Part II of the Objection Handling series, we went deeper into handling common objections with the Feel, Felt, Found technique, Questions technique and lastly the Isolation technique. If you haven’t used any one of these, I highly recommend you read Part II and start implementing those right away.
In this post (Part III), I will discuss the technique of story telling that is sure to get you on your way to closing more prospects.
So let’s jump right into it, shall we.
Stories
Telling stories is probably one of the most effective ways of handling objections; as it allows the seller to suspend time, draw mental images in the prospect’s mind and trigger the right emotions. It’s sort of an indirect selling method that appeals to a whole different geographic location in the brain.
The story could go something like this:
“You know Bob; this whole network marketing thing has always been something that I thought I couldn’t be successful at mainly because I didn’t consider myself a salesman.
But after being let go from a company that I gave over 10 years to, I had no other choice but to find another source of income stream to support my family. So, I decided to give network marketing a shot in spite of the fact that I knew my friends and family were going to ridicule me when they found out.
At first, I thought I didn’t have the money to get started but then I realize with the situation that I was left with that I couldn’t afford not to. And to my surprise, it took me only a few days to actually get the money to start.
Before I knew it, I started making money and I got back the money I invested into this by the end of the 3rd month!
The only problem I have now is those same friends and family members who said I was a fool for getting involved with that pyramid scheme are the same ones chasing me down asking me how can I can afford to quite my job and have the time to spend with my kids…”
Here’s how this story overcomes some objections:
“You know Bob, this whole network marketing thing has always been something that I thought I couldn’t be successful at mainly because I didn’t consider myself a salesman.”
This statement is where you acknowledge to the prospect that you were just like them. You addressed the objection of having no experience with sales and not wanting to learn something new.
“But after being let go from a company that I gave over 10 years to, I had no other choice but to find another source of income stream to support my family. So, I decided to give network marketing a shot in spite of the fact that I knew my friends and family were going to ridicule me when they found out.”
Here you addressed the fact that you also have a family and the need for additional income. This establishes that you two have some things in common which builds trust. As well, you handle the objection of being viewed as a fool in front of your friends and family.
“At first, I thought I didn’t have the money to get started but then I realize with the situation that I was left with that I couldn’t afford not to. And to my surprise, it took me only a few days to actually get the money to start.”
This addresses the BIG money objection.
“Before I knew it, I started making money and I got back the money I invested into this by the end of the 3rd month!”
This sentence handles the objection of financial risk by showing the return on their investment.
“The only problem I have now is those same friends and family members who said I was a fool for getting involved with that pyramid scheme are the same ones chasing me down asking me how can I can afford to quite my job and have the time to spend with my kids…”
This addresses the objection of being looked at by others as a fool for getting involved and by showing that by following through with you goals you end up having the freedom to work from home and more time to spend with your family.
Now, after you tell the story, you must ask the prospect to take action. For example, you might say
“Based on what you have shared with me, I really believe getting involved with this opportunity could help you achieve your goals and dreams like I did mine. So let’s get you started today, do you use Visa, MasterCard or American Express?”
You see, stories can actually work in your favor by giving you an opportunity to address several objections at once before they ever come up. By taking the top 4 or 5 objections that you often get from individuals, creating a story around them, you get the prospect to see that the consequences of not buying from you, get them to look past false evidence and past experiences, and as well get them to realize that you have shared similar concerns but overcame them.
Next, I will discuss a fundamental objection frame technique called the ARQ that you don’t want to miss. This technique can be used with each and every objection that is ever thrown at you. Stay tuned.
To Your Success Beyond Beyond!!
So tell me how have these techniques been working for you? Do you know of any other methods that have helped you in your closing success? Please share and retweet with you team members these very useful techniques.
P.S. If you want to sky rocket your closing ratio as well as take your business to another level then connect with me and I’ll teach you the blue print to generating more leads than you will have time for.
A few days ago, I did a post on choices and how they affect our business and everyday life. And by simply , you are literally shaping your own future.
