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What characteristic must a network marketer have to deal with objections and rejection?

Randy Gage says, “The single biggest fear for most people in Network Marketing is facing rejection.”

It is true no one likes rejection– not being chosen, hired, or making the team, being told no, being stood up, or whatever other form of rejection we may experience is the pits.  Dealing with rejection can be one of the worst hurdles you face in business.  Most people don’t have and will not develop a high enough self-esteem to endure rejection.

Let’s explore and name some causes of objections and rejection.

  • Lack of a firmly established relationship
  • Many marketers bring up their solution, or tell people how they can help them, far to early in their conversation.
  •  The lack of understanding on the part of the Potential Partner.
  • The failure to find what lies beneath the surface.
  • When someone ask a question and you respond by treating their questions as objections with “yes, but . . . answers.

How to avoid objections and rejection.

  • Involve Potential Partner in the process.
  • Be a good listener and with the intent to understand them foremost.
  • Uncover the history behind their current situation.
  • Ask good questions to help them surface what they know, don’t know, and what they really want.
  • Let them realize that they need to make a change in their lives.
  • Letting them come to their own conclusions.

When people have come to the point where they realize that it’s time to make a change in their lives your solutions are a natural progression.

The characteristic that every network marketer must have in dealing with objections and rejection is the ability to communicate effectively with your potential partners or customers, to establish a meaningful dialogue.

 

Eliminating Resistance Using The Magic And Power Of Dialogue

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Conversation Framework Chart

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68 comments… add one

  • The strongest point for me Perry is that you simply can’t introduce the solution too soon.

    When you have something to sell there is a temptation to put it on the table. You have to develop the discipline to wait until they really want to know what to do to solve their problem…

    Tom
    Tom Bradley recently posted..What To Do When You Got A Crummy Start In Your Network Marketing BusinessMy Profile

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  • Hi Perry,

    Indeed, and I couldn’t agree more. If you want a good working relationship with your customer/consumer, you should be a good listener to them. It always takes two to tango, and there’s no use of telling them what they already know. Sometimes you need to turn the table and let them speak, this will do nothing but improve your business.

    Reply
    • Stevie, these words, “Sometimes you need to turn the table and let them speak, this will do nothing but improve your business.”, are what I call a golden nugget. Why is it so hard for us to stop and do what you suggest?

      Reply
  • Hello Perry you know I think many of these points ring true throughout life in general. Being a good listener and asking questions is certainly an assest. I generally say we have 2 ears and one mouth for good reason! :o)
    Sadie-Michaela Harris recently posted..How Does Google’s Ranking and Website Evaluation Process Work?My Profile

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  • Thanks Perry. Everyone seems to fear rejection at some level. some fear it much more than others. Yo have brought out some great points on how to deal with rejection and objections with your networking business. I am a big believer in bringing in a partner to the conversation. Start by introducing the opportunity, then give them some information to review. After that schedule a follow-up and do a three-way with your upline. It establishes credibility and the new recruit sees the simplicity to duplicate. Thanks.
    Martin Casper recently posted..Six Strategies To Jump Start Your Social MarketingMy Profile

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  • Great post, Perry! I know many people including myself that jump in and talk before I listen… working lots on getting better at it!! It is amazing how many people jump in and tell one what to do… and think they know or want to share their experiences… We spent so much time talking, we forget to as Michael Oliver says, let go of our beliefs and understand where the other person is coming from…. I know I don’t like being told what to do! Learning to ask the right questions at the right time is crucial!
    Holly recently posted..Getting Older Sucks But It Doesn’t Have ToMy Profile

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  • Being a good listener and asking questions because you are actually trying to help a person and not just sell them something is very helpful in overcoming objections. Knowing that you are really trying to help someone lessons the pain of rejection. Or sometimes you find out that your product or service really is NOT for the prospect. There would be no benefit to them becoming a distributor or customer of yours, so there is no blow to the ego when they say no.
    Jupiter Jim recently posted..Thesis Tutorial: Add “Facebook Fan Page LIKE Box” to your WordPress Blog or WebsiteMy Profile

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  • Hi Perry! I just love your trainings! To me the art of listening is the best of all when meeting a new person. That is personally a challenge for me because I’m such a blabber mouth lol.
    When approaching a new person I have to stay mindful that this is the only person in the world that matters to me. So I ask a question or two about them. I try my best to walk in their shoes. That’s the first step. Then I’ll ask about “litte johnny” and how is he doing…getting into the family issues. Then I can express my opportunity to them.
    If it is not for them, I ask if there is someone they know that might be interested in what I have to offer.
    Afraid of rejection? Not at all. It’s a numbers game and knowing that I don’t take it personal.
    I’ve met some great people that have “rejected” my opportunity, and can work with them on different levels. Sometimes, when they see how excited I am about a product, they will opt in.
    Thanks for this awesome post
    Blessings,
    Donna
    Donna Merrill recently posted..Home Page Pays – Did You Hear The Buzz?My Profile

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  • Hello Perry!
    This post is such an excellent reminder for all of us, whether in network marketing or not. Regardless of what we do for a living, fact is we’re all selling something. We all have something to pitch to others, even if it’s just a point of view. And the question you ask (and answer) is how can you overcome objections and sell successfully?

