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Direct Sales – Recruiting Made Easy

September 25, 2008 | Leave a Comment

Overcome Objections And Become An Expert Recruiter

Becoming a master recruiter in network marketing, direct sales, home party
business or any MLM requires the ability to effectively field objections. 
Understanding that an objection is a question or concern in disguise is the secret
to becoming an expert recruiter. An objection does not mean no, it means please give me more information.

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Steps To Overcome Objections And Get To A Yes

  • An objection does not mean NO!
  • Understand that an objection is the need for more
    information.
  • Understand that an objection is an emotional need
    unfulfilled.
  • Keep the focus on the prospect by sharing your response in
    less than 10 seconds and ask another question.
  • Always end a statement with a question.
  • Use thermometer questions.
  • Ask for the close more than once.
  • Craft answers to the common objections.
  • Become fluent at those answers.
  • Beware not to project your concerns into the interview.
  • Ask a question. Be quiet!

    • If someone is definitely against your opportunity or service
    they would say NO!  NO means I am not interested, not I hate you for asking.  Do not take a no negatively and at the same token do not take an objection as no.  When
    you look at an objection as being a clue that you have not provided your
    prospect with enough information, you can begin asking questions that will help
    you understand what the potential prospect needs to make a decision.  All human beings shop or buy on an emotional
    level.  If they are not “buying? your
    opportunity, then whatever objection they put forth is stemming from an
    emotional concern that you have not answered. 
    You can prevent objections along the way by asking the right
    questions.  For example, asking: “Is
    there anyone else who will be involved in the decision-making process that you
    would like to have join us?? could preclude the objection: “I have to ask my
    wife.? , go back to: “Are you ready to get started??

    About the author

    Deb Bixler is a direct sales expert who teaches network marketing systems that
    work for all companies.  Transferring corporate business skills into the home
    business, Deb teaches and trains systems for MLM, home party plan and direct
    sales businesses so that stay at home entrepreneurs create a consistent cash
    flow from home. Direct Sales Training

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