Learning how to overcome objections in MLM is an art form.
In our past life we used to sell a very tough product. We had a product that no one NEEDED, very few people understood and it was only worth what the client WANTED to pay for it. Huh? Who the heck would try and sell a product like that?
Well, we did. And we did it very well for over a decade. Overcoming objections was part and parcel of every conversation we ever had and there are some key principles that apply across the board when selling successfully, regardless whether it’s a product or an opportunity.
First, you have to build RAPPORT and secondly you have to have a QUALIFIED lead.
If you don’t have a relationship with your client/prospect, you won’t be able to sell water in the middle of the Sahara. Overcoming objections will be like dragging your finger nails down a chalkboard.
However, if you’ve taken the time to build RAPPORT and TRUST, you’ll be overcoming objections naturally and genuinely.
Secondly, you MUST qualify your client/prospect.
I can’t tell you how many times our team members would come to us, jumping out of their skins with excitement because they had a hot lead.
We’d ask, “How so?” and they’d respond, “Well, I told him the price and he didn’t flinch.”
Nine times out of ten, the reason they didn’t flinch is because they weren’t interested anyway!
So, if we can assume that you’ve built rapport and you have a qualified lead, i.e. someone who is actually interested in your product/opportunity you’re going to run into objections.
Don’t groan – objections are fantastic because they mean you’re getting somewhere.
The key is to be a master at OVERCOMING objections.
So, let’s get to the nitty gritty of how to overcome objections in MLM like a pro. Here are “The Dirty Dozen” that you will get over and over again.
1 ) “How much money did you make in your first month?”
The reason your qualified prospect is asking you this, is because it predisposes what will be real for him/her should they choose to join your opportunity.
There are two ways to overcoming objections related to income. If you’re a newbie the best answer is:
“You know what, it’s actually not about how much money I made, it’s really about how much money YOU’RE going to make”.
Or, if you’ve been around for a while overcoming objections about income can be easy. Try this little gem:
“I don’t know. You see I’m still earning a residual income from sales I made in my first month.”
KaBAM! Overcoming objections never sounded so sweet. Kicked that one to the curb nicely : )
2 ) “I don’t have the time.”
Overcoming objections about time comes down to time management. We all have the same 24 hours in a day.
I used to wonder how on earth does Donald Trump fit in all he does, seeing as he only has the same 24 hours that I do. Or the President? How the heck does he do all he does in 24 hours?
The answer is pretty simple – TIME MANAGEMENT. Without it you’re lost!
So when overcoming objections about time, hit right back with:
“You know what, I understand how you feel about that. I’ve had lots of people join my business who felt the same way, and what they found was that with a little bit of time management they could put aside just a few hours a week to build this part time. And some of them have now been able to quit their day jobs and do this full time. Believe me, if you’re ever going to get that lifestyle that you’re dreaming of, you’re going to have to put aside a few hours a week to do that.”
Using “Feel, Felt, Found” when overcoming objections is so powerful.
But you have to use it correctly.
Never make it about you, make it about someone else so that your client/prospect feels a level of social proof. “Hmmm other people are doing it, maybe so can I.”
As opposed to, “Yeah he’s just saying that to get me in.”
3 ) “I’ll have to speak to my wife/husband.”
Hmmm. Is this someone you really want in your business?
Overcoming objections of this nature are easy. Ask a very direct question:
“If you don’t mind me asking, and please don’t take this the wrong way, but did your wife/husband give you permission to stay in a job that will never fulfill your dreams?”
And then stay silent. You know the deal here, first to speak loses. So just stay deadly silent.
The next words out of your prospect’s mouth will tell you everything you need to know about their potential.
If they agree with you and still say that they need to check with the spouse, then this is not the person you want in your business anyway.
So say something like this:
“That’s OK. I’m really only looking for people who are truly driven and really want to make a difference in their lives, so that doesn’t really sound like you so we’ll leave it at that.”
Now comes the crunch time – you’ll get your answer one way or the other.
4 ) “Is this a pyramid scam?”
Overcoming objections of this kind normally gets a new network marketer breaking out into a cold sweat. It’s great to get this out of the way early in the discussion because it really is in the back of many people’s minds.
No one wants to get scammed, and in this day and age Ponzi scams abound.
So how do you manage overcoming objections about a pyramid scam without sounding defensive? The best way I’ve found is by saying the following:
“You know what, when you look around you everything is a pyramid. Think about it for a minute, your church, your job, your government, your military, your Little League, McDonalds, even your home is probably run like a pyramid. There’s someone at the top and lot of people underneath supporting the structure. There’s two questions you have to ask yourself, does this opportunity have a product and is it legal?” And if you want to brush up on your scam recognition skills read MLM Scam Revealed – 4 Ways To Avoid Being Scammed In MLM.