    What you seem to be saying is, “If you want to sell, then stop selling and listen first.” Understand. Communicate. Dialogue. Listen. Ask the right questions. And if you do it right, they’ll realize on their own (with your help) that they want is likely what you have to offer.
    Srinivas Reddy | Ask Sage recently posted..The Power Of HabitMy Profile

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  • The best way to make people think you are brilliant and fascinating is to pay attention to what they say with your full attention and then ask intelligent questions that spotlight things they also know about or bring up another aspect that benefits them. They won’t all engage in a dialogue after you do that, but they will remember the feeling of being in your spotlight. This is one of the things I’ve worked with my children on as they grow up and my daughter now in the larger college world says she is amazed at how little it is done and how people just brighten up immediately when they know you value them with just a little time and consideration.

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  • Perry, the first thing that comes to mind for me is “Go For No”, I like to think of a rejection as one step closer to a yes.
    Tim Somers recently posted..SendOut Cards Business New Lower Price SendOutCards 2.0My Profile

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  • Perry,

    Your post is some of the best training on the subject of rejection that I have seen in many years of network marketing.

    You mentioned the self-esteem factor. Nurturing one’s own belief in the MLM profession, as well as the products, may help us to convey an attitude of confidence and pride in what we do. Networking is a highly emotional profession, and our own belief is communicated non-verbally. Many reps are secretly ambivalent about their profession.

    If we can honestly approach a prospect with a sincere interest in them and what they want, rather than what we think they need, they will be more receptive. If it turns out that they don’t want what we have to offer, it is like a customer in a restaurant choosing from the menu. The waiter shouldn’t take it personally.

    It helps if we have many people to talk with, so we do not feel dependent on the outcome of any one presentation. Therefore, prospecting is perhaps even more important than presenting. This is a sorting business, not a convincing business. SW,SW,SW,SW
    Buddy Hodges recently posted..Social Networking Online and OfflineMy Profile

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  • Hi Perry, great article as usual.

    I have found that leadership is most important in influencing people.

    When you have decided the outcome for you and confidently know the right people will be attracted to you, the game changes. It is our own personal power, fuelled by strong belief in ourselves, that is the deciding factor in getting others to join us on our journey.

    I find when I start something new, things don’t happen until I truly believe in what I am doing and that those I take with me can achieve their dreams.

    Just a thought! On the practical side, everything you mention here helps a great deal.

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  • Thank You Perry
    This was a very good post, and I very much enjoyed the video.
    I to do not like the word NO and have a hard time with rejection,
    But the way I have come to see it is, do they really know the person they are saying NO to.
    Again Thank You
    Sharon
    Sharon Johnson recently posted..SEO is not easy to workMy Profile

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  • I appreciate how nicely you laid this out today. We don’t realize how important it really is to achieve a rapport. Most of the time that takes at least 2-4 separate conversations. And it also takes the listening ear, to truly get to the bottom of what their need is and what they really would be willing to do about it!
    Lynda Cromar recently posted..I Was Playing The Hokey Pokey MLM Network Marketing Dance Rather Than Learn Real MLM Skills!My Profile

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  • Great post. Talk about rejection. I started a sales training just today and most of the attendees thought of a million excuses not to cold call because, let us face it, most of us hate it. The rejection and sense of failure are tough to take. But cold calling is necessary to success since new business often accounts for as much as 50 percent of our production.
    Rachel Lavern recently posted..Where Will You Be 10 Years From Now?My Profile

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  • Going through some training realized how mastering great questions can make you a better sponsor.
    Many situations, especially when your’re cornered during a conversation on the phone (prospecting) can be turned around completely by asking good questions. All of sudden you’re back in control.

    Thanks for the share!
    Akos

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  • Hi Perry, Awesome post! It’s so true that rejection can quickly bring a person down and out of wanting to contact people. The important nuance here is to try to not take things personal. People are not saying no to you, they are saying no to an opportunity.

    If someone says no to you without at least looking at what you have to offer, then again…it has nothing to do with us… I am just finishing reading “The Four Agreements” and it helps with all the issues that can come up when connecting with others…it’s awesome and so helpful. Communication is key …and confidence is gold and we can all acquire it with time ;)
    Nathalie Villeneuve recently posted..How To Lift Your Self-Success MechanismMy Profile

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