common objection. You're going to get it all the time".
So, I continued to work at growing my network marketing business and sponsoring new prospects as best I could by getting more and more effective at handling that particular objection. However I still kept asking myself "are you creating the objections yourself?", because if all of my upline's downline, meaning my sidelines and everybody else, were all getting this common objection, was it because the upline was actually teaching us to create the objection. It then dawned on me that I was actually causing it and the reason for that was in the way I and others were being trained to conduct conversations with our MLM prospects.
And so I set out to prove it to myself, and I just altered what it was that he told me to say and wow, I didn't get that objection anymore. And then I began to alter quite a bit about what I said. Over time, I kept practicing and developing my own scripts and I was able to prevent the majority of objections.
So, the best way to handle an objection is to prevent it and not create the situation where you are almost inviting your prospect to raise it. Let me give you and example.
One of the ways that you can create this particular objection, almost every time, is just to keep going on about money and income. If you keep talking about money, you run the risk of making your prospect very uncomfortable especially if you are talking the kind of figures that, to them, are just unrealistic. And any time you get outside that prospect's comfort zone of money, you're going to get the pyramid objection. You'll generate this objection, whereas if you stay interested in your prospect, which you should be doing anyway, and just talk about their needs and wants, and if they say they'd like to make some extra income or they'd like to do something different, you have something to work with. Of course, you and your prospect will want to talk about money but do so in the right context and at the right time.
What I mean is that, if you continue going on about money or in terms that take your MLM prospect out of their comfort zone, you'll create that objection. Do what you can to prevent that or similar objections being raised. The way you prevent it is don't talk about the money. Talk about them. Talk about what money would get them. Freedom, time with the family, away from traffic, back at home, on the golf course, whatever it is that is interesting to them. This should not be too difficult because if you have been trained properly in managing conversations with your prospects, you will know exactly how to focus on them, how to be interested in them, and gather all the information about what they need, what they want.
So, think about it, are you creating the objections yourself?
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