2010 is just around the corner and if you are paying any attention to network marketing you are beginning to realize that this industry is in for the biggest growth ever.  With unemployment at 10% and larger in some areas (think Michigan) and most of the high paying manufacturing jobs gone people have to find another way. 

 

The great news is that Americans as a whole are trend setters and willing to try new things so network marketing is primed to become a major career choice over the course of the next 1-5 years. 

 

Folks that means that we are the pioneers we are the ones that are going to show people that there is an alternative to the status quo of selling your time for a measly hourly wage, we are the ones that are going to help people take control of their lives and we are the ones that are going to do this by setting proper expectations, being professional and offering value in the form of companies, products and training that shows a real way to make a living with network marketing. 

 

T3 is working for many people and we will continue to bring value to you every day so are your ready to represent network marketing? Are you ready to set the expectations and offer the help and support needed? 

You bet you are and we are here to continue to help and support you to that end…

 

Last week was the foundation for everything we are building.  This week we continue to build on that foundation.

So quickly:

How bad do you want it…

Remember there is no magic wand but here is the magic formula:

HARD WORK + SACRIFICE + PERSISTENCE = SUCCESS

Get Started; go all in; never quit = success

 

Did you take action every single day last week…  You have to be honest with yourself…

 

If you did  you are already beginning to realize that creating success isn’t hard it just take effort…

 

Now we want to build on these;

Your number one job as a business owner is to get customers…

Not cleaning your office, not organizing your files, not calling your sponsor and talking about what is wrong with the company. 

You need to go out and get customers.

 

The number one excuse I hear when I tell people they need to go out and get customers is I Don’t Know What to say…

 

And our immediate reaction is panic which can in turn lead us to saying the wrong thing…I have often been known to open mouth insert foot

 

This is probably one of the biggest hurdles any network marketer needs to master to be able to create success.

 

Handling Objections. 

 

So the very first thing I want you to do to begin to build your ability to overcome objections is to stop thinking about them as objections. 

 

Think of them as just responses. 

 

You see objections sound just too much like rejection so let’s change how we look at them…

 

They are only responses.  You get responses to everything you do all day long; talking to people and getting their responses to you is no different. 

 

Responses are easy to deal with…  You respond to them…

 

So now you are getting responses… NOT Objections

 

This is fantastic… YIPPEE!!

 

Getting responses means you are taking action… YOU are TALKING to people… 

And it means that you are learning how to respond to responses.  You are practicing.  Practice makes perfect…

 

Next you need to realize that people experience their reality…

 

Now this sounds like some spiritual mumbo jumbo but let me give you an example.

 

For the most part I have some amazing kids.  But like any child they like to push the limit. 

They start goofing around and the next thing you know it sounds like a herd of elephants have begun rampaging through my house.  It drives my husband absolutely crazy.

He’ll start yelling and stomping around acting like a big ole bear; threatening the kids with every imaginable punishment.  No follow through just threats. 

Next thing you know I hear:  Colleen make them stop.

Now sometimes I just turn to him and say; They aren’t bothering me; if they are bothering you deal with it and then watch him squirm.  But most times I just give a short whistle (I whistle pretty loud by the way; no one ever wants to sit in front of me at a concert…) which brings the stampede to an immediately halt.

Then I hold up one finger; sometimes, being tween aged kids, at this point they try to justify their behaviour.  Then I hold up 2 fingers and they quietly go back to doing something that is more calm and quiet.  They know that if I get to 3 fingers there will be consequences and they won’t like what they are.   

 

They have learned from their reality…

 

We need to begin to master our ability to respond to our prospects reality (what they believe will happen) in a way that will help them to make a decision in our favor. 

 

To do that we Must create one of two things

Value or Curiosity

 

We have to help the prospect to see the value in us and what we offer or make them so curious that they desire to learn more…

 

So when you connect with a prospect take just a couple minutes to open the conversation and introduce yourself.

Remember before you even dial the phone you MUST know what you want the outcome of the call to be and be ready to ask for what you want.

 

Now I want to point something out.  Not everyone is ready to join when you originally connect with them which makes it very important to always be setting up that next step to take. 

