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

There’s a better way.

When you’re listening through objections and someone says, “I don’t have 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 is truth?

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

Here’s what you’ll hear: frustration, anger, disappointment, fear. That’s 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 that person wants somebody — anybody — to hear how frustrated they are about time!

So, listen.

What you will create is a rapport between 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 through objection, what’s left? — what about 10 percent that is logical?”

Most of time, after you’ve listened completely through 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 with person about managing his or her actions in time, about setting priorities and planning. That makes you that person’s partner. And that is 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 in martial art of Aikido, you simply redirect your opponent’s energy. You remain centered while they fall forward to mat.

Step #2 is to welcome 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 in afternoon, too.”

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

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

Step #4 — Purge The Emotion. If you’ve got a sense that 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 of time, you’ll know it’s complete because person will change their state of being. You’ll see a dramatic shift in person’s facial expression, their body language. They’ll breathe a sigh of relief, put their arms behind their head, and relax deeper into chair, and you’ll notice a clear sense of peace or contentment in 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, 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 of 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!

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 with offer, include an explicit call to action. Tell your reader exactly what action or actions you want him or her to take after reading letter. For example:

Please look over 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 out whole offer, address possible objections and ask 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.

By 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.