HANDLING QUESTIONS & OBJECTIONS IN NETWORK MARKETING

J U L Y102 9

THIS MONTH

Leveling Up: What's Working for Leaders in Network Marketing NOW - PG. 4

MESSAGE FROM ERIC - pg. 2

Eric's MUST-READ of the Month - PG. 11

Upcoming Network Marketing Pro Events - PG. 8

Featured Training of the Month - PG. 9

Leveling Up: What's Working for Leaders in Network Marketing NOW

Hello Go Pro Academy Members. For the past few months, we’ve been focusing on not only growing your team, but also growing your influence, your visibility on social media, and your brand. If you’ve been keeping up with the training and have been completing the assignments that I’ve given you, then I’m sure more people are paying attention to you and your business than ever before.

So, to borrow from a popular quote, “With great visibility comes great responsibility.” Meaning, the more you put yourself out there, the more people are going to react – either positive or negative – to the message you are presenting. And while I’m sure some of the reactions you are getting from people are words of congratulations and encouragement, I would bet you are also getting more questions and objections than ever before. How you handle these questions and objections can be the difference between your success and failure in Network Marketing.

I see a lot of posts in the Go Pro Academy Facebook Group asking for help on how to handle specific questions and objections. That’s why I’m focusing this month’s newsletter on not just how to handle questions and objections, but how to embrace them and get excited about getting them.

Now, you’re probably asking yourself, “Eric, how could I possibly get excited about getting objections?” It didn’t happen for me immediately. In fact, I went through three phases when it came to handling questions and objections.

When I first started, nothing would send chills down my spine more than when someone would ask, “Is this one of those pyramid things?” I’d freak out and run the other direction. If someone said, “I don’t have time,” or “I don’t have the money,” or “I’m not a salesperson,” I would just buy their story and run away.

That’s because, in the beginning, I didn’t know that most objections aren’t real. I thought every objection was legit, so I would buy every objection, every time.

So, once I learned that most objections aren’t real, I stopped running and I started fighting. This was phase two. When someone would say, “Is this one of those pyramid things?” I’d say, “Oh, you’re one of THOSE people who’s going to prejudge before you get the information.” Or if they would say, “I don’t have the time,” I would say, “Stop it. OF COURSE you have the time. Let’s talk about how many hours are in a day and how many you waste.”

At this point, I viewed objections as REJECTIONS and I took them really personal.

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a message from eric

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As you can imagine, neither of these approaches worked very well. It wasn’t until I became a Network Marketing Professional that I was able to embrace questions and objections for what they really are – opportunities. When an objection would show up, I viewed it as an opportunity to build rapport. I changed my mindset and, instead of being afraid, I actually got excited when someone asked me a question or gave me an objection.

What I came to understand is that sometimes people are just looking for clarity when voicing what sounds like an objection. Even a skeptic is just a person saying, “Show me. If what you have is so great, you should be able to answer my questions and show me. Help me understand.”

Questions and objections about our Profession aren’t going to change, and they’re not going to go away. So let me show you how to embrace them so you can grow your business.

I love you all!

“Thank you so much for this week’s training. I’ve been hitting resistance, especially from my own subconscious mind based on fear of others’ reactions. I so appreciate your words of advice on shifting perspective about seeking the approval of others. I’ve struggled growing up with racial intolerance and isolation at times. I always wanted to conform and gain approval. Your words today are so empowering!! Embrace being different GPA FAMILY!! Celebrate it!!”

Paul Edwards-Shand

Member success story

“I almost gave up because I’m so lost on what to do in Network Marketing. At least now I know what to do one step at a time. I’m dreaming big again. Thank you so much Eric Worre.” Charlene Pacis

Member success story

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At every step in the recruiting process, you’re going to come across questions and objections. This is natural. What you need to understand is, a lot of the time, your prospects will just be bringing them up to sound intelligent. They don’t want to seem easy, so they ask questions or throw out some objections to feel better. So, if you run away from their questions or objections, or simply just accept their objections, you’re missing out on a huge opportunity.

Remember, your goal in Network Marketing isn’t about trying to ‘get’ people. Your goal is to educate people to the point that they understand what it is that you have to offer so they can decide if there is a fit. When someone brings up a negative question, or if they offer you an objection, all they are really doing is helping you identify one of their blind spots.

Questions and objections give you the opportunity to build rapport with your prospects and get to know them. They give you the opportunity to bring value, to solve problems, and to help you build trust.

So, don’t be afraid of prospects asking questions or raising objections. This is a good thing. Whether they’re asking for clarity or they’re asking because they’re skeptical, the point is to always be a Professional.