 

They may not be interested today but when you call them back in two weeks they may have been laid off or have experienced something that requires additional funds.  So always, always, always make sure you remember to set up that next step…

 

It might be that next contact that opens the door because now their desire is in sinc with the value you offer…

 

So back to our call…

 

Hi Jane, this is Colleen Rocha and   your information came across my desk indicating that you need to create additional income in your life. 

 

Can you take a few minutes and tell me what kind of money it would take to change your life? (Remember the question; what is not perfect in your life yet?…This is a version of it and it will uncover their emotions/ their desperation and uncover what is really driving them…)

So if I could show you a way to earn that amount is there any reason why you wouldn’t want to learn more?

 

Or Isaac uses a great one; If I could show you a way to earn $30000 with a $25 commitment is there any reason why you wouldn’t want to learn more?

 

(Ok you can see we are turning those no’s into yes’s with a couple easy questions and creating curiosity)

 

Next create some value for yourself  by making yourself important and unavailable…

 

Great you have exactly what it takes to work with me unfortunatey, I have another appointment scheduled in a couple minutes and we are going to need more time so…

 

(Here we kept our ultimate goal in mind; setting up a second appt. to take them to our sizzle call see how all this ties together) (remember pick a time that will correspond with a company call or webinar so you can 3 way them in if that is your next goal…) 

If it is just to get them to look at a site or listen to a sizzle call then of course you have more flexibility in setting the time…)

REMEMBER TAKE ADVANTAGE OF THE EXPERIENCED PROFESSIONALS AND LET THEM TELL AND SELL FOR YOU…

Biggest mistake I made early in my career was to talk to much and try to explain everything it wasn’t until I learned to keep quiet and send them to corporate calls that I began to really build my success.

 

You have begun to create curiosity because you are going to show them a solution to their problem and you have built value… you are so busy and successful that you need to schedule with them at a later date…

 

Now remind them about their emotion; their WHY… 

So we are going to set up a time to talk tomorrow and in less than 20 minutes I am going to show you how you will easily, quickly and painlessly create your own business opportunity to begin earning the $2000 a month you need to be able to save for your retirement or what ever amount and reason they wanted the money

 

Here’s a great way to cement this commitment in their minds while asking for what we want and building value for yourself:

1. 

So When I call you back you are going to be ready to give me 100% of your attention.

Wait for their answer

2.

What day and time can you be ready to do this for sure? 

Lead them to a date and time within 24-48 hours…

 

3. 

So at 11:00 tomorrow you are going to be available and ready to seriously look at an opportunity that will change your life?

 

4.  What is the best number to reach you at?

 

 

5.Ok so what time are we meeting?  By having them restate the time and date you are making it “their idea” and building that value.

 

So now the Fortune is in the FOLLOW UP….

 

Follow up at the agreed to time.  If they have done as they promised and are available great the possibility just increased tremendously that they you have someone who is serious.

If they are not ready move on, do not waste any more time with them. They have already shown you that they will not take this seriously.  Give them your website URL and walk away.  Add them to your email autoresponder and send them occasional emails but DO NOT beg, plead or try to convince them to join.  Perhaps at a later date they will be in the right place to consider joining and by keeping them in a email rotation they will be able to reconnect with you and if they did you now know that are ready to commit.

 

Just a few easy questions and you have saved yourself a lot of heartache and wasted time. 

 

 

If they are ready and available you now proceed with building that value and curiosity.

You remind them of their Why: connect with that emotion

Hi Jane, it’s 11:00 and time for us to discover how to create that extra $2000.  Let’s go take a peak…

 

Take them to whatever call, site or presentation you want them to see…

 

Now this is where we are going to get to the meat of the issues.  Handling their responses…

 

So they’ve seen your site, heard the call or listened to the webinar it is time to ask for what you want again.  At this point I ask.

 

OK you now have the information to create the $2000 you need to save for your retirement. 

Let’s get you signed up are you in front of your computer?

 

Here’s where they are going to do one of two things.

1.     Yup I am here what do I do next…

2.     Give you a response…

 

REMEMBER NO MATTER WHAT THEIR RESPONSE IS YOU CANNOT TAKE IT PERSONALLY… 

 

STOP RIGHT HERE AND PAUSE FOR JUST ONE SECOND TO BE SURE THAT YOU ARE NOT LETTING THEM DRAW YOU INTO THEIR EMOTION…  You already know what you want from this call remind yourself of this at this point.

