June 2010

Okay, so let’s pick up where we left off with the previous article .

No, not the part about being attacked at Barnes and Noble by some Network Marketers who are being weird – I’m talking about the discussion on handling objections!

Merriam-Webster defines OBJECTION as:
1) a reason or argument presented in opposition, or
2) a feeling or expression of disapproval

Now, let’s be clear… it’s not just the Network Marketers and MLM’ers who spend an inordinate amount of time worrying about objections! To be sure, the first chapter most often read in any sales book is the one that gives ideas on mastering that particular topic.

My take? I say it’s time to put this one to rest.

You see, I believe the FEAR OF OBJECTIONS is really a FEAR OF REJECTION. And once we get this concept, we can eliminate the fear forever.

How’s this… what if I told you that I think we can be incredibly successful without EVER handling another objection? Yes, what if I told you that I recommend not even attempting to have a relationship with those who are bent on arguing or expressing their feelings of disapproval with you?

Well, that’s exactly what I’m about to tell you!

On second thought, it will need to come tomorrow – ’cause right now I’m on my way to meet with a roomful of people with whom I have a ton in common and who aren’t interested in arguing anything at all!

Sweet.

Then again, if arguing is your deal – it is a free country… though I don’t suppose I’ll be seeing you tonight!

Photo Credit:

fotogail

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Recently I was asked to participate in a conference call that was focused on improving sales conversion rates for a group of network marketers… fun stuff, especially if you’ve got a great product or service line and a decent comp plan.

Problem is, most don’t… but alas, I digress.

On the other hand, there are a handful of great business opportunities that are based on network or multi-level models… but finding them requires using the same level of due-diligence that one would expect to use in any other investment or business enterprise.

Problem there… is that most won’t!

Ah well… in any event, I wanted to offer their members something of real value that would impact their effectiveness and be worthy of their time, so prior to the call I asked the host what he believed was the main concern of the vast majority of the players in the organization.

Without hesitation he said, “They’re all worried about prospecting… can you give them fifteen or twenty minutes or so of the best ways to increase their own attractiveness and overcome objections during that process?”

Fifteen or twenty minutes?

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“How about fifteen or twenty seconds,” I responded. “I can tell you right now, in three words… Don’t be weird. Period.”

Oh, sorry… that was four words. But it’s true… being weird is an unconditionally and exceptionally bad marketing strategy!

Knowing what I knew about their challenges… for example, their marketing model was born in antiquity, their brand is almost universally viewed with contempt, and their prospecting process, as trained, borders on subterfuge… I continued, knowing it might likely get me bounced from the program.

Next, I gave him six tips on building expert status for himself and his team, threw in a few more to seriously monetize the efforts of the newest members, and as for prospecting… I suggested they put away the “curiosity approaches”, stop targeting strangers at malls, coffee shops and book stores and focus instead on creating meaningful relationships with like-minded people who are perfect and ideal candidates for the products and services they offer… in other words, their niche!

Whew..!

But the real question is whether all of that got me kicked off the training call!! Not at all… in fact, he generally agreed with me and then asked a favor.

“I think what my people want to hear is how to overcome objections… could you just teach them that?”

Hmm, well I do have some some thoughts on that… but they’re only valid if we’re not being weird. More on this next time!

:)

Questions:

When’s the last time you were approached by someone being weird?

What were they selling? Were they successful?

Why do you believe some people resort to subterfuge instead of searching out a meaningful relationship within a targeted niche?

Photo Credit:

Marxchivist

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A good part of last weekend was spent with a friend that I haven’t seen in a few years.

And as with all good friends, the time in between matters little – Pete and I have as much in common today as we always have… which is quite interesting because we have ALMOST NOTHING in common today with what we had in common twenty years ago!

But alas… I digress.

I think part of what makes the relationship work so well is that there has been a constant and mutual respect that transcends time and circumstances and occasionally common sense… but there I go, digressing again!

So last week, at a point in life when I am looking for several key players for a new business venture, my call to Pete was not only a natural… he also answered in the manner I figured he would… the exact same manner that I would answer a call from him.

You see, part of believing in others is… well, believing in others. If Pete brings an idea to me… whether a business idea, a social solution, a charitable cause, whatever… I listen.

I listen because I respect his opinions, trust his judgment, and believe in his potential… and I suppose he believes in mine.

Now, it is true that all this trusting has gotten us into a fair amount of trouble at various points, like the time we…

Geez… there I go again.

So, in the interest of protecting the innocent :) we’ll just leave that part to the novelization or the movie!

However, it is certainly evident that separating true friends from mere acquaintances is often very simple… in fact, it really doesn’t require any thought at all. So here’s to all my friends… old and new.

And Pete… I look forward to our mutual success and our next great adventure.

Photo Credit:

Miss Turner

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I closed Part One of this article by saying something like, “Those WITHOUT MONEY often think about it FAR MORE than those who have it.”

Well, now – I guess that’s not completely true… I didn’t say “something like” that… to be sure, that’s EXACTLY what I said!

Those WITHOUT MONEY often think about it FAR MORE than those who have it.

In fact, I often think there is a striking similarity to food here in at least one important aspect. Here’s the analogy that comes to mind most often: Let’s say that you and I just returned from an entire evening at our favorite restaurant where we were treated to an unbelievable seven course meal…

* Appetizers with Italian meats and cheeses
* Bruschetta with fresh tomatoes and herbs and spices
* Thick soup, tossed salad and an exquisite sampling of homemade breads
* Lemon sorbet served on real silver
* Broiled white fish and glazed chicken breast
* Generous slices of Prime Rib, Rib-Eye Steak cubes and fresh asparagus
* Finally, luscious Cheese Cake and unlimited Espresso to round out the experience

Now, if we are sane, what are the chances that either one of us is consumed with thoughts of getting home quickly to raid the fridge for a late night snack?

Not likely.

But what if it’s 11pm and I haven’t eaten all day? What if there’s a lack and my stomach has been growling for nine hours… then what? Well, it is quite possible that my focus could turn to food. And if it goes on long enough… even to unhealthy food.

I believe it’s the same with financial resources.

When we are satisfied (or occasionally even stuffed), money isn’t even on our minds. But let the lack come… invite the stress in… and thoughts of money (quite possibly even unhealthy thoughts) can begin to dominate our lives.

This condition of lack can motivate some to pursue money and think about money to the point that it becomes the main priority in their life. And unfortunately, this behavior can mess up… well, just about everything. Or at least just about everything that matters.

I look forward to speaking with you soon!

Photo Credit:

WoodleyWonderWorks

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