subject: How Can I Handle Mlm Objections More Successfully? [print this page] How can I handle objections more successfully?
Please note that this MLM training 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).
Purpose: 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've stated they need, want or don't want.
When your prospect doesn't want to do what you've asked them to do, he/she has an unresolved question and/or objection. The remaining text in this article includes my MLM training advice which explains exactly how to handle objections so your prospects DO what you ask them to do. 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!
Unexpressed when your prospect withholds their questions or objection. Your job is to locate and remove the unexpressed questions and objections.
These questions and objections, whether expressed or unexpressed, can stop and ARE stopping your prospect from getting what he/she has stated (during the Qualify step) they want (more money, work from home, etc). So you need to effectively handle these.
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 formula.
