| It is safe to say that no matter how well | | | | you want to make sure that you're doing at this |
| prepared we are, when we go through the | | | | step, confirming understanding. |
| process of inviting prospects to look at our | | | | Validate the Question or Objection |
| network marketing business, we will have to deal | | | | Make the question or objection valid with the |
| with questions and objections. There are just | | | | same or slightly less intensity, but you should |
| common questions that are pretty much always | | | | never agree with the objection. When you agree |
| going to come up, and common objections. Every | | | | with an objection, you're basically giving it more |
| once in a while, you'll get one that comes out of | | | | strength, giving it more weight. This may well |
| left field that you've never heard of. Those are | | | | make it far more difficult for you to handle, and I |
| okay because if you fully know how to handle | | | | am sure that's not what you want to do. |
| objections, then it doesn't matter what comes | | | | Of course, you want to make it important |
| your way. You'll be able to handle it professionally. | | | | because it's important to the MLM prospect, but |
| You might not be able to give the prospect the | | | | you want to do so with a little bit less intensity. |
| correct answer right away, but of course, you | | | | Handle It! |
| can say, "I'll get that answer for you." | | | | It might be a straightforward answer. There |
| When presented with an MLM, business-related or | | | | might be something that you need to do. For |
| even a personal objection, the clearer you are as | | | | example, the prospect's objection might be, "Well, |
| to what the objection is and why it has been | | | | you know what, I need to talk to my wife about |
| made, the more likely you will be able to handle it. | | | | this," or "I need to have my spouse come here," |
| That reveals the clue to the first step in handling | | | | or something similar to that. So if that's the |
| objections successfully. | | | | situation, then you handle it right then and there. |
| Listen Completely Through the Question or | | | | It also could be that you're going to facilitate |
| Objection | | | | handling it. That is, you're going to be like a |
| You want to listen completely through the | | | | team-mate to this prospect and get creative at |
| question or objection. Okay, that makes sense | | | | getting them creative, so they end up handling |
| because you don't want to be handling the wrong | | | | their own objection. |
| objection. The other reason that you do this is | | | | When you can get creative at helping them get |
| you want to really let that prospect know that | | | | creative, they solve their own problems. The |
| you are listening to them and that what they are | | | | reason being is because if you say something, it |
| saying is important. A lot of the time if they see | | | | can be tested or challenged, but if they say it, it |
| that you are fully listening to them and you listen | | | | must be true. So, the brilliant people are really the |
| all the way through the objection, and don't take | | | | ones that are able to facilitate handling the |
| one or two words as kind of a springboard for | | | | question or objection. |
| you to fire in there and interrupt them because | | | | Conclude and Return |
| you know what they're going to say, they are | | | | This is most important. When you complete or |
| more than ready to listen to you, when they're | | | | conclude handling the question or objection, return |
| finished. | | | | exactly to the point where you were when the |
| Confirm the Understanding | | | | objection was raised. So, for example, if you |
| What that means is that you're just going to | | | | were building a clear picture of the prospect's |
| repeat back what you think they said, what you | | | | needs and wants, and you felt that you needed |
| think they meant. That way, you and the | | | | to find out more before you could invite them to |
| business prospect you are talking with have the | | | | look at your network marketing business, it is |
| same picture in your minds. If any part has been | | | | imperative that you return to that point in your |
| missed or misunderstood, this is the time to seek | | | | interaction with the prospect. |
| clarification until both of you agree. So that's what | | | | |