When someone asks a question or raises an objection, the first thing to do is REALLY listen to what they have to say and ask some clarifying questions. If someone says, “I don’t have the time,” you can ask them, “Do you literally have NO time, or have I not shown you enough benefits to justify your time? Could you make something work if you decided this was valuable enough?” Just make sure you’re not asking in a confrontational tone.

You also want to relate to your prospects by letting them know you’re just like them. You had the same doubts, the same questions, the same fears. When someone says, “I don’t have the money,” you say, “I get it. I didn’t think I had the money either.” Or, if they say, “I don’t know about this Network Marketing thing,” you say, “That’s exactly how I felt when I first looked at this.”

If you can’t relate to your prospect on a personal level, empathize with them. If they say, “I’m a doctor and you wouldn’t understand,” you say, “I get it. I’m not a doctor. I can only imagine the challenges that you go through. That’s gotta be hard.”

Leveling Up: What's Working for Leaders in Network Marketing NOW

Handling Questions & Objections

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When you relate to a person you are connecting with them. You are building a bridge that helps them see that maybe what you have to offer will work for them, too.

After you relate to your prospect and you start building a connection, then reinforce it by telling stories – either third-party stories or your own.

If your prospect is a doctor and you’re not, you can say something like, “I have a doctor friend and with her busy schedule and all of her patients, she didn’t know if this was going to work either. But she got to where she really believed in the product, and she decided that she owed it to the people that she cared about to take a closer look.”

When sharing your own story, it’s best to employ something called ‘Feel/Felt/Found’. When a prospect offers an objection, you respond with, “I know how you FEEL. I FELT the same way. But here is what I FOUND.”

When I would tell my story, I would talk about my pain and that I overcame it versus pointing out my prospect’s pain. I would tell them about my struggle versus telling them that they had a struggle. I would let them see their own issues through my story. I would say, “I didn’t think I had the money either, but here’s what I realized and it was the best thing that ever happened to me.”

Then, the final step of helping a prospect get through their objections is asking a simple question using “If I, would you?”. “If I could show you how to figure the money out and to create more cash flow for you in the part time of your life, would you at least be open to taking the next step?” Or, “If I could show you how this product will change your life, would you at least try it for the next 30 days?”

The goal is to get the prospect to the next exposure.

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And here’s something that you need to understand. I’ve found that questions and objections only fall into one of two categories. Your prospect either has limiting beliefs in their abilities – they aren’t sure they can be successful – or they have limiting beliefs in Network Marketing – they aren’t sure Network Marketing will help them achieve their goals in life.

When someone says, “I don’t have the money,” or, “I don’t have the time,” or, “I’m not a salesperson,” or, “I’m too (old/young/short/tall/etc.),” this person has a limiting belief in their abilities.

So, when a person says, “I just don’t have the money right now,” you can respond with something like, “I had the same exact challenge. I didn’t have enough money to pay my bills, let alone start a new business. But, when I thought about it, I realized if I didn’t have enough money to pay my bills now, how was I going to change that in the future? I was tired of being behind. I was tired of always scrambling. I wanted more out of life. So, you know what I did? I found a way, and it was the best decision I ever made. Let me ask you something ... if you really felt this was a chance for you to take control of your financial future, do you think you might find a way to make it happen?” Nine times out of 10 they will agree they can find a way.

Forget the exact words and focus on the concept. Tell them you were the same as they are, with the same objection. Tell them about your pain. Then tell them that you found a way to solve it. This will help you relate to each other.

And, if you don’t have a personal story that compares with theirs, you can tell another person’s story. There are plenty of stories inside your company that can relate to virtually every situation. When a prospect tells you their objection, you can say, “I know what you mean. I have a friend who had that same exact problem and let me tell you their story.”

Can you see how this approach would work with all the objections based on a person’s limiting beliefs about themselves and their lives? The concept is simple, it’s proven, and the results are amazing.

But what do you do when someone has a limiting belief about Network Marketing? What do you do when someone says something like, “Is this MLM?” or a variation like, “Is this one of those things?” or, “Is this a pyramid scheme?” or, “I’m not interested in MLM.”

My suggestion is, instead of running away – or worse, saying something like, “Pyramid scheme? Like every corporation in the world? Like the government? You mean like THAT?!” – it’s important to understand where these questions and objections come from.

My experience has shown that the prospect usually knew someone who joined with no success, or else they’ve done it themselves and it didn’t pay off. So, if someone asks this kind of question or makes this kind of objection with any sort of emotion, I know they’ve been involved at some point, so I say, “Wait a minute. You have a story. What happened? Were you involved in Network Marketing at some point?” Then, I just let them tell their story. It opens them up. It lowers their defenses. And it allows you to ask some questions about their experience.

