MLM Training – 5 Steps to Professionally Handle Your Prospect’s Objections

MLM Training – 5 Steps to Professionally Handle Your Prospect’s Objections

Have you ever experienced a loss for words when a prospect asks you “Is this one of those pyramids?” or “Is this like Amway or Mary Kay?” Perhaps you said the wrong thing and lost the their attention. Your prospects will always have objections about your MLM business, but with the right MLM training techniquies, you can easily resolve them when you follow these five steps.

This discussion on handling questions and objections only deals with those that come up during an invite call – as in the first time you talk to a prospect and are inviting them to look at your MLM business.

Let’s start off with defining what “Handle Questions and Objections” means.

Definition: Handle – to deal with effectively (there are a lot of replies out there, but they don’t handle the question or objection)

Definition: Questions – something asked

Definition: Objections – expressed or unexpressed opposition (to be against or resistant to).

The purpose of Handling Questions and Objections is to get the prospect beyond their question(s) and or opposition(s) which are currently stopping them from attaining what they stated they need, want or don’t want as it pertains to your network marketing business.

When your prospect doesn’t do what you’ve asked them to do (like listen to a CD or attend an MLM business briefing) he/she has an unresolved question and/or objection. There are two kinds of questions and/or objections:

Expressed – when your prospect expresses a question or objection – be very thankful! It’s one you don’t have to DIG UP! (Example: My sister tried a network marketing business and she failed.)

Unexpressed – when your prospect withholds their questions or objections. Your job is to locate and remove the unexpressed questions and objections. (Example: Your prospect doesn’t show up at a follow up appointment.)

These questions and objections, whether expressed or unexpressed, can stop and ARE stopping your prospect from getting what he/she has stated they want (more money, work from home, etc). So you need to effectively handle these.

I can assure you – if you don’t handle the questions and objections now, they will linger in your prospect’s mind…even if they still sign up in your network marketing business! It’s happened in my business. I sign someone up. We go through all of the MLM training together. My new person seems excited about network marketing. And then all of the sudden, she’s no where to be found. Doesn’t answer my calls and won’t return them. Most times, they disappear because of an unexpressed objection or question I didn’t resolve when I first introduced them to my MLM business.

There is a formula for handling questions and objections. The reason a formula is necessary is so you do all the necessary steps to effectively handle the objection. If you just “give the reply,” you can miss all the other necessary steps to HANDLE the question or objection and worse – you can upset or give extra strength to their objection. Many, many times I’ve seen the objection fizzle to nothing just by properly doing the first three steps of the Objections Remedy Formula.

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