          
          
          
          Turning Objections Into Sales Points
          
          
               Some objections are bound to arise.  For example:
               * "I'm not sure I want to make a commitment now." 
          If that's the case, propose a trial period.  Have your
          prospect call a few friends within the coming week.  If
          even one signs up, you'll have two new members in your
          downline; your recruit and the friend he called.
               * "I want to think it over."  Generally, that's a
          polite way of saying no.  When you hear that, you can
          counter, "What more information would you like that you
          don't have right now?"  If a prospect truly is
          wavering, you may be able to convince him right then.
               * I've never sold anything before, so I don't
          think this is for me."  When you get this response,
          tell the prospect that most people have a misconception
          about selling.  A real salesperson doesn't fast-talk
          the customer into buying something that's unneeded. 
          Instead, a true professional finds out what the buyer
          wants or needs and then provides the appropriate
          product or service.
               You can point out that many MLM distributors have
          become successful without a sales background.  What's
          more important is an ability to work with people,
          either distributors or consumers.
               * "I don't know anyone that I could recruit as a
          distributor."  First, point out that one is not
          restricted to recruiting close friends.  In fact, few
          people have so many friends that they can make up an
          entire downline.  Your prospect can recruit among all
          the people he knows or has known, even casual
          acquaintances like neighbors and store clerks.
               More than that, stress the fact that the MLM
          organization will provide leads and sales presentations
          that can be used to find prospects and sign them up. 
          Tell the prospect that all he needs to do is sign up a
          few good distributors, who in turn will build their own
          downline networks.
               * "I don't have enough time for MLM."  In truth,
          most people have more available time than they
          appreciate.  Time spent watching television or talking
          on the phone to friends can be redirected to MLM.  The
          average MLM worker devotes only five or six hours a
          week to the job.  That's less than one hour per day. 
          Yet the average worker takes in an extra $15,000 a year
          or more.
               * "I can't afford to start a new business."  When
          you hear this, explain how little it costs to start and
          maintain an MLM business.
               Prospects who voice this objection obviously have
          financial concerns.  That's a perfect opportunity for
          you to reiterate the potential of MLM to increase the
          prospect's income.
               * "How do I know this is legitimate?"  At this
          point, explain all the research you have done into the
          company.  Emphasize the company's history, the size of
          the organization, the background of the top executives. 
          This explanation not only will establish the company as
          being viable but also it will show the prospect how
          diligent you have been.  This will increase his trust
          in you, and thus help you sign him as a downline
          distributor.
               * "I've had bad experience before with an MLM
          company."  Say that each company is different.  Wal-
          Mart is a huge success while Macy's is in bankruptcy. 
          Similarly, if you join the right MLM company, you can
          succeed along with it.
               Remember, every time a prospect raises an
          objection, he's not saying no.  Often, an objection
          indicates real interest; if you can answer the
          question, the prospect may convince himself that he
          should sign up with you.  Therefore, after meeting an
          objection, go for a close.  Hand the prospect an
          application form and encourage him to being filling it
          out.
               If a prospect turns you down, to on to someone
          else.  Play the numbers game.  There are plenty of
          prospects out there, and the more you approach, the
          more you'll sign up.
          
          
