MLM Success- The Psychology of Objections in Network Marketing
Network Marketing Success - The MLM Psychology Behind the
Objection
The group I was honored to help lead was a great group, and we
had a lot of great talent in it.
But the one thing we all understood was this:
INFERNO Secret:
The lack of understanding about Objections in MLM will create
more objections.
You see, objections are just part of this business. Plain and
simple. As gasoline is to a car, or kerosene is to a fire,
objections are to our business.
An objection is nothing more than a catalyst, or a map, to make
something happen, or accept that nothing will happen. That is up
to you, and solely up to you.
And lets be real:
No one really likes objections. At least that is what the
paradigm is for the Industry. But for whatever reason, we never
are taught how to truly handle objections, only endure them.
We were all taught to embrace them, and not fear them, as they
were a clue to what was going on with the prospect, and what was
to be said next.
You must understand this -- All objections in MLM from a
psychological standpoint stem from 1 of 2 things:
1) Natural Defense Mechanisms.
2) Lack of perceived Value.
And usually the defense mechanism kicks in when lack of Value is
felt, although some defense mechanisms are from past
experiences.
How can you create an environment to lessen the natural defense
mechanisms that kick in with a lot of people?
That is simple.
Create a sense of "ownership" with your MLM prospect with your
business.
How?
The 4 Things to Create Ownership with an MLM Prospect.
1) Sincerely asking their input and thoughts on how to improve
what you are doing, and take notes.
2) Edify their accomplishments and transfer that feeling to your
presentation.
3) Say, "I don't know whether this is for you or not, it may not
be. But I simply wanted to share some ideas and maybe get your
insights."
4) "All I want is what is right for you and your family, and
this may not be a fit. But if it is, I truly don't want you to
miss it."
What people contribute to,(ideas, insights, etc), and feel their
values are honored, that will lessen any objections, as they
have taken part ownership in your success.
INFERNO Secret:
People will be more attracted to something they contribute to
and add to, then what is just "presented" to them.
How do you create what we call a Massive Value Perception?
That is simple.
LISTEN to what they say when you ask this question:
"I want to ask you a serious question. If there was One Thing
you could change for the better in your life, what would that
be? And how would your life change because of it?"
Then again, LISTEN to what they are telling you because they are
giving you Value CLUES to what is important and VALUED in their
life. And there is a part of their desires that is not being
honored and fulfilled in their life, and they want to change it.
INFERNO Secret:
Wrap your recruiting around that value statement.
"If there was honestly a way, that I could help you obtain that
in your life, would that be something you at least would want to
be made aware of?"
And what you have done is put yourself in a "Value Posture" that
will be felt through your recruiting process Whatever process
you use, People MUST perceive value, and a POSTURE of value if
you are to create a Minimum Objection environment. And when you
do get objections, you can relate them back to the value posture
that tela them that you want what is best for them.
Another great question is:
"How will not having the money you desire impact your family?"
"Again...if we could figure out a solution to obtaining what you
want, then we can still create the positive change you want in
your life for your family."
Continue a Value Posture, and keep it focused on what they want
to change and enlarge in their life, and assure them they can.
There are many ways to neutralize objections. But understand:
People will never object to someone truly, honestly, and with
their best interest at heart, helping them to obtain what is
valued or missing in their life.
blessings...doug PassionFire Intl http://www.passionfire.com (c)
2005/ all rights reserved