What Every Network Marketer Needs to Know About Excuses and Objections
What Every Network Marketer Needs to Know About Excuses and Objections
Whether some people are willing to admit it or not, network marketing is a people and relationship driven business. Your downline, upline and list of prospects is made up of people with their own agendas, needs, wants, desires, fears, passions, quirks, strengths and weaknesses. Why do people do, or not do, what they do, or do not do? And how do you respond to it?
Understanding human behavior is a critical skill for any successful network marketer. In fact, I would go so far as to say that it's the one skill that will determine whether you have 'okay' success or 'big time' success in this business. I'm serious. It's that important.
Think about it, what you know (or don't know) about human behavior effects everything that you do; your interpersonal communication, your PPC advertising, your SEO strategies, your blog posts, your Facebook comments, your emails, your copy writing, your training, your leadership. Everything. And unless you have a basic understanding of the reasoning behind people's behavior, all the sweat, toil and tears you put into growing your business will not mean a thing.
In fact, you will find that unless you understand people better, that building and maintaining a network marketing business is going to be an upward climb all they way. And if you find yourself spinning your wheels and not getting anywhere, then read on to learn a few of the major behaviors that keep people out of the business or knock them out of your downline within days of getting started.
Most people walking the planet want a more free and abundant lifestyle where they have more time and more money to do the things they really want to do. Not too uncommon right? Funny thing is, most of them are not willing to do what it takes to get it. Ever meet anyone like that? Instead, most people (not you and me of course) would rather wait for their boss, the government, the lottery or a rich uncle to hand them their perfect life on a silver platter. Most people will live their lives 'waiting' for something or someone to come along and change their life for the better.
And here's the kicker, there is no lack of opportunity, what is lacking is their ability to get past their limiting beliefs and move into action. In my experience the biggest barrier that keeps people from living 'extra-ordinary' lives is their inner story. The stuff they tell themselves. Otherwise known as EXCUSES and OBJECTIONS.
When revealed, some of our inner stories can help us grow and gain new understanding. While others are toxic and their poison truly prevents us from achieving ANY of our life's goals. To me, there is a BIG difference between EXCUSES and OBJECTIONS. Here's a definition as I see it.
OBJECTIONS - An objection is often a question in disguise. They are seeking guidance and an answer. The biggest ones out there, the elephants in the room, are the NO TIME and NO MONEY objections. If I see that someone has drive and desire and is someone I truly want to work with, I'll do my best to answer this question for them. Here's an example of what I might say:
'It is exactly because you have (no time/no money) that you are here meeting with me. You're obviously looking for a solution. And while I can't make any promises, I can offer my guidance and assistance so that you can create MORE time and MORE money in your life. You know it's possible. Other people are doing it. You can too. And I can show you how. If you're willing to make a commitment to change things for the better, I'm willing to make a commitment to help.'
Look for a sincere and positive response. If they soften up and look to you with new respect and an unspoken 'will you really help me because I really need it and so far no one has ever offered to help me live a better life.' THAT is a response you can work with and a position that allows you both to move forward.
If on the other hand they shore up their defenses and repeat the objection, or come up with new ones, I know they are digging in their heels and fortifying their reasons for NOT taking action. They KNOW and FEEL they should do something to change their life for the better, and yet they buy into and validate their objections. And that is a path I do not follow. No one can save a person who is drowning if all they do is resist and try to pull down the lifeguard who is trying to help them!
EXCUSES - To me, excuses are little white lies that we tell ourselves. Some people form a habit around their excuses that they can't break free of. Excuses feed people's fears so that they can feel better and delude themselves into thinking their reasoning is legitimate. Excuses are more difficult to get around because they are embedded into a person's thought patterns from which they don't see ANY possible answer.
Over time, people can build up additional beliefs and habits in support of their excuses. And more often than not when I encounter that person in life and in business, I just give them a silent blessing and keep moving. I'm the lifeguard and if you're going to resist saving and try to pull me down with you, I'll just have to let you fend for yourself. There are other lives to be saved. So to speak.
When you really shed the light on EXCUSES it is often obvious that the person is in pain. However many people afflicted with this behaviorial flaw are so convinced of their reasons and so comfortable in their discomfort that they are unwilling to budge or let go of them. As a business builder in network marketing you ARE going to run into EXCUSES and OBJECTIONS. It's just part of human behavior and people's defense mechanisms.
By listening and asking a few simple questions you can determine just how committed they are to their inner stories and whether they can be helped by answering their objection and moving forward, or are trapped by validating and embedding those objections into habitual excuses which stagnate and cripple them.
While some people can be saved, others will have to be left behind. You've probably heard it before, this is a SORTING business. You won't be able to save everyone. The good news is that there are a lot of good people who are looking for solutions. They want answers and they need help. They want more time and more money and a lifestyle of fun and freedom. And you have a solution.
If you can help someone free themselves from limiting beliefs and give them hope and permission to dream again, THAT is one of the greatest rewards in network marketing. And it all starts with knowing a little about their behavior and understanding where they are coming from so that you can speak to them in a way that will help them get past their fears and see great new future for themselves with the time and money freedom that we ALL dream of.
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