Influencing With Integrity

Written by Richard Brooke


Every salesperson — whether selling a product or an idea — must deal with “objections.” Most sales training focuses on how to overcome them. Inrepparttar first in a series of articles, Contributing Editor Richard Brooke, one of Network Marketing’s true masters, shows us a whole new way to look at and work with objections. Rather than seeking to overcome them, Richard reveals a way to turn them into win2 opportunities for everyone by “listening through them.” Here’s what it’s all about. The key to having distributors stay in your organization is to get them torepparttar 106215 benchmark of a $300 commission check as quickly as possible — ideally within three to six months. Your training, goal-setting and strategy should be focused on that first all-important benchmark.

"Listening Through Objections” means that instead of overcoming objections by defending against them, you eliminate them by being open to them. You embrace them. You encouragerepparttar 106216 other person to bring them out inrepparttar 106217 open. And you do this by listening.

In a very real sense, you — asrepparttar 106218 salesperson — championrepparttar 106219 objection. This is an active process. More than being merely receptive torepparttar 106220 objection, you actively help it to be expressed fully with allrepparttar 106221 emotion that gives it its charge.

In traditional sales, we’re trained to deflect objections, to turn them back againstrepparttar 106222 person, to prove with ration and reason thatrepparttar 106223 objection is false.

And we may defeatrepparttar 106224 objection successfully — but this leaves in placerepparttar 106225 feelings associated with it. In fact, it increasesrepparttar 106226 emotional charge. We “overcome” it with logic — and we’ve maderepparttar 106227 other person wrong. We invalidate him or her and end up, in effect, callingrepparttar 106228 person a liar!

Hardlyrepparttar 106229 way to “win friends and influence people.”

Objections Are Emotional

When you use reason and logic to deal with an objection, you’ll fail nine out of 10 times. Why? Because 90 percent of all objections are emotional in nature.

The argumentative approach of “overcoming objections” brings out a person’s defenses. The emotional component isn’t being honored. Its “life” is threatened. It fights back. When your logic overpowers it, it lies down and plays dead. And watch out! — later, when you are gone andrepparttar 106230 threat is removed, it will spring back to life, more determined than ever!

This phenomenon is known as “buyer’s remorse,” or “having second thoughts,” and it’s responsible forrepparttar 106231 anxiety and doubt people experience after making a decision.

And all simply because they were not heard.

What is it that wants to be heard? The emotion —repparttar 106232 anger, frustration, disappointment, or fear. Until it is purged, there is no chance forrepparttar 106233 other person to make a complete choice about your offer. They simply cannot hear you. The emotional voice inside their head is too loud.

How To Lose By Winning

You may winrepparttar 106234 “battle of words” when you overcome an objection, but you will never changerepparttar 106235 other person’s point of view. So another objection pops up — and then another, and another. “I don’t have time,” becomes, “I don’t haverepparttar 106236 money,” then, “I’m no good at selling,” and on it goes. The emotion simply takes a new form — and it will keep doing so until it is heard and allowed to express itself.

You may even successfully “get” somebody to buy your product or signrepparttar 106237 distributor application. But it won’t last.

Merchandise will be returned...the product won’t work as they expected...or they’ll quitrepparttar 106238 business — they’ll find a good reason Network Marketing “doesn’t work” for them. There’s no commitment, because they haven’t truly been heard.

Says author Robert Fritz, “Any relationship built on manipulation is doomed to fail.” It may take time, but you can count on it. Look atrepparttar 106239 number of talented, capable people who fail at MLM for no apparent reason.

Only whenrepparttar 106240 emotion has exhausted itself by your listening throughrepparttar 106241 objection will it dissolve and be eliminated.

Only whenrepparttar 106242 objection —repparttar 106243 whole objection, not just its words — is expressed willrepparttar 106244 opportunity occur for your prospect to arrive at making a committed choice.

Only whenrepparttar 106245 objection —repparttar 106246 whole objection, not just its words — is expressed willrepparttar 106247 opportunity occur for your customer or prospect to arrive at making a committed choice.

Rule #1: Don’t Buy The Objection

The truth about objections is — they’re not true.

“I don’t have time to do this, I’m too busy...” — it’s not true! Yet most salespeople makerepparttar 106248 mistake of buying into those words. And if you believe thatrepparttar 106249 speaker believes that he or she doesn’t have any time, you have to go to work changing their belief.

Sensational Sales Letters Still Sell

Written by Marcia Yudkin


Withrepparttar rise in popularity of email, last year's anthrax problem and ever-increasing postal rates, many people assume that direct mail is dead. Not so! Postal sales letters delivered by mail carrier rather than digital networks still have an important place in many marketing programs. For one thing, many more very precisely targeted "snail mail" lists are available than for email. For another thing, some populations don't trust any offers coming to them on their computer. So here are my top tips for crafting an effective sent-by-mail sales letter.

The four most important ingredients of a sales letter are an attention-getting headline, a specific offer, a call to action and a P.S.

The headline, placed beforerepparttar 106214 salutation, should make a claim or a promise that ties in with recipients' needs and interests. For instance:

Whateverrepparttar 106215 Language, We'll Get Your Message Across Right -- And With 25 Percent Savingsrepparttar 106216 First Time You Hire Us!

We'll Prepare Those Pesky 1099s and W-2s for Your Business Right Away -- Absolutely Free!

Finally, an Organization That Fights Like Crazy to Protect and Heal Abused Children!

Your letter needs a clear and compelling offer, an explicit transaction that you are invitingrepparttar 106217 reader to make. Don't write what I call a "Hello, I exist" sales letter. Here's an example of an offer:

For only $29.95 you can have unlimited use of our health club for one month, along with a one-hour private session with one of our certified fitness trainers.

Your P.S., which isrepparttar 106218 second most read element inrepparttar 106219 letter afterrepparttar 106220 headline, should mobilizerepparttar 106221 reader to act now. Provide an incentive for acting fast, or toss in an additional bonus. For instance:

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