 

You now have to listen, Hear and realize which response they are giving you.

Then use the following techniques to build the value and curiosity to solve their problem/desperation/emotion….

 

Again,  you have to listen and realize what response they are giving you in order to respond and build value and curiosity and solve their problem.

 

So let’s deal with the 2 most popular responses that we hear all the time

 

1.  I don’t have enough time…

And

2. I don’t have enough money…

 

So stop right here, don’t take it personally and don’t get drawn in remember time and money aren’t the real issue here.

 

Think about it.  If I spoke with you today and I told you I didn’t have the time or couldn’t afford to join your opportunity but then my refrigerator broke down.  Do you think I am going to find the money and time to get it fixed.   You know I am…

 

It is the same for anything that a person has placed a value on…  IF the value is high enough they will find the time and money.

 

So the minute you hear anything that even remotely sounds like I don’t have enough time or I don’t have enough money you now know you have to raise their desire and increase the value so that the prospect will take action…

 

So how do you do that; do something different something they wouldn’t expect.

 

Most network marketers would say OK so when do you think you will have enough time or money to join…

 

Remember if they had to fix their refrigerator today they would find the time or money so now you need to create an equal value for them to want to join your opportunity today.

 

So instead of saying something like that’s OK when will you have the time or money;  

try something like this

 

So if I’m understanding you correctly; you would be interested in joining today if you had more time;

 

Or

 

So correct me if I am wrong; you would be willing to purchase a product now if you had more money;

 

Whether they say yes or whether they say NO you want to begin building that value

 

You can begin this process by asking them

What they liked best about your opportunity? 

By asking them what they liked best you are reinforcing their desire and value within their own mind. 

 

Then you want to create a partnership:

I agree and I want to help you so let’s do this together.  Let’s brainstorm a little and see how we can find the time and or money to get you started so that you can begin building that income to the $2000 you need a month to supplement your retirement (or whatever it is they wanted to do originally).

 

YOU WILL NEED TO KEEP NOTES AS YOU GO TO HELP YOU REMEMBER PEOPLE’S WHY’S…reinstating it often will just build that value

 

Then offer them options:

Let’s see we could sign you up and set up your autoship for a couple weeks from now.

or

You don’t have to worry about knowing everything right now because I will do 3 way calls with you to explain the opportunity so you will save time learning from me as you go.

 

Remind them of all the things they liked best (you will be reinforcing that desire again and building the value)

 

And again ask for what you want. Be specific.

 

Let’s get you signed up today.  We’ll schedule your autoship for 2 weeks from now and I will call you at 9:00 tonight so that we can do a three way on our corporate call…

 

If they say yes:  Again Yippee

If you are still getting resistance it is because they are not seeing the value yet.

 

Be even more specific:

What is it going to take to get you signed up so we can begin making money together today.

 

Then respond to their answer and use it to create that next action step if necessary.   

 

So if you are still getting resistance you will want to

Reinforce what they liked and create curiosity.

Ok we know that you love the products and the fact that the company has an easy to understand concept.

 

So let’s touch base tomorrow at noon and by then I know you will have figured out how to create the time and or money so that you don’t miss out on adding people as soon as possible.

I am going to have several more people on board by then and You don’t want to miss out on all the momentum we are creating.

 

Pick a date and time within a couple days and again ask them what time and date the next meeting is set up for. 

You always want to reinforce your connection.

 

And follow up…..  

 

So let’s recap since the;  I don’t have time and or I don’t have money are the two most used responses you will come across.

 

First be 100% certain of what you are trying to accomplish with each call.

 

Then you want to build value and curiosity.

 

To do this Begin a call with a version of the,

What is not perfect in your life yet? …

 

Then build your personal value by telling them you only have a minute so you need to set up a future time to spend 20 minutes reviewing how your opportunity will help them solve their “problem”.

 

Then get them to restate the appt. time and date.

 

Make sure you follow up at the set time:

Take them to a call, webinar or website and then ask them to join.

 

If you get a yes:  YIPEE sign them up.

