MLM OBJECTION CRUSHER

2. The Art of Handling MLM Objections

3. Handling objections is a very critical step in the sponsoring
process. You’ve already spent your time inviting and
presenting to your prospect, and you’re just one step away
from closing them to join your business. But if you can’t
help your prospect overcome and understand their own
personal (unique) objections, then you still won’t be able
to sponsor them into your organization. Sayang lang ang
effort kung hindi ka rin marunong mag handle ng
objections.
“
The difference that sets professional networkers apart from
amateur networkers is that they look forward to their
prospects objections and know exactly what to say with each
one.

5. Below, I’ll be providing you with 3 guidelines in
how to effectively handle your prospects’
objections. These won’t be scripts like in the
previous articles I’ve shared with you, but once you
apply these principles to your business, you will get
immediate noticeable results. At the end of this
article, I’ll also give you an excellent resource (this
time with all the scripts you need) on how to
handle the most 22 common objections in the
MLM business. With that said, let’s get started!

6. 1. Listen to How Your Prospect Feels About the Business
After the presentation, you will have 3 kinds of prospects.
(it would be good to ask this upfront on what category they belong to…)
“C-prospects” are those who are not interested or super negative about
the business
“B-prospects” are those who are interested, but they still have questions
“A-prospects” are those who are ready to try it, their only question is
how to join
Now, based on their answer, you should do the following:
For your A prospects: Well, then give them the instructions on how to
join (congratulate them, give the sign-up forms, pay-in, next steps,
training schedule, etc…)
For your C prospects: Never argue with them. Just thank them for their
time, assure them that you understand that the business is not for
everyone. Then ask if they would prefer to leave at this point, and wish
them íngat for their trip home.
Generally A & C prospects are the easiest to handle since somehow they
have already decided on where they will go with the business. On
average these would just be 20% of your prospects.

8. A huge majority of your prospects would fall under
category B. They are interested, but they have
questions. And it’s your job to help them overcome
their hesitations. Now, the good thing about letting
them choose what category they belong to is that you
learn if they are indeed worth your time. Remember
that you should only spend time with prospects who
are genuinely interested. So if your prospect is an A or
a B, then that’s the only time you answer their
objections.

9. 2. Before You Handle Their Objection, You Must know Their Deep Reason Why

10. Each prospect will have different motivations on why they agreed to your
invitation for a business presentation. Some are just bored, some are
looking for more income, some want to start a business, and some just
want a new and fun experience. Iba-iba ang needs ng prospects natin.
Now, whatever their reason is, you have to discover it, because it will help
you keep them focused on why they are even considering the business.
Knowing their reason why will give you the LEVERAGE you need later on,
as you handle their objections.
For example, if upon your inquiry/sorting/pre-closing, your prospect told
you that he already works for XYZ multinational company, and he’s tired
of the 8am-8pm job he has. What do you think his reason is for going to
the business opportunity? Is it income? NO! It’s TIME freedom.
And actually it would be even better if you got to ask him: “Why is time
freedom important to you? Or bakit importante sayo na makahanap ng
less stressful na trabaho? He may give answer that it maybe he’s
concerned about his health. Or maybe because he doesn’t get to see his
family anymore. Listen in to all of his answers because those will be your
selling points.

11. Here’s one of the quotes from the Objection Crusher by Eduard Refomina.
I believe it captures the whole essence of this guideline.
“
Kapag May Reason Why, makakagawa ng paraan.
Kapag hindi interesado o hindi open-minded, makakagawa ng dahilan.
Tama ba?
I’m sure you agree. So before handling your prospects
objections, make sure you know their reason why. It’s better
you find out before you present, but if you don’t have time for
that, then you need to ask it, BEFORE handling any of their
objections.

13. 3. The Person Asking Questions Controls the Conversation

14. Okay, now this is the MOST crucial skill in handling
objections. Always remember this:
The person asking questions controls the conversation.
A common mistake of amateur network marketers is that they
WAIT for the prospect to ask them questions. Then they
proceed to answer the question. Period. Silence. It’s awkward.
So your prospect asks another question! And it’s just going to
be question after question after question, and the newbie
networker would end up saying: “ang hirap naman ng business
na ‘to.”
Remember that you should be the LEADER in the
conversation. You are the one with the opportunity. So it is
absolutely important for you to control the conversation by
being the one to always ask them the questions. So remember
that right after you handle their objection you should always
follow it up with a question to move them forward to the sale
or sign-up.

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