Influencing With Integrity

Written by Richard Brooke


Continued from page 1

Good luck! The hardest thing inrepparttar world to change is someone’s mind.

There’s a better way.

When you’re listening through objections and someone says, “I don’t haverepparttar 106215 time (or money or whatever),” you’ll know not only that this isn’t true for you — but that it’s not true for them either.

What isrepparttar 106216 truth?

Rule #2: Listen to What Isn’t Being Said

Here’s what you’ll hear: frustration, anger, disappointment, fear. That’srepparttar 106217 truth.

It’s clear this person is overwhelmed! They have more to do than they think they can ever do. The issue is not, “When am I going to find time — on top of everything else...” to build a Network Marketing business. The real issue is thatrepparttar 106218 person wants somebody — anybody — to hear how frustrated they are about time!

So, listen.

What you will create is a rapport betweenrepparttar 106219 two of you, a safe space where truth can be spoken and heard. You haven’t attacked their objection head on, so you’re not someone to defend against — which is what most salespeople end up becoming. Instead, there will be trust, communion, a connection, respect, admiration. In any relationship — especially sales and sponsorship — it doesn’t get any better than that!

Rule #3: The 10 Percent Solution

“So, after I listen throughrepparttar 106220 objection, what’s left? — what aboutrepparttar 106221 10 percent that is logical?”

Most ofrepparttar 106222 time, after you’ve listened completely throughrepparttar 106223 objection, there won’t be anything left.

If there is — if there really are, for example, some “time” or “money” constraints — it’s no longer an emotionally charged issue. You can deal with it.

You can have a conversation withrepparttar 106224 person about managing his or her actions in time, about setting priorities and planning. That makes you that person’s partner. And that isrepparttar 106225 perfect thing for a distributor or potential sponsor to be.

A Process For Listening Through Objections

Step #1 — Embrace The Objection. Love it. Have it be exciting. Look forward to it.

If you come from “I don’t want to hear this” or defensiveness, you’re thrown into being argumentative. You’ll have to push people, and when you do, they’ll push back. Instead, as inrepparttar 106226 martial art of Aikido, you simply redirect your opponent’s energy. You remain centered while they fall forward torepparttar 106227 mat.

Step #2 is to welcomerepparttar 106228 objection.

Step #3 — Define The Objection. Make sure that you and your customer or prospect are speaking then I’ve got to take my daughter to daycare...,” you can add, “And you have to pick her up inrepparttar 106229 afternoon, too.”

Again, help them fully express their feelings. Don’t “step over” anything.

Make sure that you and your customer or prospect are speakingrepparttar 106230 same language.

Step #4 — Purge The Emotion. If you’ve got a sense thatrepparttar 106231 person is leaving something unsaid, point that out and help them say it. For example: if someone has objected by saying, “Is this like Amway?,” there’s a chance they’ve had a personal experience. Ask them about that. Ask if anyone else they know had a similar experience. Ask what that means to them — how they felt about it, what bothers them most. Encourage every negative emotion to pour out fully, exhausting their supply.

How will you know when that’s happened?

Complete The Objection Process

Most ofrepparttar 106232 time, you’ll know it’s complete becauserepparttar 106233 person will change their state of being. You’ll see a dramatic shift inrepparttar 106234 person’s facial expression, their body language. They’ll breathe a sigh of relief, put their arms behind their head, and relax deeper intorepparttar 106235 chair, and you’ll notice a clear sense of peace or contentment inrepparttar 106236 room that wasn’t there before. Many times, people will simply laugh out loud.

Being fully heard has a dramatic effect on most everybody.

Listening through objections is not easy. For most of us, it requires a 180° shift from how we have been taught to do things. And,repparttar 106237 impact it will have as you begin to master it — both on your business building efforts and on your life as well — will be one ofrepparttar 106238 most positive and profound you can imagine.

Influencing with integrity is a high art. When you do it well, you will be a Master artist.

And in MLM, Master artists don’t have to wait ‘til after they’re dead for their work to be worth millions!

This Article is brought to you by George Collins --Improve your personal habits and thinking skills and become as successful as you dream about with our professional coaches working with you. http://www.greatestnetworker.com/is/collins Wise People Learn From The Mistakes of Others George Collins "Success Team Builders"


Sensational Sales Letters Still Sell

Written by Marcia Yudkin


Continued from page 1

P.S. Charge your membership to your credit card in four equal payments for no additional cost -- and receive a full-color desk calendar if you respond by November 10.

In conjunction withrepparttar offer, include an explicit call to action. Tell your reader exactly what action or actions you want him or her to take after readingrepparttar 106214 letter. For example:

Please look overrepparttar 106215 enclosed materials and return our self-addressed, postage-paid postcard to set up an appointment to discuss your next important building project.

How long should your sales letter be? As long as it takes to arouse interest, lay outrepparttar 106216 whole offer, address possible objections and askrepparttar 106217 reader to take action. Sometimes this takes one page, sometimes four.

Professional copywriters say that two-page letters generally outpull one-pagers, and that even eight pages may not be too long. Those who are not interested won't read even one page, and those who are will read eight. So don't feel you have to cram your whole sales message into one page to get action.

Byrepparttar 106218 way, these principles work for crafting email letters, too, although there you must move very, very carefully to avoid being taken for a dreaded "spammer." An attention-getting headline, a specific offer, a call to action and a P.S. get you results, whatever your delivery mechanism.

The above is adapted from Marcia Yudkin's manual, "Turn Any Sales Letter Into an Irresistible Concoction," available through http://www.yudkin.com/scourse.htm. Marcia Yudkin is the author of 11 books, including Six Steps to Free Publicity and Internet Marketing for Less than $500/Year.


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