If you want success in you MLM business there are numerous things that you can do. However, the first thing you should do to get on the right path to your network marketing success is find and associate with people who are headed in the same direction as you. Seek out people who can teach you what you need to know.
Take a listen:
So, who are you spending time with? Is it with other people that truly support and inspire you? Is it with individuals that bring out the best in you?
Your success depends on association with other entrepreneurial men and women who have great ideas, a broader perspective and who are already achieving the kind of lifestyle you visualize for yourself.
Do me a favor … get out the chicken coop and start soaring with the eagles.
To Your Success Beyond Beyond!!
P.S. – Share, comment and re-tweet you thoughts. And if you are looking for a way to get off the ground and start soaring with the eagles then click here ==>YES, I’m Ready To Start Soaring With Eagles
Insanity
Main Entry: in·san·i·ty
Pronunciation: \in-ˈsa-nə-tē\
“Doing the same thing over and over and expecting different results.”
Now, there has been different opinions on who exactly said this Einstein, Franklin, Twain ~ I’m really not sure.
However my point here is that a person who expects (definition: to look forward to something as probable or likely) their life to be different, expects their circumstances to change, expects to break out of the rut their stuck in, expects to stay out of the same situations they swore they would never get in again but continues to do the same things over and over and over again, in my opinion could possibly suffer from a form of insanity.
Watch this video and find out how to create a life of success and fulfillment.
Bottom Line: Become comfortable with taking risks. Your comfort zone is comfortable because it’s where you know what to expect. You have to get uncomfortable to get comfortable. Step out of your comfort zone and create the life you want for yourself.
If you are ready today to get out of your comfort zone and team up with individuals who can support and assist you towards YOU reaching your goals in life and becoming a true Hero in Network Marketing, CLICK the link below:
To Your Success Beyond Beyond!
I’m curious to know what has held you back from success? Tell us about what you did to break your insanity? What did you do differently?
If you know someone who would appreciate a little motivation please share and/or retweet this post. Its greatly appreicated.
Question: Why is it that it seems as though successful people keep getting successful?
Think about it.
Luck maybe?
Nah…I don’t think so. Now if you said because of their THINKING. You are absolutely correct.
Successful individuals have found the formula to success, their thoughts. Whether you know it, your subconscious is hard at work creating what you tell it. Did you know that your subconscious really wants to please you and because of its desire to please you, it will do what you think.
If you want your external world to change you MUST change you internal world first. And when the two are not harmonious it starts to create confusion inside your body, causing you to feel stressed, overwhelmed, tired and an overall sense of unhappiness.
How do you stop the sabotage? Pay attention to the the video below.
Bottom Line: When you change your thoughts and get the mindset of no limitations, you will become totally unstoppable of reaching your desires in life.
Now, Whats on your mind? Give me some feedback on your thoughts? Share and re-tweet if your colleagues, family and friends could you use some personal growth nuggets.
Everyone has heard of the saying “The Grass Is Greener On The Other Side” right? Well, this age old proverb usually refers to how we look at other people’s lives and things that we don’t have through a different set of lenses.
It really comes from the idea of looking at someone’s lawn and seeing it as better looking, healthier and overall greener then our own. When in reality, we really don’t know how that lawn got that way. What we see is the after affect and don’t know the process that it took to get it that way.
The Lesson:
If the grass is greener on the other side, you can bet that the water bill is higher.
What does your lawn look like? Feel free to share this nugget with you friends, family and associates and as well re-tweet it.
In Part I of the Objection Handling Series, we discussed the need for adopting a more passive, questioning, flexible and empathic approach to handling prospects objections.
This is important because manipulative objection handling tactics may get the prospect to say what you want, but it will not get him to say what you need him to say.
We also took a brief look at some of the most common objections and in this article we will look at some of the most brilliant and effective ways for overcoming MLM objections.
Now, it’s important to understand that you are always communicating. If not by words, you are always conveying messages through your non verbal cues – such as body language, facial expressions, breath, eye patterns and tonality.