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For people asking without the emotion attached, I usually respond with, “Yes, this is Network Marketing. Do you know anything about it?” Again, I’m asking questions and waiting for answers. From those answers, I ask more questions, and through the process, I can achieve my goal of education and understanding.

Another question that comes up often is, “How much are YOU making?” If you’re making money already, this is a great question. If you’re not, your answer depends on how long you’ve been involved. If you’re brand new, you can tell them you’re just getting started. If you’ve been around for a while and not making big money yet, you can tell them you are working this part-time and are really excited about your future. You could also say that you’re excited about your future with this company because you knew things weren’t going to change if you didn’t do something to change them.

The other way to answer this question is to tell your story, and then tell stories of people you know who ARE making good money. You can even suggest setting up a phone conversation with those people so your prospect can feel more comfortable about the opportunity.

So, it’s important to look at questions and objections from your prospects as gifts. Without them, you don’t really know what’s going on in someone’s mind. Sometimes, you even need to tease them out of a prospect who is resisting, but they aren’t telling you why. If they say, “I don’t know if this is for me,” then ask, “How come?” When they reply, “I don’t know,” then you say, “Well, there’s got to be a reason.”

If they’re not giving you the answer, and they’re being super generic, push to find out what it is. Remember, in the objection is the opportunity to educate.

Another key factor is finding out the REAL objection. Ask, “Is there anything else,” until they say, “No. That’s it.” The last objection is the real one. If you try to deal with objections that aren’t real, you’re wasting time for you and your prospect.

In the follow-up process, questions are your best friend. When you stop asking questions, the conversation ends. Use the follow-up as an opportunity to get to know your prospect, to build a relationship, and to help them see if there’s a fit. Once they know, they’ll make their decision.

Just remember that there’s not ALWAYS going to be a fit, and that’s okay. Even if there’s not a fit, use this as an opportunity to have a REAL conversation and be present. You want people to invest in your story, so return the favor and invest in theirs. The timing might not be right now, but it could be in the future.

Joseph De la Cruz Calderon

“For the past few days it’s been overwhelming. Since I started posting in the Go Pro Academy Group, it’s been non-stop growing. Thank you coach Eric on continuously motivating all of us.”

Member success story

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Upcoming Network Marketing Pro Events

Beyond Leadership: The Art of Becoming an Ultimate InfluencerAugust 22 – 25, 2019 (VIP Day, August 26)Green Valley Ranch – Las Vegas, NVIn Network Marketing, there are leaders and there are influencers. Leaders have the ability to lead their teams, but influencers have the ability to change the lives of thousands – even millions – of people.

Beyond Leadership is NOT for beginners. It’s an intimate (less than 500 spaces are available) and intensive deep dive for leadership development where Eric pushes you to the edge to help you overcome your leadership challenges so that you can reach your fullest potential.

Beyond Leadership is NOT Network Marketing skills or fundamentals training. This in-depth event is all about working on your mindset. You will discover your limiting beliefs and how to break them. You will identify what is holding you back, and you will get proven strategies to move forward and meet your leadership goals.

Beyond Leadership IS serious business for people who are serious about their business. To reserve your seat for this unique and rare opportunity, visit www.NetworkMarketingPro.com/Beyond19

The 10th Annual Go Pro Recruiting MasteryDecember 11 – 13, 2019MGM Grand – Las Vegas, NVFor tickets and information, visit www.NetworkMarketingPro.com/GPRM19

If you haven’t upgraded to a Platinum Go Pro Academy Membership yet, what are you waiting for? For $499, you get 12 months of Go Pro Academy and all it has to offer for the price of just 10 months. Plus, we like to randomly send gifts that are exclusive to our Platinum members.

Also, as part of your Go Pro Academy Platinum Annual Membership, you will receive one (1) free general admission ticket to the 2019 Go Pro Recruiting Mastery event or the 2020 Most Powerful Women in Network Marketing event (you just pay $49 for your course materials) – OR – if you can’t attend live, you can redeem your free ticket for Livestream access to BOTH events.

