How Do You Convince People That Your Business Is Real?

by Tim Sales

First off, thanks to each of you who participated in the survey concerning Dr. King and I doing a monthly conference call about the network marketing industry for you to bring your prospects to. Based on your responses we learned a lot about what you need, want...and what you don't want.

Based on your feedback, we're not going to do monthly calls about the industry. Several responses indicated that "live" events/calls are better and more spontaneous. However, the majority of you said that trying to get your prospect to the call (at a certain time) was a big problem and that having people watch Brilliant Compensation (online or using the DVD) really was the best solution. As a result, this month's newsletter (as well as the free conference call) is devoted to helping you with your primary requests, which were:

"How do I convince people that my business is real and not a so-called pyramid
or scam?"

"How do I convince people that M.L.M is professional?"

"How do I handle the M.L.M objection?"

So I'm going to take a break from the "Hot Prospecting Phone Tips" newsletter/conference call series to fully answer for you how you handle the M.L.M objection, how to explain that network marketing is a "real" business and that it's not a pyramid or a scam and that it is professional.

In this newsletter I'll teach you how to handle the M.L.M objection. I'll also discuss this more in depth on the conference call.

Okay, here's how to handle the M.L.M objection. Since this is a rather long description, I've created a flow chart to assist you. I suggest you print it out and refer to it while making calls. Download it from here http://www.brilliantexchange.com/docs/mlmo.pdf.

M.L.M or network marketing questions or objections will come to you by your prospect asking, "Is this M.L.M?" "Is this Network Marketing?" Or, "Is this one of those pyramids?" Or, "Is this like Amway, Mary Kay or some other company?"

This question/objection comes up from the prospect being previously exposed to M.L.M/Network marketing or by hearing about it through someone such as a friend, family member or from the media. To properly handle this objection - if it is an objection - you're going to do what you always do on a question or objection and that is to find out what their experience has been. Many times they've had none, all their information is hearsay.

If they have had a bad experience with M.L.M, the only way to get beyond this objection is to guide them to see that their bad experience or lack of success was because of insufficient training. Even if the company they were involved with went out of business, the reason is still lack of training - in that case it would have been poor training on how to evaluate a company.

So, to summarize how to handle the M.L.M objection you first must find out what their experience has been, and then guide them to realizing that their lack of success or bad experience was due to poor training.

Now if they've never been involved with network marketing and all their information is hearsay, follow the same procedures. You take each issue they bring up and show them how training solves it. Obviously if they bring up that it's illegal, you would handle that by having them watch Brilliant Compensation. I've never gotten a pyramid objection after the prospect has watched the Brilliant Compensation video.

WORDS TO USE

I'll first walk you through this procedure - refer to the downloaded flow chart while you read this:

Prospect asks, "Is this M.L.M?"

"Yes it is M.L.M - how do you know of M.L.M (pyramid, Amway, Mary Kay)?"

Or,

"Could you clarify what you mean by M.L.M (pyramid, Amway, Mary Kay)?"

Then the next important question is, "Do you have personal experience with an M.L.M company or are you referring to someone else's experience?"

Many times you don't have to ask this because they would have answered it within their response to your first question. But make sure you know. I can't tell you how many times I went diving into handling this objection before I found out that they had never even been involved in it. If they have not been involved, but have a negative view of the industry you must present FACTS about the industry. I'll give these to you on the conference call.

If they have had experience with network marketing, you want to let them fully tell you their experience - acknowledge everything they say - never argue or disagree with them. Never talk badly about another company or upline. Once you have all the information, then proceed with this question:

"Does network marketing work...not for you, not for anyone you know...just does it as an industry work?" (Get their response.)

Then ask, "What do you think it takes for it to work for an individual?" And from here you must guide them to training. Really try to have them see and state that training is the only obvious solution. Try not to TELL them this, guide them to it and get them to realize and state it on their own. Remember, if you say it - it can be challenged; if they say it - it must be true.

Alright, once they agree that training is the solution, explain to them the advantage they will have with your unique training (I do recommend you discuss what you've learned with Professional Inviter because this is very different training than most have ever received in network marketing and it is truly what they need). NOW, YOU MUST GET THEM TO SEE HOW THIS TIME IS DIFFERENT THAN THE LAST TIME OR TIMES THEY WERE INVOLVED WITH M.L.M. If they do not see how it's different, they won't join you. After you've gotten them to agree that training is the solution and yours is different - then you close to action with something like:

"Mark, I want to sit down with you and show you how it's different. I want to show you the training tools that are now available to you. Are you open to sitting down?"

An alternative would be:

"Mark, everything you've brought up here I totally understand and can see how it left a bad taste in your mouth - the video that I'd like to send you will really help with this - it's done by a Marketing Professor who teaches network marketing at a university and someone very successful at it. The video is not from our company, it's just about the industry. It really explains everything very clearly without any hype. Let me send this to you, you watch it and then we'll talk more about it."

Sometimes their experience was bad because "the company went under" or the company wouldn't allow them to return the products they ordered or something similar. After making everything they say valid, respond with:

"I can understand how that was a bad experience for you. And I'm sorry you had that experience...But moving forward, it's kind of like working as an employee for a bad company - doesn't mean you never work again just because you had a bad experience. Does that make sense to you? Or, like eating a bad meal - doesn't mean you stop eating just because of a bad meal. Right?"

"Pyramid"

If they ask the question about pyramids - "Is this one of those illegal pyramids?" Answer with:

"Absolutely not. Pyramids are illegal. I wouldn't waste my time or yours on something illegal. What I'm discussing is a legitimate business."

(Return to whichever step on the Inviting Formula you were on prior to this question). Make sure you get them to see Brilliant Compensation as it does a much better job at fully handling this objection than you can on your own.

Alright, that should help you handle the M.L.M objection - I've tried many different methods and this one works consistently and is the absolute truth!

With respect and admiration,

Tim Sales

About Tim: In 1989, near the end of an 11-year tour with the US Navy Underwater Bomb Squad Team, Tim answered an ad in the Washington Post newspaper that led him to his first and only network marketing company. Five years later his network marketing income rose to over $150,000 per month with over 56,000 people in his organization. His most noted contribution to the Network Marketing Industry is the Brilliant Compensation presentation. In addition, Tim is a teacher at the university-affiliated Network Marketing Certificate Seminar sponsored by the University of Illinois at Chicago . To learn more about Tim visit his website at BrilliantExchange.com

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