Keeping this little fact in mind will go a long way in helping you chop through the prospects objections by using the following objection handling techniques:
Objection Handling Technique 1 – Feel, Felt, Found
Using the Feel, Felt, Found objection handling method allows you to get the prospect to relate to you feeling the same way. Relating to the prospect on that level lets them know that at one point you felt the same way however after looking at the opportunity allowed you to see the whole picture. Therefore, just maybe it’s worth the time to take a look at the opportunity. It may go something like this:
Objection: “I’ve tried that before and it didn’t work”
Response: “I understand exactly how you feel, believe me Bob, I’ve felt the same way. I’ve tried many things before as well. But what I found is that X-company is totally different. I had no idea the income potential that is available and the fact that there is a world wide interest in the product made me rethink my position.
Objection Handling Technique 2 – Questions
This is another very powerful method of handling objections if used correctly. Asking questions allows you to get the prospect to focus directly on a certain area. For example, if the prospect says
Objection: “the price is too high”
Response 1: “Great Bob, I can appreciate you sharing that with me. Let me ask you a question…the price is too high in comparison to what?” (silence – first one speaks loses)
Response 2: “Great Bob, I can appreciate you sharing that with me. Let me ask you a question…how much will you be willing to pay for an investment into yourself?” (silence)
Objection: “I don’t have the time”
Response 1: “Great Bob, I can appreciate you sharing that with me. Let me ask you a question…When will you have the time?” (silence – first one speaks loses)
Response 2: “Great Bob, I can appreciate you sharing that with me. Let me ask you a question…How does that make you feel – not having the time?” (silence)
Objection Handling Technique 3 – Isolation
If questions do not work then you need to isolate and zero in on the prospects exact concern(s) ~ the microscope effect. This method is great to eliminate a prospect from giving you objection after objection.
Objection: “I don’t have the money”
Response: “I can appreciate that Sue. However, other than the money, is there anything else that is preventing you from taking action today?” (silence)
Objection: “I don’t have the time”
Response: “Other than the time Sue, is there anything else preventing you from moving forward today?” (silence)
Next, in Part III of the Objection Handling Series, I will go into why stories are so valuable and as well share a few other methods that can be used to handle the most common objections.
Remember, objections are part of the process and should be welcomed because it denotes an expression of interest.
Do you have any good responses to objections? Which objections do you frequently get from your prospects? Share and re-tweet to your business partners and others that could benefit from these methods.
P.S. – Ready to go to the next level with your business? Give me a chance to share with you the strategies and techniques that I’m using to catapult my business. You too can find true success in your business by completing the form above.
When a network marketing prospect says to you, “Let me think about it” or “I don’t like that product or service”. Does your heart feel as though it’s sinking, or how about your stomach going into turmoil? If you’re like most people, the first sign of an objection from a prospect your mind tends to shift into overdrive trying to figure out how to handle MLM objections, right? Well, that’s a nature feeling when it comes to a prospect’s objection. Or is it really an objection?
What exactly is an Objection?
An objection is anything a prospect says or does that is an obstacle or roadblock to an easy and smooth closing. However, what you might consider to be objections may not really be objections at all, but are realities of the sales process or simple expressions of concern on the part of the prospect.
You see, every business and person has to deal with objections; and therefore learning to accept and overcome them is probably the most important business skill one should acquire. If handled correctly, objections can not only benefit you but your prospect as well.
Why do people object?
When you reject or be in opposition to someone or the company they represent, would you do business with them? Probably not.
When the prospect says your price is too expensive or they don’t like your product or they are happy with their current service provider does that mean they disapproves of or opposes you? Of course not.
There are several reasons why people object to your offer.
1. Some dislike decision making
2. Some prefer old habits
3. Reluctance to give up something old for something new
4. Unpleasant past associations with you, your company or industry
5. Resistance to domination
6. Self image is perceived to be threaten
7. Misunderstanding of all or part of the presentation
8. Prospect is not convinced
9. Hidden reasons – the stall tactic
Objection Handling
Objection handling is a form of negotiation and your every response – or a lack of one – is equivalent to pushing the prospect either towards a sale or away from one.