If you get a no you have to build value

 

So ask a question they wouldn’t expect:  if I understand you correctly if you had enough time and or money you would be joining right now?

 

Now remind them of what they liked best by asking:

So what do you like best about this opportunity.

 

Then use this momentum and the value they do see in the opportunity to get them to join.

 

Great so you just need enough time and or money to join because you do see that this opportunity will create the income you need to save for retirement, allows you to help others, is easy to understand… (whatever they liked)

 

So let’s get you signed up now and we can set up your autoship for a couple weeks out and then we will work together doing 3 way calls so you can learn as you go.

 

Let’s do it now I am so ready to work together to make this happen…waiting is going to do nothing but delay your growth.

 

Now if you continue to use these steps and build value you will connect with prospects at the right time for them to join.  You just have to do what?

 

Take action and think of objections as what… Responses, only responses

 

So that covers the 2 major responses you will get but there are a whole bunch of other responses that can be grouped into a category called

 

STALLING

 

People are famous for it.  We all hate to make decisions for a variety of reasons so we stall.

 

We might be afraid of making the wrong decision

Or maybe

We don’t want to be seen as different so we won’t make  a decision outside of our comfort zone.

 

Whatever the reason people love to stall and they are pretty creative when doing it.

 

Here are the most popular stall tactics  and some great responses to eliminate the stalling and get prospects to TAKE ACTION…You’re not the only one that has to do something…

 

The first stall:  That sounds great I’ll be ready to do it in 2 weeks…

 

You want to respond; So what will be different in 2 weeks?

 

They may say something as simple as I get paid in two weeks. 

It might be that they will be out of town till then

It might be that they will have finished a big presentation at work by then and have more time.

 

Whatever their reason just say:

Great let’s save us both some time and effort and get you signed up right now.  That way in two weeks you are ready to start immediately instead of having to spend more time setting you up and don’t worry we can set up your autoship to ship 2 weeks in the future.

 

If they admit that they don’t know what will be different in 2 weeks then they just admitted that they don’t see enough value yet.

This is the time to ask them what they specifically liked about the opportunity and use this to reinforce the value.

 

The second stalling technique:  I like what I see but I want to see how you do before I commit.

 

In this case they do not see the value in you yet.  So you want to say something very specific like:

 

My background is very different from yours and I am not sure what my success has to do with your success but; what exactly do you need to see  me accomplish in order for you to join?

 

In most cases they are going to say make money and you can now very easily say why would you want to wait to watch me make money when we could begin working together now for us both to start making money.

Or you could ask something like:

So what do you have to see NOW in order for you to make a decision now.

These questions will open up the real reason for the stall and allow you to build the value based on solving that problem…

 

Stalling technique #3:  I need to think it over…

 

I totally understand that you would want to think it over but could you clarify what exactly you need to think about?

 

This is going to give you the exact reason for the stall and now you are able to show them the value and solve that problem.

 

#4. I have to talk it over with my husband, roommate, ghost of Christmas future…

 

Oh so you are not the one in the household that makes these decisions…

When is a good time to call back and catch  Mr. Ghost of Christmas future…

 

Or

 

No problem, You obviously have a good understanding of this opportunity but since you have only just learned about this in the last 20 minutes Let’s work together to explain it to (name of person) what is a good time to call

back and get them on the phone.

 

In this case you should also ask:

If for some reason they are not interested are you still willing to move forward?

 

And one more stall: they just plain say NO or I’m not interested.

They are blowing you off…

 

Best way to handle that response is to say,

 

Wow I am not used to getting NO so would you mind telling me which part exactly is not for you?

Which part did you like?

 

This will open them up to giving you their problem/issue/desire and you can now begin to build value.

 

Now for the most famous stall of all…

Are you talking about a pyramid scheme:

 

I love this one and I am now comfortable enough to say:

No, why is that what you are looking for?  Of course they are going to say NO.

Great because a pyramid scheme is nothing more than money exchanging hands.  There are no products or services involved.  In our case you are purchasing an amazing product; creating a real business that will create possible tax advantages and taking advantage of daily training and support.

So what would you be interested in purchasing. 

 

I also want to talk about a stalling technique very specific to Tampogo.

