SPECIAL REPORT FROM MILLIONAIRES LIFESTYLEMARKETING AND DEVELOPMENT!
Let me ask you a question....
Are you "Dealing with OBJECTIONS"? If you are not getting objections....are you working? We all face objections, and it's something we must learn to understand...then learn to deal with them. Some of us have prospects that NEVER tell you WHY they joined the "Witness Protection Program" so hopefully this mini training will help you prevent them joining "W.P.P."! Smile MORE often, listen, use tools, be patient and you will at least have some ARMOR on for objections. It's a battle that entrepreneurs face everyday! My goal is to help you work through them and increase recruiting!!!!!
UNDERSTAND the two CATEGORIES of objections:
~MONEY~ objections are inevitable. When you hear..... "That's expensive" SAY "Compared to what?" or "How much did you think it would cost?" This may lead to:"I can't afford this right now" SAY "Why not?" or "Youcan't afford NOT to join!" or "Today or this month or what?"
"That's exactly why you NEED to join, How long do you want to go on not having enough money?" *Create a sense of "not having THIS" will cost you MORE"
~Risk~ How about this one Starting a business is RISKY SAY: Life is a RISK alltogether, if you think about it we will not make it out of this world ALIVE.The key is building up a customers "PEAK" of Emotion inwhich the cost becomes the least of their concerns.
~NO-NEED~ objections are sometimes our own FAULT! Use more toolsto ensure a quality presentation to prevent these objections!When you hear......"I'm not interested" SAY "May I ask why NOT?" or "Todayor this month or what?" or "I know how you feel, when I firstlooked, I felt the same way but when I realized that anyonecould do this I found out I was interested in using this as avehicle to gain financial freedom!" or "Do you knowsomeone who may be?"
One of my mentors and seven-figure income earner Dave Savulasays in this case:
*Understand these may be REAL objections or sometimesthey are just trying to get rid of you....."NEXT!"
~TIMING~ These objections can be tough but remember you are in search of abusiness partner so if your prospect is going in and out of problems at home....may be best to wait!
My favorite questions to find out if the timing is good: "Is this a good time to start a business?" or "Are you looking to start a business this month?" Look for telltale signs by their "concentration" or "participation" of what you are saying/doing."Are they "out of it"? "Timing can be everything"I just leave this type of prospect with a good taste in their mouth,I say "Look, you obviously have a ton on your plate right nowso why don't I touch base with you in a few months?"
SPOUSAL objections are HIDDEN! Sometimes you can tell by their attitude orstatements made about past failures. So many people FEAR putting their spouse through another failure or the waiting game. One of the best ways I know how to handle this is to prevent it! INCLUDE the spouse!!!
When you first approach a prospect and ask questions, say: "Will your spouse be involved as well?" or "Do you and your spouse want to work the business together?" If the answer is "NO" than you may have a struggle ahead of you! The reality is that most of us WANT our spouse involved but feel as if we need to SUCCEED first! I call this "spousal by-pass" and perfected the method myself! I would tell my wife we were doing better than we actual were. (that works for a few months) Honesty is always the best route! Just ask for their support and believe me...it's there, and YES big checks help!~If you are currently dealing with an unsupportive spouse have a talk rightaway and be very honest.
SAY: "Look, I know this business takes time, money, and sacrifice BUT thereason I am doing this business is to OWN our future! Together we can speedthe process up and just think how nice it will be when we can start taking more vacations, or maybe we can build a new home! I just want you to know that whether you get involved or not, I am doing this for us...and in time you will see results."
In closing to "physical objections"......
Challenge yourself to fight a bit longer...APPLY this training to help!"Mental" objections.........Such as belief, self-image, resistance to spending money!Before we do this, understand that the objections we are discussingtoday are...at times...difficult to bring out!
You need to "read between the lines", and find out if the physical objections theygave you were just covering up the REAL objection. If you ever feel that yourprospect is not revealing their real objections....simply keep asking themquestions. One method I picked up to find REAL objections is the ECHOmethod.....
When a prospect makes a statement like......."I need to think about this" you SAY.."Think about this?" this may lead to...."well,I need to do more research" SAY "Do more research?" this may lead to..."well Iwant to be sure this will work" SAY "that this will work?" This may go on for afew minutes but it locates real objections.Simply repeat what they say in a question!
~BELIEF & SELF-IMAGE objections are sad and real. Many people feel as if theywill not succeed in this industry because of an earlier experience with a homebusiness. Some people have never been in business period! Unfortunately, wemeet people who are surrounded by negative energies and after so muchtime...they are conditioned for failure!
Use these statements for encouragement:
#1 ~ We can't live life looking in the rear-view mirror!
"I need to think about this" SAY "think about this?" or break the areas of yourbusiness model down to locate the area of concern. SAY "Let me ask you, do you like the company? the product/service? the compensation?" Some may be direct & say, "I can't see myself doing this"
SAY: "Neither did I until I met (share a story), this made me realize that I havethe same opportunity as he/she!"or SAY "What makes you say that?"The key here is to FIND out what is causing them to hesitate. Many times theprospect is just looking for an excuse NOT to join because it's uncomfortable tostart a business or to CHANGE their lifestyle.
Help them by using stories, conduct 3-ways, or take them to a meeting!MEETINGS are filled with "walks of life".
~SPENDING MONEY is something most people love to do when it's a short termgain like dinner, new clothes, etc...but when it comes to a businessopportunity....things change! Long-term gains are hard to SEE, so for $500 orwhatever the cost....they SEE no return!
In this case we must create VALUE or a return!
"You may spend some money and time but let's take a look at what benefits youwill GAIN....like freedom, a new car, or maybe even a new home! How wouldyou like to quit your job? This investment can do just that, like it did for me."Another way to handle this is using REVERSE psychology SAY: Why dontwe look at your investment this way What if this works out for you? Whatwill you be doing a year from now with time-freedom, or an additional $5000 amonth coming in your household? Lets look at this venture as if the CUP is halfFULL, not half EMPTY!
ARE you LOSING the prospect???
Bottom line? LOOK for the little "signals" that your are getting NO INTEREST orsome type of unstoppable resistance. Working through objections will help youSORT and this allows you to make more money!Here are a few signals to look for:
~dead silence after you make a strong statement~repeating the words..."yeah" or "okay"~when you hear..."well, maybe" or "if you say so"or "that sounds too good to be true"
WORK on their PEAK of EMOTION!My Father must have drilled this in my head a few times& after I started to listen, it increased my business.Phases we go through in prospecting range from gettingones attention, presenting, sorting, follow-up and closing.In the process, we need to focus on their emotion andask closing questions when they are PEAKing.Think about when you drove that new car around theblock? Your budget was $15,000...but your emotionspends $20,000! You just found out ALL the facts ofmarriage....will you show up for the wedding or did youfall in love? People make decisions based on emotion,not the facts and we all PEAK at certain times.
The ECONOMY has also brought out many emotions. Think about the fact thatMILLIONS have been laid off or downsized. They NEED a plan B or a financialsafety NET so discuss this with your prospects as their EMOTIONS are flaring!
In dealing with objections, your prospects go throughmany PEAKS of emotion BUT when you have thehighest level of INTEREST is when you close!This way you find out the real objection and you want tohelp them understand that successful people dothings now!
Success is not for the procrastinator!Motivated Mike LemireMillionaires Lifestyle Marketing and Development
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