Objections

Objections? fuggeddaboutit

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Objections? fuggeddaboutit Aloha From Kauai Relax!

Nope, It Didnt Start That Way What Well Be Covering Basics

The recruiting cycle mechanisms Lets establish a vocabulary for speed Not trying to change your teams language A bonus skill I threw in to thank you all for pushing us over 200,000

views What really happens in the recruiting cycle

A 4000 year old truth is the key What the 80-20 rule really means and how to use it

Question or Objection? We need to know the difference QUESTION? You close, then answer the question, enroll OBJECTION? They answer the objection, enroll or confess

Nancy & Al

*Same System* - Price, Meetings Same Product, Belief Same Comp Plan Same Hours, Commitment Same Upline, Same City Same Sponsor Difference? _________

If we are going to make money, well need to learn some ______



Lets Pick Up Speed A little vocabulary so we go faster A Suspect a name and a number A Possibility Suspect who agrees to look A Prospect Possibility who has shared THEIR reason for looking

Must be volunteered in conversation, not obtained by badgering Free 3 part video series in late Oct. [earlier? Go90grow.com]

KEY: You cannot sponsor [Burn on brain!]

A Suspect A Possibility All unmet expectations happen here All pseudo objections come from possibilities we believe are

prospects What is the point of overcoming a pseudo objection? They must be

a genuine PROSPECT to find hidden objection The Recruiting Cycle ~ Up Close 3 Step Plan

Step 1 ~ Strike Interest & Sort & BFU Successful Step 1? Separate Pretenders from Contenders Did You Book a Follow-up?

Step 2 ~ Prospect Reviews Info

Third Party Tool ~ CD, Website Meeting

Step 3 ~ Collect Decisions

A distributors job? Collect Decisions More often we do it, the more $ we make

Where is the money? Step 1 Step 2 or Step 3



The Meat Our job is to collect decisions

This is where stalling happens All pseudo objections are merely forms of stalling Makes the job hard for Al He learns all those cute answers to objections Sound great, never work

Only 1 person knows the real objection

And only 1 person can overcome it the prospect KEY: Only 1 person can mess it up - you

Lets Make It Easy

Two places where perceived objections occur 1. Getting people to agree to look @Step 1 2. Collecting the decision @ Step 3

Lets deal with Step 1 objections first

At Step 1 we are Striking Interest & Sorting Poor Al, he thinks its a numbers game Hes got the 80-20 rule backwards He believes you just have to find the right people

Its About Skill, Not Numbers

Nancy knows its about skill, not numbers Its all about what we say and what we do Social Proof?

What do most people want?

More time, more money and lower taxes What are promising if they are successful? More time, more money and lower taxes If we __________ what people want, why do they say No? Its all about the words we use 3 part free video series released on the 14

th Rejection free



The First of 2 Biggies At Step 1 If You Dont Know The Skills

Whats it all about? Never do anything unless you know why youre doing it! Your objective? Get them to look, with an open mind, at your ___________ Its not to do Step 2! They want you to tell them, you know youre almost road kill

What would be ______________ for you? Ready? Paint pictures with words for 2 hours

The Dreaded Question

What Question Do New Reps Fear? How Much Have You Made? I Dont Know, I Havent Finished Collecting It All Yet. Most people

who learn they can do something right once and get paid over and over and over again get excited want more information. but some of them dont. The ones that dont [negative, negative, family]

May I get you some information John, may I? Why This Works

Conscious Mind Subconscious Mind

Social Proof ?? Restaurant Dark Road

Two Filters ~ Both Def-Con 5 Will it Kill Me? Are they Selling Me Something?

