deborah.nu - the network marketing training resource for people
that are looking for a second income and a home based business .
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What is an objection?
An objection is nothing more than a question in disguise. It's simply a request for more specific information. Instead of being taken aback, welcome an objection as an opportunity to provide your prospect with the information they need to make educated decision.
What an objection is not.
An objection is not a "No". It is not an end to your presentation. It's a way for your prospect to tell you, "Right now, you haven't given me the information I need to move forward with my decision."
Why do we fear objections so much?
When we first approach people with our opportunity, we are filled with raw enthusiasm. We want everyone to see the amazing potential of our offering. At the same time, we're concerned that our prospect may "object" in some way, thereby rejecting our offer. It's impossible to know when to expect an objection and the more unprepared we are for objections the more we fear them. The antidote to this fear is knowledge.
How do I effectively answer objections?
– I'm glad you asked!
Millionaires in Motion has developed a Six-Step Process that will guide you through answering any and all objections that may come your way. We created the acronym L.I.S.T.E.N. to enable you to easily remember each step. Each letter represents a particular step. When you are faced with an objection, mentally go through the acronym to remind yourself of the proper steps.
Are you ready to learn the process?
Good. Let's start.
Every business — in fact, every endeavor of any kind that I know of — has its peaks and valleys. Economic trends, business cycles, seasonal changes People want more or less of this or that at different times. These are things over which you and I, for the most part, have no control. But there are other highs and lows which we can and must control- that is, if we want to be a Master Prospector in Network Marketing.
In my years of studying the Masters, I discovered that all of them have mastered one thing in both their attitude and their approach to the business: consistency. They are consistent. They are consistent. They are consistent. And they are consistent-consistently. They've learned how to minimize the emotional highs and lows that are synonymous with building a Network Marketing business.
Simply put, Master Prospectors don't allow themselves to get caught up in the roller-coaster ride of other people's emotions. Why? Because more than anything else, the emotional ups and downs of this business take the ultimate toll on most Network Marketers.
Now, another thing I've learned over the years is how powerful it is to use illustrations to make a point. So here's a graph to explain what I'm talking about.
Let's take a look:
Okay, the vertical side of the chart represents a person's level of enthusiasm, and 10 represents the most excited and the most enthusiastic one could possibly be. You may have been there yourself. Or maybe you've witnessed someone new to the business who's so excited that they're about to explode! They fly out of a meeting with their feet barely touching the ground and their tongues unable to keep up with what's going on in their head!
The bottom, horizontal line represents the number of people a person would talk or listen to in the normal course of a day, week, or month, depending on how active he or she is in building their business.
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