One of my distributors sent me this message: “My prospect sent me 4 different links to bottles that claim to purify like we do. He’s interested in joining the business but he’s concerned about the pricing being way more expansive than these products on the internet… Advice? -Jonathan”

Thank you for your question Jonathan. First, make sure the price objection is the real objection. Sometimes people will use the price objection because it’s an easy escape. But if it’s a sincere objection, you need to know how to handle it.

You need to follow the Question/Objection Remedy. If you don’t, your conversation will look more like a debate. Your task is to help this person get past their road blocks without entering into a fight.

Most people skip steps when handling a question or an objection and go right into providing an answer (step 4). This is the reason you don’t feel comfortable fighting with your prospects. You shouldn’t. If you follow the steps, your prospect will truly feel like you respect them and want the best for them.

Here’s the formula:

1) Let your prospects talk about their concern, don’t interrupt.

2) Clarify you understood the real question/objection

3) Make the question/objection valid

4) Handle or facilitate handling

5) Return back to where you left before you get the question/objection

So here’s how it should go:

First… (don’t interrupt) let your prospect explain his objection in detail.

Second… (clarify objection) encourage him to explain what are the elements he looked at when comparing the other products to yours.

Third… (make valid) tell him you understand his concern.

Fourth… (handle or facilitate handling) Sometimes products look alike on the surface and it’s only when you dig a little deeper that you truly find differenciators. Before we look at how those other products compare to yours, is there other criterias you or your potential customers would look for when buying a product like this, besides the price?… This question will open the conversation to other ways to evaluate a product and guide your prospect to look at them individually and compare both products. This should help you facilitate handling of this objection and both of you will agree on what makes this product unique.

Jonathan, the following information will help support your discussion. If you personally understand what is your company’s product strategy (i.e. price proposition or value proposition) and why they chose this strategy, you will be better equiped to handle a conversation around the subject. Keep in mind that you will first need to handle the price objection compared to other products he is comparing yours to. Once this is clear, you will need to validate why it’s best to market a superior quality product when you are in MLM. Your prospect is looking at your business and wants to know if he will be able to market those products. Here’s information to help you understand why our company chose to focus on value instead of price:

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If you miss on any one of those, you’re making your MLM recruiting career too hard.

Most of the time, prospects can easily detect if they are going to be pitched. Who likes to be pitched anyway?

While this can be true for newbies, it’s just the exact opposite for leaders. It seems like they say the same things but prospects don’t feel like they’re being sold.

I’ve seen it happen so many times but I just couldn’t get my finger on it. What was it that they were doing that I was not.

Going from being a shy person, always in fear of what people would say, not able to sell a single product to eventually breaking records in my company for highest conversion and retention of customers on products, I’m now amazed how simple the formula is but so few people understand it or apply it to make their mlm recruiting skyrocket.

A few years ago my daughters got involved into gymnastic. They loved it! And I can tell you, they are pretty good too. Well, which parent doesn’t think their kid is good

But one day, as I picked them up from the gym, they brought with them the big box. You know the one… With 100 bars of chocolate. Ok, maybe not 100 but it was way more than what I felt we could sell. Read the rest of this entry

On one of our team training call, I had the pleasure of introducing my sponsor Tim Sales as our featured guest to help us overcome one of the toughest mlm objections “I don’t want to do MLM.”

Are you tired of trying to defend MLM and wish that your prospects could just see the awesome opportunity that you are offering them?

One of the first lessons I learned when I started in mlm was that if prospects:

A. Believed all the M.L.M myths…
B. Had false information from unreliable sources or…
C. Had been affected by a previous bad experience due to poor training…

Then, no matter how great my opportunity was or even how excited I was with my own results – It didn’t matter!

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It Would Fall on Deaf Ears…
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Their minds were closed to the possibility that MLM was a real business that could give them the financial independence and success they wanted in life.

Sound familiar?