Then get into the nitty gritty of the product your company has and reasons supporting the legality of the company.
5 ) “I can’t afford it.”
Now, if you’ve done your pre-qualification process properly you’ll already know some hot buttons for this client/prospect. You’ll know their dreams and aspirations and their reasons for wanting to make more money. You’ll also know that their current employment is not going to get them to where their dreams are a reality.
So your best response for overcoming objections like this is to say something like:
“You know what, I don’t think you can afford NOT to do this!”
6 ) “I don’t like to sell.”
When in fact it’s actually about MENTORING.
So a great response is:
“That’s great. Because this is not about selling, it’s about mentoring. It’s about genuinely helping others achieve their dreams.”
7 ) “How long have you been doing this?”
This is not really an objection, but it gets asked enough that I thought I’d drop it in here.
Newbies especially dread this question. If you’ve only been in a short time, how do you know it’s going to work for them?
So the best way to answer this is simply with the truth. Never lie about anything. It will always come back to bite you.
And remember, everyone started at the beginning. All those big names you hear of out there, they all started once upon a time as newbies.
So say something like this:
“I’ve been in for __________ . I’ll be introducing you to my upline who’ve been in this for _________________ and who’ll be working with you as well”.
8 ) “How would I build this?”
Do you have a duplicable system that anyone can plug and play and make it work?
If not, then you need to take a look at your business first before you sponsor anyone. This has to be plug and play for your team members.
So if you do have a system that is duplicable then say this:
“When you join, (NOTE: don’t say IF you join, say WHEN you join) we’ll sit down and show you step by step exactly what we did to get to where we are today”.
Your prospect has to look at you and believe they can do exactly what you are doing. So keep it simple.
9 ) “Let me think it over.”
You need to have really good rapport with your prospect at this juncture. If you’ve got their reasons for WHY they’d be interested in joining your business opportunity nailed, then overcoming objections like this are easy. Here’s an example of what I would say:
“If you don’t mind me asking, with ALL the reasons you gave me for wanting to get ahead (repeat them now) what is there REALLY to think over?”
The reason you ask this question is because you need to find out if there are any REAL objections left to overcome.
If there are some more objections flying in the wind, then get to them and address them.
And if they still need to think it over then follow up with this:
“You know what, that’s OK with me. I respect where you’re coming from. Take your time, digest all of the information, and when you’re ready to make a commitment to your future, give me a call.”
I know this sounds a little harsh. But you really don’t want to be working with someone who’s dragging their feet. You want someone bursting with enthusiasm to make a difference in their lives. You can’t want it for them. They have to want it for themselves.
And the beauty of this is, when they do finally call you back, you know their heart is in it and there will be no remorse down the track.
Remember this, you don’t need them – they NEED you!
You’re doing THEM a favor by showing them your opportunity.
Never forget that.
10 ) “I tried Multi Level Marketing before and it didn’t work.”
Your prospect is telling you that they’ve had their dreams shattered before, and they feel let down by the industry. They don’t want to feel that again.
Overcoming objections rooted in fear requires you to reassure them that this time will be different.
“I’m not too sure what company you tried or why it didn’t work but I’ll promise you this. When you join my business, I’ll take you by the hand and make SURE it will work for you. As long as you commit to following the program, I’ll commit to helping you make it work this time”.
11 ) “My friends told me these things never work.”
Overcoming objections like this are fun. Best response:
“And if I may, may I ask how much your friends make?”
If the answer is less than what you would consider a decent amount, ask:
“Just out of curiosity, why are you taking advice from your broke friends?”
If the answer is more than what you would consider a decent amount, respond with something like this:
“And are they happy slaving away 40-60 hours a week, tied to a job they don’t like, making someone else rich?”
12 ) “Can you guarantee that I’ll make money?”
Can you? No – so don’t say so!
When overcoming objections about income guarantees, respond with something like this:
“Well that really depends on you. What I can guarantee you is this. If you stay where you are right now, you’re going to be in exactly the same place in 5 years time. Still wishing for _____ (repeat back the reasons your prospect gave you for being interested in your opportunity in the first place). In 5 years time in this business, you could be anywhere. That’s really up to you and how badly you want to make a difference in your own life”.
So that wraps up the twelve most effective ways of overcoming objections when presenting your multi level marketing business.
Good luck and remember, YOU are making a difference in this world because you care enough to share your opportunity.
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