Network Marketing Success - The Psychology Behind the Objection in MLM
The downline group I was honored to help lead was a great team, and we had a lot of great talent in it.
But the one thing we all understood was this:
INFERNO Secret:
The lack of understanding about Objections in MLM will create more objections.
You see, objections are just part of this business. Plain and simple. As gasoline is to a car, or kerosene is to a fire, objections are to our business.
An objection is nothing more than a catalyst, or a map, to make something happen with your business, or accept that nothing will happen because of the objection. That is up to you, and solely up to you.
And lets be real:
No one really likes objections. At least that is what the paradigm is for the MLM Industry. But for whatever reason, we never are taught how to truly handle objections, only endure them.
We were all taught to embrace them, and not fear them, as they were a clue to what was going on with the prospect, and what was to be said next.
You must understand this: All objections in MLM from a psychological standpoint stem from 1 of 2 things:
1) Natural Defense Mechanisms.
2) Lack of Perceived Value.
And usually the defense mechanism kicks in when lack of Value is felt, although some defense mechanisms are from past experiences.
How can you create an environment to lessen the natural defense mechanisms that kick in with a lot of people? That is simple. Create a sense of "ownership" with your MLM prospect with your business.
How?
1) Sincerely asking their input and thoughts on how to improve what you are doing, and take notes.
2) Edify their accomplishments and transfer that feeling to your presentation.
3) Say, "I don't know whether this is for you or not, it may not be. But I simply wanted to share some ideas and maybe get your insights."
4) "All I want is what is right for you and your family, and this may not be a fit. But if it is, I truly don't want you to miss it."
What people contribute to,(ideas, insights, etc), and feel their values are honored, that will lessen any objections, as they have taken part ownership in your success.
INFERNO Secret:
People will be more attracted to something they contribute to and add to, then what is just "presented" to them.
How do you create what we call a Massive Value Perception?
That is simple.
LISTEN to what they say when you ask this question:
"I want to ask you a serious question. If there was One Thing you could change for the better in your life, what would that be? And how would your life change because of it?"
Then again, LISTEN to what they are telling you because they are giving you Value CLUES to what is important and VALUED in their life. And there is a part of their desires and dreams that is not being honored and fulfilled in their life, and they want to change it.
INFERNO Secret:
Wrap your recruiting around that value statement.
"If there was honestly a way, that I could help you obtain that in your life, would that be something you at least would want to be made aware of?"
And what you have done is put yourself in a "Value Posture" that will be felt through your recruiting process. Whatever process you use, People MUST perceive value, and a POSTURE of value if you are to create a Minimum Objection environment. And when you do get objections, you can relate them back to the value posture that tels them that you want what is best for them.
Another great question is:
"How will not having the money you desire impact your family?"
"Again...if we could figure out a solution to obtaining what you want, then we can still create the positive change you want in your life for your family. Would that be something you would like?"
Continue a Value Posture, and keep it focused on what they want to change and enlarge in their life, and assure them they can.
There are many ways to neutralize objections. But understand: People will never object to someone truly, honestly, and with their best interest at heart, helping them to obtain what is valued or missing in their life.
Blessings...Doug
PassionFire Intl
http://www.passionfire.com
(c) 2005 / all rights reserved
Doug Firebaugh is one of the top MLM Network Marketing Trainers in the world. Over a million people a month read his training ezine. He spent the last 7 years traveling the world speaking and training on Success. He lives in Birmingham Michigan, and you can receive a FREE subscription to his training ezine- The MLM Success HEAT- at: http://www.passionfire.com/pf_heat_4.html
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