Tag Archives: mlm success
Is Too Expensive” Objection
By Tim Sales
Your role in building your business can be simplified into three key components. First, you have to be really good at sponsoring others to join your team in order to grow your business. Second, you need to provide your team members with training and support of the highest order to enable all of you to grow the business even further. And third, you need to be good at selling your products.
Sometimes it’s the third component that’s tricky for people – mainly if they get a price objection from prospects.
If you are new to network marketing, let me help you right now by making it clear that “too expensive” will always be an issue with some prospects. You will get this objection not because of your products per se, it’s because it is just the most common objection that you’ll ever get when you to try to sell a product to your prospect.
You are going to hear comments not unlike “The products seem expensive,” or “I can get a cheaper product elsewhere.” It is because people have not yet justified why they would pay that price and so will always react by saying the product’s too expensive. So really, your job is to justify that price.
Think of it in terms of your own purchases. Perhaps you have recently bought a new mobile phone or laptop or maybe even a new car. When you bought the product, you were able to justify paying the price you paid. I don’t mean making up some excuse as to why you had to have it but a rational reason based on the quality of the product.
The process of justifying the price of any product is to show how the prospect will benefit from using the product and you will not be able to do that effectively if you are not using the product yourself.
You just have to demonstrate why it’s valuable to them. In order to achieve that, you need to fully understand what would be valuable to them and how they measure quality.
Let me illustrate that point by giving you an extreme example. Where one person will pay less than a dollar for a bar of soap, others will happily pay twenty dollars and more for a bar of soap.
The more expensive soap may well be more beneficial to the user but in the eyes and minds of the buyers both products are quality products because they both meet the buyers’ respective wants and needs.
You want to find out what your prospect needs or wants first, and then you invite them to look at something which is your product that’ll help them get what they need and want. So the importance of that whole thing is not to put the cart before the horse. Of course, you must be able to justify the price of your product but you can only do that successfully when you find out why it is that they would want a product like yours in the first place.
If you have been trained well, you will already know that your success lies in the ability to communicate effectively. To communicate well you must be able to listen, you must have the interests of your prospects at the forefront of your mind. Do that and you will be able to ask the right questions at the right time building the picture and gathering more information.
Armed with that information, you are then well placed to apply that knowledge you have gained in determining the needs and wants of your prospect to the advantages and benefits of your products over possible alternatives, justify the price of your product and negate the objection that the products seem expensive.
For tips and advice on how to prospect visit Tims blog at http://www.firstclassmlmtools.com
By Tim Sales
Fear is a HUGE sticking point for many networkers. Wouldn’t you agree?
How many times have you stopped yourself from doing the exact activity you need to do in order to move your business forward because you’re simply afraid to?
Tasks like making prospecting calls, setting up an appointment to show a plan, and so on.
Many times, we stop ourselves from moving forward because we fear looking like a fool. We’re not sure we have enough experience or credibility to take on the task without flubbing it up.
Throughout my life I have had many feelings of fear when approaching a prospect. Especially when I first started building my business.
Looking back at that time, I’m not sure if the person I was talking with really gave that “feeling” to me or if I was the one who gave it to myself because I didn’t feel like I had enough credibility to be talking to this person.
Think about that for a few seconds…or a few minutes!
Can someone reach inside your head and make you feel anything?
I don’t think there’s a “no credibility” switch inside your head or mine that a person can reach in and flip. What I’m trying to do is help you to see that this question mostly has to do with how you view yourself. Or how you allow others to influence the way you view yourself.
If you think about it, no one can MAKE you feel mad or angry or guilty or not credible – YOU are the only one who can accomplish that; even if someone says it to you.
Let’s suppose you’re a female and someone says to you, “You are a guy.” You would just look at them strangely and continue what you’re doing. You KNOW you’re not a guy.
But if someone says something to you that you have already thought of – then you’re more likely to “allow” them to influence the way you see yourself. Like, “You’ve put on some weight.”
But in reality, the two comments don’t have to affect you differently.
Here’s the way it worked for me and how I solved it.
I used to have this thought that because I didn’t get a college degree, I wasn’t credible and that no one would listen to me. This wasn’t true – it was just in my thoughts. At a social gathering I would meet someone and they would ask, “Where did you go to school?” I would reply, “Hixson High School.” They would then say, “No, what college?” I would reply, “I didn’t go to college.” To that they would say, “Oh.”
I would walk away feeling like I had no credibility with them. And, perhaps I didn’t. But the real damage was when I didn’t talk to people simply because I thought I didn’t have the right to talk to someone because I didn’t go to college!
That’s enormous damage.
Here’s how I worked it out in my head – Now, what’s the “truth?” Is there anyone who has ever been successful in life that didn’t go to college? YES!
People go to college so they can be more knowledgeable on a subject so they can get better results. So it’s results that matter. But I used to think (incorrectly) that college equaled better results. Perhaps if I was trying to be successful as a doctor it would matter – but in network marketing it did not.
So, I just dumped the idea that I needed a college degree to be successful because just having that thought would actually STOP ME FROM BEING SUCCESSFUL! Talk about irony!
How to increase your credibility
I knew the ONLY way I was going to gain the respect of others (college graduates or not) was to get results. So number one I had to not stop myself no matter what anyone said to me or what I said to myself. I had to just keep on until I got results.
Here’s what I did and what you should do if you want to increase your credibility:
1. Talk with people – no one can be successful without this step.
Use the 10 Communication Qualities & Inviting Formula – you will immediately increase your credibility ENORMOUSLY by increasing your communication skills.
2. Help people and allow others to help you.
When someone helps you, give back something of equal or greater value. Allow them to help you back.
3. Be trustworthy.
Do what you say you will do.
4. Increase your knowledge
The more knowledge you have in the area you are advising or suggesting about, the more influence you will have. So know network marketing. Know your product/service. Know your company.
5. Increase your results (doing the above will accomplish this)
The more results you’ve gotten in the area you are discussing or attempting to attract another into, the more influence you will have. This is not a requirement obviously because everyone in network marketing starts with zero results.
Bottom line: If you sense someone isn’t giving you any credibility – move on and do not allow them to weaken your view of yourself. If your prospect needs credibility in order to listen to you then you can contact them after you’ve gotten results.
A person who is unable to evaluate a business has to judge the business based on their perception of the credibility of the person presenting it. Those who can not evaluate a business based on its merits will work for those who can, or miss out on a lot of money.
Original source: How You Can Be Confident And Make Great Presentations With Every Prospect, Every Time
How to Uncover Your Prospects Needs and Wants
To present your mlm opportunity well to prospects you need to understand your prospects needs and wants.
Believe it or not, your prospects need help. They don’t know how to get from point A, where they are currently, to point B, where they want to be financially.
Do you know how I know this?
I know, because a prospect who wants to earn more money or wants more time and freedom needs to be educated by YOU to achieve this because, evidently, they don’t know how to do it on their own.
If they did know how to make it happen, they would have already accomplished it, and they wouldn’t be sitting there listening to your presentation or putting their phone number to be contacted by you.
Majority of people who i speak with are destroying their mlm presentations and are struggling to sign new reps because they always do one thing wrong