How to Overcome Objections in Network Marketing
Closing is a complete mystery to some and is a piece of cake to others. What are some main differences between the amateurs and the professionals when it comes to closing? There is one theme I want to get across first and that in building a successful network marketing team, you want to be sorting not selling. When it comes to closing, it is good to help people overcome their objections to get in, but you don’t want to get to the point of doing such a hard close that you are basically convincing them to get started. If you get to the point of convincing people it is bad because you will have to convince them today to join, convince them to show people, convince them to want to go to training, convince them to be excited. At that point you will get frustrated because then you will fall into ‘wanting it more for someone than they want it for themselves.’ That situation is very frustrating and will cause you more stress than it’s worth. If you can focus on just finding a few key people that are naturally excited and want to work with your program, simply helping them understand a few things or help them make the decision to start is what you are looking for. In closing you are simply helping people to make a decision, to either get in or get out. You never want to be emotionally attached to the outcome just simply looking for them to make a decision.
The best way I have found to look at closing is look at it like a tennis match, you simply want to be on the offensive all the time, or be in control the whole time. How do you do that? Simply be the one asking the questions. For example many times people that are new to closing get one objection and quit right there. First thing you can lead in with after your presentation is done is what did you like best? This is great because it will get the prospect talking about the things they liked in your presentation. NEVER ask someone what did you think about it? This opens up pandora’s box most of the time, they may say I think that it sounds to good to be true, or I think you are a terrible presenter, or I think you aren’t very successful in this are you?, etc. Asking what do you think pretty much opens it up to any type of crazy response that you could think of. It’s best to get the prospect moving in a positive direction so asking what they liked best can be an easy ice breaker. Once they say what they liked, just be simply agreeable and most of the time you can simply respond ‘me too.’
Closing is all about posture, the better posture you have when closing the more people will sign up with you. First and foremost you have to sell yourself first on your business or product. People don’t follow beggars they follow leaders. So you have to have belief and conviction and know where you are going first if you ever expect to have anyone else follow you. Then you want to cast vision of where you are going to be and expand to in your business with your prospect. There are 3 key things you want to give people when you are closing and helping them get started. The 3 things that need to be overcome when talking to a prospect is, ‘is it real’, ‘can I do it’, and ‘will you help me’. You can overcome ‘is it real’ by either using your testimony or an experts, you can do that with a 3 way call after the presentation, bringing your prospect to a live event to meet others that are successful in your business or have had results with your products. To overcome ‘can I do it’ again, sharing testimonies of other successful people just like them is very beneficial and showing them the system they can use to be successful. You can also edify the training you have available. The last one ‘will you help me’ is not that difficult, just simply explain the system you will help them with, you can also say ‘i’ll teach you exactly what to say, how to say it and when to say it, and i’ll be there to help you get success’ or ‘you have hundreds of contacts I don’t know, but I have the time and knowledge on how to do this, Let’s lock arms and go build you a check’. Add in a few of these concepts and I know you will make more sales and be able to add more people to your business!
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Wishing you Health and Prosperity – Mike MacDonald
www.facebook.com/BreakingLimitsSuccessCoaching
Twitter: @mikemacdirect
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