To upgrade your membership today, visit www.NetworkMarketingPro.com/Platinum

The 6th Annual Most Powerful Women in Network MarketingMay 28 – 30, 2020Paris Las Vegas – Las Vegas, NVFor tickets and information, visit www.NetworkMarketingPro.com/Women2020

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• What an objection really is and how many there really are

• How to rewire your brain and befriend objections so that you stand out from all the other Network Marketers out there

• The 5 keys to success so that you can model the secrets of 6- and 7-figure earners, even if you’re just starting out

• 4 steps to handling objections so that you can increase your sign-up rate immediately and start building the organization of your dreams

• The magic question that makes people want to take action and commit to their next exposure

• How to role-play common objections – and some you may have never heard of – to make them work for your company

In this Master Class, Eric teaches you how to handle any question, objection, or obstacle in Network Marketing. He shows you how to get your mind right and reframe what the objection really is and the opportunity it creates; how to emotionally and tactically respond to it; the posture and tonality you need to have; and the words that you need to say to Master Objections.

Included with your Go Pro Academy Membership

Mastering Objections in Network Marketing

overview

During this training you will learn:

Featured Training of the Month

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from inside Go Pro Academy:

• Click on the Master Class Library

• Go to Mindset Courses in the menu

• Select Mastering Objections in Network Marketing

To access the Course

Number of Lessons: 4

Total Run Time: 2 hours, 37 minutes

Course Value: $297 -

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2017 network marketing global sales by product

0%

10%

5%

20%

25%

15%

35%

30%

3432

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74 3 3

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Wellness Cosmetics/Personal Care

Household Goods

Clothing & Accessories

Financial Services

Home Care Utilities Others

Published June 18, 2018 by the World Federation of Direct Selling Associates.

If you haven’t yet, make sure that you sign you and your team up for the new Straight Talk with Eric Worre Facebook group. This is a new, free, closed group where I go live every day with short tips, lessons, and strategies. And while this group IS NOT meant to be a replacement for the targeted and in-depth training that you get inside Go Pro Academy,

spending a couple minutes with me every day will help guarantee your success in Network Marketing. This group is open to everyone, and you can find it by searching for Straight Talk with Eric Worre inside Facebook or go to www.StraightTalkWithEricWorre.com.

Straight Talk with Eric Worre

IT’s A fact:In 2017, Network Marketing hit a record $189.6 Billion in Global Retail Sales. Here is the market percentage for each product group.

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Eric's MUST-READ of the Month

The Magic of Thinking Big: Acquire the Secrets of Success … Achieve Everything You’ve Always WantedBy David J. Schwartz, PH.D

First published in 1959, the Magic of Thinking Big has been called one of the greatest self-help books ever written. In 228 pages, David Schwartz explains why and how to upgrade your thinking in order to upgrade your life. He proves that you don’t need to be an intellectual or have innate talent to attain great success and satisfaction – but you do need to learn and understand the habit of thinking and behaving in ways that will get you there. It is Schwartz’s belief that success is determined not so much by the size of one’s brain as it is by the size of one’s thinking – before we can achieve BIG things, we need to think BIG things.

In Network Marketing, we are ALL playing too small, and the world is not served by us playing small. We need to think bigger, be stronger, and move faster than we have been. Most people in our Profession have a smaller vision of what their life and business can actually be. The problem with this is when they achieve a certain level, they get stuck because that’s as far as their vision will allow them to go. In order to change your outcome, you need to be able to change your vision. You need to be able to change what’s possible in your mind in order to change your results.

This book will help you grow your vision, and, when you do, you’ll be able to reach new levels no matter where you’re currently at in your business and in life. It’s your vision that will set the direction and will change your perspective as to what is possible.

overview

Why This Book is Important for Network Marketing Professionals

This month, we’ve included a sticker that you can put on your computer, your tablet, your wall, or just about anywhere to constantly remind yourself that you can achieve great things when you THINK BIG!

Go Pro Academy July Membership Perk

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- Eric Worre

Be the change. Educate the world. When our posture changes, everyone will look at the Network Marketing Profession in a new way.

Join me every Wednesday at 12 Noon (PST) inside the Go Pro Academy Facebook Group for live mentoring sessions on the latest strategies needed to improve your recruiting, prospecting, social media, leadership, and more. Replays of each Live are available inside Go Pro Academy.

Weekly Go Pro Academy Live Mentoring

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800 E. 1st Street, Suite 310

Wichita, KS 67202

Toll Free: 855-66GOPRO (855-664-6776)

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support@networkmarketingpro.com

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“I sent out 187 messages promoting my 20 in 30 campaign! In less than 24 hours, I got 2 new sign ups! And so many meetings scheduled in the calendar. I’m excited to watch this unfold and really step into my greatness! I’m excited to cross the 7-figure mark in my business this year. It’s a movement!! Keep pushing us!!”

Nii-Nortey Engmann

Member success story