Curiosity, Ego ~ Everyone Wants to be Valued & Seen as Having Values



Most People Skill 2 Most Powerful Words? Most People Most People Skill

4+ Uses, works 100% of the time 1. Eliminate Fear of THE Dreaded Question 2. Have Negative People Ask For Presentation 3. Get Follow-up Appointments w/24 hours 4. Overcome ALL objections, enroll 94% You can grab it at http://freenetworkskills.com

Relax....will not lead you to a sales page We always keep our promises Two Words +

Formula=Multiple Skills If You Are Taking Notes.... Most People Get Excited ~ [any synonym] Positive Statement

and what you want [them to do] May Raise Sales Filter

But, Some of them dont [Filter Down] The ones that dont

Negative, Negative, negative... Family value ~ Shrug Restate your request in question form

Drink Beer Talk Football Watch TV Surf the Internet

Everyone Wants 3 Things

Secure Appreciated Significant



Flat Tires & Lug Nut Wrenches Willingness and Ability

There is nothing more important for your career Willingness And Ability

I dont have the time I dont have the money Take the objection and wrap it around their ____________

Give it back to them If they are not willing, you are not able Got it? I know what youre thinking

I know they need the product, I know they can use the money so... How do I get people to be more willing?

The Recruiting Cycle ~ Lets Review 3 Step Plan

Step 1 ~ Strike Interest & Sort & BFU Step 2 ~ Prospect Reviews Info Step 3 ~ Collect Decisions

A distributors job? Collect ______________________

More often we do it, the more $ we make Good News & Bad News

At Step 2 your prospect reviews information And they have objections BAD NEWS:

The great discoveries; bankrupt to beachfront Heros Journey Limbic System Paretos Principle Reveals REAL 80-20 Rule Its simple, lets walk through & tie it together Once you see it objections will be history, its easy



Everything Happens At Step 1 The Heros Journey

Ever wonder why movies & sports do billions? The appeal? When rooting for the hero, rooting for self We become victors when we stop being victims KEY: This is the appeal of NWM

Joseph Campbell Power of Myth Discovered the Aladdins Lamp to the recruiting cycle

Mind-blowing

In studying of the central myths, over 4000 years At the core, all identical 2 desires as individuals

Even more mind blowing Hunting, herding or farming the same Never communicated with each other, impossible Explanation is underneath it all, we are the same

Quest to connect Fellow man Universal power Once quest begins helpers, mentors, shaman appear

Campbell Charts It



Its No Fairy Tale It takes courage to move into the unknown

Als belief creates blind spot Nancy gets it

Social proof o Did you join for Plan, Product, Company or Outcome?

Limbic System

Subconscious makes all decisions On this, from Freud, Jung, etc., there is no debate

OK, so whats the Limbic System? Many functions Evaluates the REWARD POTENTIAL for judgment calls Starting to see it?

Pareto Principle & 80-20 Rule

Vilferdo Pareto Most MLMers have 80-20 rule backwards 20% of your effort will determine 80% of you

income We must not fail, like Al 80% of the time, in the

20% Whats this got to do with Objections?

If you truly see it youll be able to eliminate 100% of all

objections at Step 1 The techniques I just showed you will work 100% of the Time People wear 20% of their clothes 80% of the time They eat at 20% of restaurants they know 80% of the time Endless list Bottom Line: People do what is familiar Under stress people do ....but mostly.... Lets tie these three things up



At Step 1 Get prospect into Heros Journey

They present to Nancy why they should look This skill, The Prospect Presents, is in the up coming free video series Its their story! She knows how to non-confrontationally Al? He tells them about the PPC QUESTION: Whats more ______________? Als dead meat

Make it ___________________ Nancy knows how to make NWM seem familiar Al? Uses terms they dont know Ingredients theyve never heard of. Als road kill Al spend his time overcoming pseudo-objections

Eliminate Objections at Step 1

Moving into unknown is scary Nancy knows most people are reluctant

Heroes She expresses while Al tries to impress

Al, Nancy & Objections Al makes NWM BIGGER, some massive,

revolutionary discovery! Prospects sees trails and tribulations HUGE- fear of

Incompetence Nancy & her team give reassurances

Prospect sees Helpers and Mentors When Al makes call to action? Objections to mask fear of

Unknown When Nancy make the call? Familiar, comfort, demod helpers



Lets Review & Move It To Real Life Heros Journey

Its 4000+ years old folks, the compelling story is THEIRS People join, we all do, for hope of different outcome

Limbic System Evaluates Reward Potential of Judgment Calls Have Prospect drive UP Reward Potential Learn the skill to have the prospect present

Paretos 80-20 Make it familiar People are more likely [80%] to move forward with the familiar

Crucial To Success

There are only 3 things in a prospects mind 1. Can I make _____________?

