Today we have Mr. Tim Sales as our guest author… I don’t have guest authors on my website often, but when I do I make sure they are best of the best 😉
Look forward to reading your comments (Tim and his team will come by to respond to read comments!).
One of the toughest challenges facing network marketers is when they are talking with one of their prospects and everything seems to be going really well, when suddenly they feel something has happened and the prospect has withdrawn without saying anything.
When this happens it is likely you have been hit with an unexpressed objection. Before exploring this further, let’s take a moment and discuss what an objection is.
Whenever your MLM prospect raises an objection it means that they are opposed to something. And the word “Opposed” means that they are in conflict with or resistant to a particular thing.
At the point the objection is raised you may not be aware of how strong that objection is. They could be vehemently opposed to something, or merely resistant to it.
Regardless of the strength of the objection or whether they’re right or wrong, it doesn’t matter. What matters is that an objection has been raised. You just have to be aware when someone is opposed to something that you have just said.
Fundamentally there are two types of objections. There are expressed objections, when someone actually states them openly. And then there are objections that are unexpressed, meaning that they are present but they are never stated.
Oftentimes, we don’t even know that there was an unexpressed objection because we are unable to identify what an unexpressed objection actually is. Being able to identify them at least gives you the chance to talk them through with your network marketing prospects, and to then close your prospects to action.
Examples of unexpressed objections that may help:
- During the conversation with the prospect he or she just says to you, “I am not interested,” without any explanation whatsoever.
- You have closed your prospect to action and you agree a date and time to follow up. So, for example, when you send someone a video, a brochure, or something like that, and then they will not return your phone call, then obviously there’s an unexpressed objection there.
It’s impossible to overestimate the power of an unexpressed objection if these objections go undetected. The harsh fact, however, is that quite often we ourselves are the cause of the unexpressed objection.
The reason for this is that we violate some of the rules of effective communication. Often, it’s in our normal everyday conversations with people, and we’re not even aware of it. Many times, it’s because we’re not interested enough in the prospect to detect the exact point at which that person all of a sudden starts to withdraw.
We all know that one important factor of being successful in network marketing is to put the interests of our prospects first; to be willing to help them get what they want and need.
There are clues all over the place if you are aware and observant of what is going on around you. Observe; take a look at what’s going on, be focused on your prospect – and you will be able to pick up on a lot of these unexpressed objections that often remain hidden and secret. Once you detect that there has been an unexpressed objection, the door is open for you to explore it further, getting your prospect to open up a bit more and state what his or her real concerns are.
So, a lot of times you are able to detect your prospect’s unexpressed objections just by paying very close attention and observing what is going on. So, those are the two types of objections: expressed and unexpressed.
Much respect and admiration,
For more in-depth information on this topic study the Professional Inviter lecture series by Tim Sales.
Tim Sales’ training is based on his personal success of building a downline of over 56,000 people while working full-time in the Navy. Instantly access Tim’s free eBook “How To Build A Huge MLM Business Working Part Time” and get a detailed map to help you plan your success in 2011! Visit www.firstclassmlmtools.com/ebook