If you want to be successful in building your MLM business you must know how to overcome many objections. Read this MLM training tip and learn the secret behind getting prospects over the "no time" and "no money" objections.
I recently received this question:
A problem I face is: "How would you handle an objection based on not having enough money or time? These are the two I seem to get over and over. Thank you."
You are not the first to hear these objections!
Absolutely everyone who has ever come to me for MLM training has had to answer these objections from many prospects! These objections are what I call "common objections." Meaning you'll get them frequently. The reason they are common is because they are an "escape" for the prospect.
"Escape" from what?
Getting what they want. I know that seems odd - but it's the truth.
Let me explain this better.
By the way, this is fully explained with examples in my MLM training CD Professional Inviter. I highly recommend you study the section on handling objections. You are at such a disadvantage if you don't fully know this information.
Envision this - your prospect has something they want or need - more time, more money, a boat, a plane, new golf clubs, etc. Why is it a "want" or a "need" to them? Because they don't have it yet. Why don't they have it? Because they can't get it on their own - obviously so, otherwise they'd have it! They need someone to help them get it.
This is where it gets very interesting so read closely!
The "escape" they've used before (to themselves and others) is "I don't have ______." The blank is filled in with some "phrase" that has always given them an escape because truthfully they don't believe they can get what they want.
Since this seems a little weird, let me give you an example (unrelated to MLM).
I was helping a company write a post card ad for their personal fitness training business. They were trying to get new clients. I asked several questions and finally came up with this ad:
"Sure you can get in shape on your own - but why haven't you? Admit you need help! Whether its knowledge or discipline, something is obviously missing otherwise you'd have the body you want. Let me help you."
You see, a person who "wants" to get in shape "pretends they don't need help." But they obviously do! A person "getting" in shape is at the gym!
Now let me bring it back to MLM. A prospect says (in her mind as well as to you) that she wants a brand new car. Truthfully she doesn't really believe she can get it and she has proof she can't get it - because there is no new car in the driveway!
This lack of belief is what causes prospects to state something like, "I don't have time."
When I was brand new in my MLM business, I brought a prospect to an opportunity meeting where the speaker was making $40,000 per month. After the meeting I asked Jim if he was ready to get started and he said, "I don't have the time." That was the strangest thing I'd ever heard. Why was it that he had time to make $1500 a month, but he didn't have the time to make $40,000 a month?
That mystery is what caused me to realize that "no time" or "no money" are not the real objections. If a person really believed they could make $40,000 a month they would attack the business.
I was recently at a live MLM training event and someone came up to talk to me after I spoke and was telling me why they couldn't make the business work. All her problems had to do with not being able to properly talk with her prospects. I gave her some verbal solutions and she replied, "Wow that makes a lot of sense." I then told her about Professional Inviter, which teaches network marketers exactly how to effectively talk with prospects. Guess what she said to me? "I don't have the money."
Now - does she really believe she can learn to do the business? No! For the cost of a shirt or two in her closet she could solve the reason she's failing in MLM. Instead she would rather use her escape.
See how it works?
So, the way you really handle the objection is follow the objection handling remedy in Professional Inviter:
1. Listen completely through the question/objection.
2. Confirm understanding.
3. Make the question or objection valid to the prospect.
4. Handle or facilitate handling Questions and/or Objections.
5. Complete the handling and return to the previous step of the Inviting formula
The absolute key is step #4.
You do everything you can to facilitate handling the objection; instead of handling it for them. The prospect is one who decided on their escape - only they can remove it. I sincerely hope this MLM training tip helps you the next time a prospect tells you he doesn't have enough time, or she doesn't have the money.
Got a Question? Ask.
Ask the community a question about this article:
Frequently Asked Questions
Have you ever wanted to own your own business ...
By: slynn | 03-09-2008
Have you ever wanted to own your own business? Set the hours you want to work? I now have my own sales and marketing company and looking for peopel who want to do the same. Perfect for the stay at home moms or someone who wants extra money.
Home business
By: cjive1 | 26-08-2008
Are there any on the level envelope stuffing businesses????
Looking for a website to help find conferences around the world
By: 28482016 | 14-08-2008
looking for a search engine , directory or something like that - for finding conferences happening in the world
Business World, Youth and Beauty. Does youth and ...
By: janedoechronicles | 12-08-2008
Business World, Youth and Beauty. Does youth and beauty play a significant part in business . . . and, the corporate world? If so, why?
What can we do to save the planet that will really make a difference?
By: Shop To Earn | 01-08-2008
What can we do to save the planet that will really make a difference?
We can all join Shop To Earn / Shop To Earth
How: Shop To Earth is a new company that launched their website in March 2008. In four months it has grown to over 15,000 members. (5,000 in the last three weeks).At this rate there will be roughly 200,000 to 300,000 members by September 2008. The business model of this company states that as a requirement of your membership, starting in September 2008, you and your group must spend $100 a month on green products. That's approx. $20,000,000 overall per month, that all these current members will be spending on green products.
The structure of the company is based on MLM marketing. Thousands are joining and will continue to join, and all of them must purchase green products every month. When you join, you are buying your own website shopping portal. On one side of your business are approx. 500 online retailers like Target, Walmart, Sears, Overstock etc. On the other side of your business are approx. 100 green companies.
It took $4.00 a gallon gas to convince American consumers to sell gas guzzlers and buy fuel efficient vehicles because they were forced to change. If the Shop To Earn / Shop To Earth membership grows to a million people in one year as predicted and they must buy $100 a month in green products, that's $100,000,000 a month spent on green products that would normally have been spent on products more harmful to the environment. You can help make a significant positive impact in saving the planet and make a great income while doing it.
If you are committed to a greener planet, you can play a part by owning your own website.
Join Shop To Earn / Shop To Earth now.To learn more go to my website at http://www.shoptoearn.net/brianboy , click on my picture in the lower left corner, then click on "overviews".
To join, click on the "join now" button.
Stop talking about going green....act.
I've got a few ideas, but I want to hear from you ...
By: Ask A Career Coach | 28-07-2008
I've got a few ideas, but I want to hear from you. Which careers don't suck?
Q&A Powered by:
Business 