Want to be Heroic

2. What would I have to __________? Make NWM familiar

3. Can I _________it?

Think Limbic System

Social proof? Did you join thinking you could ________ do it? Willingness And Ability

Take the objection and wrap it around their desire Give it back to them If they are not willing, you are not able Got it? They will not say no to what they said their treasure was = core values Al closes on PPC & Future after invalidating a life Nancy closes on hero within, their core values

I dont have the time I dont have the money



Questions & Objections R-Rated Ask them to overcome their own objection, collect

Good friend Tim Burn taught me this... restate what they told you they thought the books would do and tell them there are 2 types of people in the world... those that think xyz is worth 17 a month, and those that dont

Restate objection link to the core values in their Limbic system and give it back to them

Lets say Sally says time is issue Questions & Objections R-Rated Slicing Thru the Bullshit

EX: Im sure Jack would love to get out of school debt free. I know Jill would be just as happy. Tommys willing to put in 6 hrs a week on Jack and Jills education and so am I. Obviously youd feel tremendous giving your kids that kind of a start and Im sure your husband is behind that goal. All thats standing in the way is you feeling you cant make the time. What do you suggest we do about it?

or theres only 2 types of people in the world.....those who think 2 kids walking out of school debt free is worth finding 8 hours a week for.....and those that dont...

Me? Personally, once they lie to me...the gloves are coming off and I like the 2nd one ....with a closing question Its safe to assume youre in the first group - YES? Great, lets get

started on Jack and Jills debt free education. Enroll !!!! Make them say no to what they said they wanted....Not BIZ!

Question or Objection?

At Step 3 A question is not always an objection Determine which it is before you respond

If its a question So how much a month does it cost to run the biz? How much time will it take to make it work?

Restate Get Commitment - Enroll NEVER do a DOG AND PONY SHOW Never do anything unless you know why your doing it At Step 3 you are there TO COLLECT A DECISION



Questions & Objections R-Rated How does that work? 6 Simple steps...dont worry, its 20 seconds

1. Acknowledge the question by repeating it

2. Compliment them for asking it

3. Ask a _______________ question in a positive way

4. Obtain a ____________ answer

5. Answer their question

6. Enroll them

If you dont do this... the questions will just keep coming... sometimes people ask stuff because they want to know... sometimes its just a stall

16 Questions & Objections R-Rated

Whats it going to cost monthly to run the biz? asks Sally 1. Are you asking me what the successful reps

spend monthly to run their businesses? 2. Yes 3. Excellent! Youre picking this up faster than most people.....If I

can show you that it costs them nothing, youd be ready to enroll now, yes?

4. Yes 5. Answer their question 6. Enroll them

What if they dont say yes and hem/haw a tad? Why dont we get all your questions ... so you can make a

decision, does that make sense? Get all the questions... then... so if we can answer all

these to your satisfaction, youre enrolling, yes? You are there to collect a decision its your job, its money,

its the dream



Stating The Obvious Where does it all happen?

Nancy knows the truth Step 1 Reality: Its over in the first 5 minutes at Step 1 Learn the skills so the prospect presents They put themselves in Heros Journey, shares core values

Theres only 1 person who can make a prefect presentation to your prospect

Poor Al He asks dumb, sales-filter raising questions

Do you have 8-10 hours a week Are you coachable

All unfamiliar, all set up pseudo objections no one can win

Some Good News & Q&A Nancy knows a simple skill set

The prospect presents their values The prospect shares how getting it would make them feel The prospect does 100% of the work

3 part free video series coming on the 14th [over a week] You can get it on the 12th, http://go90grow.com Hop on early notification list Followed up with webcasts with live Q&A

Where do I get the Most People Skill? http://freenetworkskills.com Want the 3 videos 2 days early? http://go90grow.com And, we always keep our promises, those links will not lead to a sales page

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Objections