You said it was free to join but I have to buy a product; that’s not free:

 

That one used to throw me but it is actually really easy to overcome.

Yes it is free to join and when you join you get 2 links to promote as well as a comprehensive back office to track everything you do.  Other companies would charge you anywhere from $100-$1000 to join then ask for another $25-$200 in monthly fees to get these internet tools.  Tampogo charges you nothing.

With regards to purchasing one item this gives you membership in the affiliate program which is how your commissions are created and activates the payment to you. I have also found that by making this commitment you are making a commitment to yourself to grow your business.  It is the people that make a commitment to AS that understand our mission to feed kids and understand that it takes action in order to grow a business. 

So are you ready to make that commitment today?

 

All of these responses can be used to create a relationship and it is this relationship that will eventually create the desire and get the prospect to take action and join you…

 

Remember in many of these cases and in network marketing in general it will usually take more than one exposure to help a prospect make a decision so do not give up.

 

The fortune is in the follow up…

 

A great opening line when you have to follow up; especially with someone who was stalling or blowing you off is;

Please forgive me I know when we spoke and last time you said you

weren’t interested

needed more time

didn’t have the money…

 

Then use the, I am running out the door and only have a minute but

 I realized I had forgotten to tell you about

I wanted to sure to tell you about this new update…

 

And set up that specific time to call and then give them a little teaser like

Great we’ll talk at 1:00 and I can’t wait to tell you about

this amazing new product we just released

or

how we have added an even easier way to grow an income.

 

Finally rarely but it does happen people will get angry with you or even insult you.

The best way to deal with this response is to agree with them.

For example,

I totally appreciate that you have this opinion and you have every right to have it but my opinion of this opportunity is that it is an extraordinary way to create an income and I just wanted to share it with you…

Is there a better time for me to contact you?…

 

Again I cannot stress this enough if you run into someone is completely blowing you off or not being available for appts. DO NOT CHASE THEM, BEG THEM OR CONTINUE TO CALL THEM.  Just add them to your email list and send them regular emails and move on.

 

There was a lot of information in this call but the basics for each type of response are the same.

You have to build desire/value and or curiosity to get people to take the action you ultimately want and that is to join you.

 

So always open with the,

What isn’t right in your life yet?;  to begin to understand the emotional reasons why they want to make a decision to join you.

 

DO NOT get emotionally involved yourself; it isn’t personal.

 

And continue to find ways to build the value through asking

What they did like and building on it

Or

Asking what they didn’t like and reviewing how you can solve that.

 

You will master these techniques if you practice them and pretty soon you will be able to handle any response someone throws at you.

But remember it will take talking to people to create the opportunities to practice.

 

You won’t do it perfectly every time but you will get better and better.

And when you make a mistake it is a great reason to call someone back and use the

“I know you said you weren’t interested but I totally forgot to tell you about and I know you would be interested in this because…”

 

Here’s a helpful hint:  I have created an index card with each of the responses listed and a couple quick notes about how to steer them to seeing the value in my specific business opportunity. 

Then I just keep all the cards in front of me and as I talk to people I can quickly grab a card and wala I am prepared and ready to respond to their responses.

 

If you don’t feel ready to get on the phone with prospects call a team member and practice on them. 

 

Tell them to use one of the responses and role play.  Then do the same for the team member and guess what now both of you are ready to go out and succeed…

 

 

Again, you are accountable for your success.

You have to determine How bad you want it…

If your why is big enough you will take action…

If it isn’t you will continue to procrastinate and accomplish nothing…

 

As Jim Rohn said

If you want to earn more you have to become more…

 

So take action, knowing you will not do this perfect right away.

But if you practice will you get better.  If you do nothing you will achieve nothing.

 

Remember one major trait of self made millionaires is that they do not wait for everything to be perfect.  They know that by starting now, giving it their all and never quiting they will perfect their skills and achieve their goals.

 

So today is the day to get on that phone and talk to people…

 

Now tomorrow Tracy and I are going to do some role playing for you.

We are going to incorporate handling responses with the different personality types so get your entire team on the call.

 

Remember use this training call as a tool in your arsenal to duplicate success and get all your reps on it. 

 

Get starting + keep going + never quit = success!!

 

 

 

 

 

 

 

 

 

 

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