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Turning Objections Into Sales Points
Some objections are bound to arise. For example:
- "I'm not sure I want to make a commitment now."
If that's the case, propose a trial period. Have your
prospect call a few friends within the coming week. If
even one signs up, you'll have two new members in your
downline; your recruit and the friend he called.
- "I want to think it over." Generally, that's a
polite way of saying no. When you hear that, you can
counter, "What more information would you like that you
don't have right now?" If a prospect truly is
wavering, you may be able to convince him right then.
- I've never sold anything before, so I don't
think this is for me." When you get this response,
tell the prospect that most people have a misconception
about selling. A real salesperson doesn't fast-talk
the customer into buying something that's unneeded.
Instead, a true professional finds out what the buyer
wants or needs and then provides the appropriate
product or service.
You can point out that many MLM distributors have
become successful without a sales background. What's
more important is an ability to work with people,
either distributors or consumers.
- "I don't know anyone that I could recruit as a
distributor." First, point out that one is not
restricted to recruiting close friends. In fact, few
people have so many friends that they can make up an
entire downline. Your prospect can recruit among all
the people he knows or has known, even casual
acquaintances like neighbors and store clerks.
More than that, stress the fact that the MLM
organization will provide leads and sales presentations
that can be used to find prospects and sign them up.
Tell the prospect that all he needs to do is sign up a
few good distributors, who in turn will build their own
downline networks.
- "I don't have enough time for MLM." In truth,
most people have more available time than they
appreciate. Time spent watching television or talking
on the phone to friends can be redirected to MLM. The
average MLM worker devotes only five or six hours a
week to the job. That's less than one hour per day.
Yet the average worker takes in an extra $15,000 a year
or more.
- "I can't afford to start a new business." When
you hear this, explain how little it costs to start and
maintain an MLM business.
Prospects who voice this objection obviously have
financial concerns. That's a perfect opportunity for
you to reiterate the potential of MLM to increase the
prospect's income.
- "How do I know this is legitimate?" At this
point, explain all the research you have done into the
company. Emphasize the company's history, the size of
the organization, the background of the top executives.
This explanation not only will establish the company as
being viable but also it will show the prospect how
diligent you have been. This will increase his trust
in you, and thus help you sign him as a downline
distributor.
- "I've had bad experience before with an MLM
company." Say that each company is different. Wal-
Mart is a huge success while Macy's is in bankruptcy.
Similarly, if you join the right MLM company, you can
succeed along with it.
Remember, every time a prospect raises an
objection, he's not saying no. Often, an objection
indicates real interest; if you can answer the
question, the prospect may convince himself that he
should sign up with you. Therefore, after meeting an
objection, go for a close. Hand the prospect an
application form and encourage him to being filling it
out.
If a prospect turns you down, to on to someone
else. Play the numbers game. There are plenty of
prospects out there, and the more you approach, the
more you'll sign up.
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