1
Want To Overcome Objections With Ease? Then Do This!
2
“Can You Promise I’ll Make Big Money?”
3
Handling The “I Just Don’t Have Any Time” Objection
4
Facebook Faux Pas
5
Please Don’t Pop My Prospect’s “Trial Balloons”

Want To Overcome Objections With Ease? Then Do This!

Dustyn, a subscriber, recently emailed me and asked for suggestions on how to overcome a specific …actually a bit unusual objection.

Here’ a brief audio (4:43) with the objection Dustyn submitted and a “goldmine” response that’s easy-to-learn and easy-to-do. Read More

“Can You Promise I’ll Make Big Money?”

Promises. Promises.

This question doesn’t come up as often as some others, but it will come up, and you should be prepared with a great response.

Here’s a very short audio (2:07) that will teach you a very effective (and ethical) response to people who are looking for assurances or guarantees.

Handling The “I Just Don’t Have Any Time” Objection

A network marketing friend called me recently and asked me for suggestions on what she could say to her prospects who respond with objections such as, “…I like your product, but the business? … I just don’t have any time for anything else in my life right now.” Here’s a brief audio (3:54) with examples of some effective ways to handle this objection. By the way, there are several great scripts (and responses) for handling the “No time” objection in Chapter #5 of Objections Handled! 101 Sample Scripts For Network Marketers

Facebook Faux Pas

Isn’t it interesting that so many well-intentioned networkers try to launch their new business by announcing to all their “friends” that they’ve just joined “such and such” company and have this “amazing new product.” … and everyone should buy and/or join their new business immediately.

Does it work?

…Nope!

And you might be surprised to know it just annoys most of your social network. It serves as a warning that when you contact them next, you’re probably going to try to sell them something.

Here’s the point:

Mass invitations to your ‘warm market’ are impersonal and have never been an effective way to invite people to learn about your business or product. In my humble opinion, direct personal messages are always the best.

If you’re going to use Facebook, for example, use it first to build relationships, and later on you can schedule an appointment to speak on the phone or in person.

Here are a couple of examples to use (after you’ve built the relationship):

“Mary, can we speak in the next day or so? Based on your post a few weeks ago I have an idea I want to run by you. Please send me a time that works for you.”

“Hi Bill. I have something I’d like to discuss with you. Would you be available tomorrow between 3-5 or Tuesday AM between 10-12? Let me know the number you want me to call. Looking forward to speaking with you.”

“Hi Dave. You mentioned that you’ve been having some health challenges lately. I don’t want to be nosy or intrude, but would you be open to some possible solutions? Let me know a good time we could speak and I’ll fill you in.”

As you meet or communicate with people each day, ask questions about their jobs or lives. When they respond, listen carefully. Pay attention. See if you can identify a need, a concern or pain that your business or product could help resolve.

Important take away: Be “needs aware.” Invest the time to build the relationship. Learn about the challenges a person is experiencing. THEN you are positioned to offer an effective invitation to have the person review your product, service or business opportunity.

Please Don’t Pop My Prospect’s “Trial Balloons”

It happened again just last week. “Pop, pop!” A distributor called me to say she was working with two very promising prospects, but after the prospects spoke with a few friends, both prospects decided not to join her company. “Why does this always happen?” she asked. “We were moving forward. I was having productive conversations with both of my prospects. Each was qualified and seemed interested. However, after a few days, one called me to say, “…all of her friends thought my product was too expensive.” The other said, “…none of her friends were interested.”

“Hmmm …” I answered. “I’m guessing you may have a trial balloon problem.” Let me explain.

When trying to rationalize some decisions, many people begin to look for “opinions” from their social group. It’s just human nature. Psychologists sometime’s call this, “seeking social proof.” It’s a seemingly easy way to take a decision-making shortcut, but not usually very productive. Prospects start tossing up “opinion trial balloons” to their friends and simply learn that…

(1) Most of their friends DO have an opinion …even if they have no real knowledge or experience on the subject.

(2) Many of their friends LOVE popping balloons. Why not? It’s easy, fun and makes lots of useless noise.

As you can guess, one of the biggest problems with looking for social proof, is seeking it in all the wrong places. For example: Ask a friend (who isn’t very sociaable and who doesn’t like to dance) if THEY think you should take dance lessons.

Their answer: “What for?”

Ask a friend who has never been an entrepreneur (or expressed any interest in being one) if you should branch out and start your own business.

What’s their answer? “Why would you do that? Are you crazy? Did you know 80% of all new businesses fail?” Get a good job!

Here are three ideas that can help you with your prospects, and help PRE EMPT negative comments or opinions solicited from unwitting, unknowledgeable (and biased) friends.

1. Once you’ve qualified, invited and presented your opportunity to your prospect, show or read them a copy of this post. As a networking professional, it never hurts to alert your prospects to the potential dangers of willy-nilly opinion gathering.

2. Tell your prospect if they’d like to gather a few opinions from friends, that’s great, but you’d like to tag along. That way YOU can help share the correct information, offer a professional presentation and answer their friend’s questions, concerns or objections. An easy way to do this with “long-distance friends” is by holding a 3-way conference call or Skype meeting.

3. Suggest to your prospect that if they’re going to solicit VALID opinions about their new business project, then they should seek out positive friends or colleagues who have real experience starting businesses and has perhaps taken a few risks themselves. That’s someone who is worth speaking with.

Remind them once again that you’d love to meet any of their their upbeat, positive friends …and be part of the “what’s your opinion?” conversation. Your prospect will likely learn a lot and who knows, you may just have helped them begin building their team!

Copyright © 2014. Monte Taylor, Jr.