The art of effective negotiation lies in your ability to be patient, flexible, open, understanding and respectful towards the prospects physical and psychological barriers. As Michael Oliver once said, “Selling is the art of solving problems through patiently asking questions and listening.”
The most important part of designing an effective objection handling process is to first drill down to the most common objections. Some of the most common objections are:
- I need to think about it.
- I don’t have the money.
- I need to talk it over with someone.
- Can you fax me some information.
- I don’t have the time.
- Your price is too high.
- I am already working with someone.
- We already tried it and it didn’t work.
- I am not interested.
Next post, I will reveal some techniques as well as a series of questions to ask your prospects when the above objections come up. The techniques and questions that I reveal will keep the conversation going and gets the real objections out in the open which will help you increase your closing percentage. So, stay tune.
Why do you think people object to your offer? Which objections do you frequently get from your prospects? Share and re-tweet to your business partners and others that could benefit from these tips.
P.S. – Ready to go to the next level with your business? Give me a chance to share with you the strategies and techniques that I’m using to catapult my business. You too can find true success in your business by completing the form above.
You may be wondering why many network marketing business entrepreneurs aren’t during as well as they should be. They have the will, the desire, a rolodex full of influential people but they still haven’t broken through to success.
Well, in this video I share 4 powerful success principles that will IGNITE YOUR MLM BUSINESS……AND START TO TURN YOUR DREAMS FOR YOUR BUSINESS INTO REALITIES!
These principles are not merely ideas or opinions. They are proven laws of success that have passed the test for many top earners in this industry.
These rules of success are visible in every successful network marketing business owner and they will be of priceless value for you when building your home based business.
Follow them, and success will be yours!
To Your Success Beyond Beyond!
Which principle are you missing? Could I add to these principles? Please leave a comment and let me know what you think. And if you think someone could benefit please share it and re-tweet it.
Think about it…how many times have you given up on something because you didn’t see any progress? I know many people will not admit it but I was guilty of that. This is usually because we live in an instant-gratification culture or what I consider a microwave society where we want things RIGHT AWAY, RIGHT NOW, TODAY!
The lack of visible results in our businesses can be discouraging to say the least, right? So disheartening that the tendency is to throw in the towel.
We must realize that it could take weeks, months or sometimes a year or two to see significant changes in your business, personal development or life in general, even as those changes are happening in tiny increments every day that you make positive choices. Many people give up before they see these results, thinking they’re doing something wrong.
The bottom line, develop the patience and the perseverance to continue making positive choices, if you do, I know you’ll love the result.
So tell me, are you average?
To Your Success Beyond Beyond!
Still not seeing results? Don’t throw in the towel. Click Here => I’ll show you the exact blueprint that I use to see positive results.
This Organo Gold review is not like others. Its completely neutral and it’s intended to give you a few facts, a few tips and a few marketing nuggets that will take you on the journey of success and answer the most pressing questions about Organo Gold business opportunity.
The first question that everyone wants to know is what is Organo Gold?
Organo Gold is a fairly new MLM company which promotes coffee infused with an herb called Ganoderma or Lingzhi. Now, this is not just another Starbucks, McDonald’s or Dunkin’ Donut’s cup of coffee though. The company claims that their coffee offers several health benefits behind its product.
Adopting the MLM business model is a brilliant move for founder Bernie Chua. According to new data from the National Coffee Association’s (NCA) National Coffee Drinking Trends, there is a consistent number of consumers who continue to drink coffee on any given day, despite sustained economic challenges. This maybe the reason why the coffee industry in the US alone is one of the fastest growing industries and is slated to hit a figure of a trillion dollars by year end 2012.
When it comes to making money, Organo Gold offers seven different ways to generate income – retail sales, team commissions, and various bonuses. Now, I’m personally convinced that the primary way to line your pockets with a steady cash flow will be with the retail sales and team duplication. All the bonuses on top of those items are add-ons that are great additions.
