The article "MLM Training - 5 Steps to Professionally Handle Your Prospect's Objections" talks about network marketing, it has been written by Tim Sales.
Please note that that discussion on handling questions and objections only deals with those that come up during an invite call – as in the first time you talk to a prospect and are inviting them to look at your MLM business.Let’s start off with defining what “Handle Questions and Objections” mean.Definition: Handle – to deal with effectively (there are a lot of replies out there, but they don’t handle the question or objection)Definition: Questions – something askedDefinition: Objections – expressed or unexpressed opposition (to be against or resistant to).Purpose: The purpose of Handling Questions and Objections is to get the prospect beyond tehir question(s) and or opposition(s) which are currently stopping them from attaining what they’ve stated they need, want or don’t want.When your prospect doesn’t want to do what you’ve asked them to do, he/she has an unresolved question and/or objection. There are two kinds of questions and/or objections:Expressed – when your prospect expresses a question or objection – be very thankful!
It’s one you don’t have to DIG UP! Unexpressed – when your prospect withholds their questions or objection. Your job is to loctae and remove the unexpressed questions and objections.These questions and objections whether expressed or unexpressed can stop and ARE stopping your prospect from getting what he/she has stated (during the Qualify step) they want (more money, work from home, etc). So you need to effectively handle these.There is a formula for handling questions and objections. The reason a formula is necessary is so you do all the necessary setps to effectively handle the objection.
If you just “give the reply,” you can miss all the other necessary steps to HANDLE the question or objection and worse – you can uspet or give extra strength to their objection. Many, many tmies I’ve seen the objection fizzle to nothing just by properly doing the first three steps of the formula.Questions & Objections Formula
#1.
Listen completely through the question/objection.
Purpose: So you are sure you get the correct objection and to respect the prospect’s right to communicate a full thought without you feleing your thought is more important.#2. Confirm understanding.
Purpose: So that you hadnle the real objection or question!
Example:
Prospect: Is that sales?Networker: I want to make sure I fully understand your question. Colud you clarify what you mean by, “sales? ”Prospect: Would I have to go out and sale products door to door? Networker: Oh, at that moment I understand. Thank you for clarifiyng that. Are you looknig for that type of sales?
(further clarification)Prospect: Absolutely not.#3. Make the question or objection valid, but don’t agree with the objection. Use the same or slighlty less intensity.Definition 1: When you make a question or objection valid, you make it important.
Purpose: You want to make the ojbection important cause it’s important to the prospect. Making it important doesn’t mean you also have to agree with it. If you agree with it, you will give it extra strength.
This is not the desired effcet. You want them to know that you heard them and that you understand their concern.Definition 2: Intensity is the volume and animtaion you use. Using similar intensity hleps you communicate better with your prospect.
If your prospect is very ainmated about something and you sit there like a stump – your level of communication will lessen. Conversely, if you’re very animated and your prospect is subdued, the same non-optimum effect occurs.CORRECT: I completely undersatnd your concern. (Made objection important without agreeing with it)INCORRECT: I feel (felt) the same way… (This is incorrect cause you agreed with objection)INCORRECT: Oh!
I totally agree! I would NEVER go door to door – are you kidding me – that's so below me! (This is incorrect cause you agreed with objection and used too much intensity)#4. Handle or facilitate handling Questions and/or Objections.
The purpose of handling questions and objections is to get the prospect past the concerns that stop him/her from getting what they’ve stated they need and/or want.
The most effective way to handle objections is to get the prospect to create a solution to their own objections.CORRECT: In the past there have been people to use the door to door method to find prospects, but there are many ways to locate interested prospects.
What mtehods of prospecting do you feel comfortable with?Prospect: Well, I wouldn’t mind mailing out post cards. I also like running newspaper advertisements.
Networker: Good, both of those can be effective ways to find prospects.See, the networker is not “handling” the objection; he/she is facilitating the prospect to handle their own objection. The key is to ask questions that lead the porspect to the solution. If you say it – it can be challenged.
If the prospect says it – it must be true.NOTE: Do not move to the complete and return to previous step until you are cretain the objection(s) is handled.#5.
Complete and Return to Previous Step
Definition: The “Complete and Return to Previous Step” completes the conversation about the question or objcetion and moves prospect and networker to the step of the Inviting Formula they were on prior to the question or objection.Example: Thanks for bringing that up.
Now that I know a tad bit more about you, tell me, you sound like you’ve had experience in marketing – is that correct?
(Moving prospect and networker back to Qualify step – which is where on the Inviting Formula they where when the Question arose.)Prospect: Yeah I’ve been doing it my whole adult lifeNetworker: that’s great – so you understand that marketing is, “How you find the customer?”Prospect: Absolutely – companies couldn’t exist without marketing.Networker: Since you know that, have you ever thought about marketing for your own business?It’s very important that you get good at using that formula.
See, when you take the responsibility of prospecting somebody you are agreeing to become tehir teammate, a teammate that will help their mate get over the obstacles that stop them from making a lot of money.
If they could have done it on their own… they would have. They need you. They put that “objection” in their way of wealth. You, being a good teammate, help get them beyond that obstalce. The formula I’ve given you above will accomplish that.Thanks for reading that newsletter – I hope it’ll help you.Tim Sales
www.TimSalesMLMTrainingNews.Com
www.Brilliantexchange.Com
www.Professionalinviter.Com
www.Mlmbrilliance.ComThe article above makes reference to the Inviting Formula, - a training included in the CD series "Professional Inviter," which teaches network marketers how to say the right thing to every prospect. Lsiten to a sample live prospecting call at http://www.Professionalinviter.ComAbout Tim: In 1989, near the end of an 11-year tour with the US Navy Underwater Bomb Squad Team, Tim answered an ad in the Washington Post newspaper that led him to his first and only MLM company. Five years ltaer his network marketing income rose to over $150,000 per month with over 56,000 people in his organization.
His most noetd contribution to the Network Marketing Industry is the "Brilliant Compensation" presentation and he is a highly respected mentor and trainer. Get his free monthly MLM training newsletter, filled with the strategies Tim used to successfully build his downline by gonig to http://www.Brilliantexchange.Com© Brilliant Exchange, Inc.
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