The next question that people want to know is whether they can succeed with Organo Gold?
Absolutely! You can succeed with Organo Gold and be able to quit that Just Over Broke position. But you must be able to generate new customers and business partners and then teach them how to duplicate consistently. The challenge that 97% of all Network Marketers have is generating more leads, generating more cash flow to stay in the game and how to market their business to people who are interested. And what you need is a system with tools to market and duplicate.
So, the last question would be is there a system in place that is duplicatable?
The first thing you should do to answer this question is to determine whether you’re recruiting new business partners, and selling your product consistently everyday if possible. And as well is your team growing along the same lines. No matter how you look at it, your team will duplicate exactly what you are doing, so if you aren’t doing anything then there’s a good chance your team will do nothing. If you are just doing one form of marketing, i.e. hotel meetings, then your team will duplicate most likely through hotel meetings. You must generate new leads/prospects every single day.
For those who are asking how do you generate these leads/prospects every day? There are several ways to prospect to which some work better than others mainly because they can be easily duplicated.
Here are several marketing tips for you:
- Promote YOU as the asset instead of you promoting your company and/or its product(s),
- Generate 20-50 leads a day online instead of harassing your friends and family,
- Article marketing instead of putting flyers and post cards on cars and bulletin boards,
- Use social media marketing instead of the old school marketing i.e. pitching people in malls, grocery store lines, or gas stations,
- Attend webinars instead of home or hotel presentations, etc.
Its safe to say that if you are not utilizing the above techniques, then you are missing out on a way to leverage your offline marketing with the power of the internet. Doing so will allow for faster duplication and faster growth of your Organo Gold business.
To get you on a fast start, here are a few FREE strategies to begin to grow your Organ Gold today:
Social Media Marketing – Facebook
- Add a profile picture. Think about it for a second. Face-Book. It is ALL about your face, and you only get one chance to make a great first impression!
- Add 20-30 friends every day – be careful adding to many and Facebook will shut your account down,
- Create a Fan page that promotes YOU. Make sure you invite old and new friends everyday
- Add more content to your info page. The more content on your “info” tab of your profile, the easier that people will be able to find you when they do keyword searches on Facebook.
- Comment on recent posts from other people it can actually go a long ways towards giving yourself exposure and encouraging other users to add you as a friend.
- Most importantly, have some fun. Show your Facebook fans that your not only business minded but you like to have a good time as well. Share family and social event photos and share your lifestyle with others.
You can click here to learn how to generate endless leads using Facebook.
Video Marketing
- Record “How-To” videos giving free tips and value content about Organo Gold or any topic related to your niche audience and post them on video sites like YouTube, Viddler, etc.
- Using Social Media sites like Facebook, Twitter, MySpace, PeopleString, etc. to promote your videos is key to getting your message exposed
- Learn how to rank at the top of Google by studying video marketing including keyword research.
You can click here to learn how video marketing can be your silver bullet for your Organ Gold business.
Create and Build YOUR List
The truth be told, the power is in the list. Your primary purpose for marketing whether it be offline or online is to build your own list of followers. You see, whether you realize it, every time you send prospects/leads to your Organo Gold website or any MLM website, you are building a list for your company and not for you. That’s why is key to have your own branded blog or website.
Using an auto responder like Aweber can aid you in generating your own list as well. The benefits for your list is simple: 1. the freedom to e-mail your leads 2. develop a relationship with them 3. make offers on whatever you want 4. track statistics on visitors and clicks, and much more.
Next, you can discover even more secrets that the top internet and network marketers aren’t sharing with you. Learn the strategies to building your very own successful Organo Gold business both online and offline and gain the freedom from that rat race that you so desire to leave.
Click Here to gain instant access to those strategies NOW!!
To Your Success Beyond Beyond!!
P.S. – Do you know someone who’s in Organo Gold? Share it with them. Or maybe you found the the tips to be useful for you business. Kool. Share it, re-tweet it and leave a comment if it was helpful. Your feedback is welcome.
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