You see, if you don’t overcome the primary objections and myths about MLM, everything you say about your opportunity will be clouded by their thoughts of…

“This must be a py’ramid scheme, not a legitimate business.”
“I have a friend who failed at it, so M.L.M doesn’t work.”

So when I decided to get good at overcoming the M.L.M objections first, then present my company and products. My sponsoring rate improved dramatically!

On a recent training call for our team, me and my collegue Arlene offered our team the opportunity to attend a special private event with our mentor. He is my “secret weapon” behind my success. Many highly successful network marketers confess to me that, Tim Sales helped them more than their upline leader did in their own company.

On this private call, you will discover how he overcomes the M.L.M. objection and dispel myths that they have heard for years, and save yourself weeks and months of trying to find the right way to overcome this objection.

After you understand how to properly answer the toughest objection, you will find that it’s completely disarming to even the most cynical person, because it doesn’t come off as a sales pitch or a debate at all.

Listen to this recorded conference we held on St-Patrick’s Day: Read the rest of this entry

Podcast: Play in new window | Download

The typical MLM training is killing your business. Personal development is fundamental but it goes hand-in-hand with doing the proper things that bring results. And that’s where most people fail…

On November 11th I was hanging out with Tim Sales at his house in Park City…

A casting crew came in to shoot a video of Tim and his family.

I was watching the whole scene, taking pictures, sneaking behind the camera guy. I was axious to see the end product. Well… you will see it down here… but what’s most important for you is the message Tim is trying to communicate to you and the lack of success of most networkers. This could change your life forever like it did mine.

In my early days of building an organization, I’ve had my share of struggles. From inviting family members to an opportunity meeting, to harrassing strangers on street corners, to passing out flyers at the mall, to approaching sick patients at the doctor’s office, to buying leads and calling at all hours of the night, to building websites and doing social media. I couldn’t stand it when my friends would ask me how my “lucrative home-based business was doing”. I flew to seminars and workshops all over the country always thinking this time would be different.

While I was listening to Tim’s interview, I captured something that is not mentioned in this video… He said he had enough of this parade of people getting on the stage and saying “If I can do it, you can do it too!” He said the training has always been geared towards motivation.

You see, Tim has built an organization around the world and personally trained hundreds of thousands of distributors from many different companies, and after retiring for 13 years from building his own organization, he’s now back in the game.

He told me “Stephane, I never really felt so alive in the last 13 years. Now that I’m back building again, I don’t know why I had left for so long.”

After my initial 11 years of trials and errors, I decided to contact Tim and “recruit him as my sponsor”. From that day, everything began to change.

I can tell you from personal experience, Tim Sales train his team thoroughly. That’s the only way you can truly help your people succeed.

Tim used to be on the Navy bomb squad. He learned his best lessons in life through that experience. If he did not do the job properly, the consequences could be catastrophic. In network marketing things are not as drastic but if you don’t do your job properly, you are jeopardizing your business.

By providing the right training, the growth of your business becomes predictable. You can spot the next leader on your team and who needs more assistance to move to the next level.

I’ve had many mentors in the business and none provided me the kind of support and hands-on training to move towards my goals. I often times felt confused, not understanding why I seemd to be doing the right things but my commission check didn’t match with my efforts. But training and coaching helped me identify where my weaknesses were, correct them and achieve my goals.

It’s time consuming to train, but that’s the only way you create true leaders. Tim Sales will tell you that the best MLM training is designed to make you effective, not just designed to motivate you, after all “being effective at creating the results you want is what motivates you”.

If you’ve been reading my blog for some time, you know that I write about many different subjects. And everytime I pick up the phone, I find a lot of people confused about how to build their business online.

Is this how you feel?

What would you most like to learn? I will try to help you with your specific questions and concerns. Simply leave your comment at the bottom of this post and tell me what you would like to learn.

Tim Sales MLM expert explained the industry to Larry King. There’s quite a buzz going around because Tim Sales sat down with Larry King at a network marketing convention and explained to him how and why M.L.M. is NOT a pyramid or a Ponzi scheme…and he understood it.  

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MLM success stories are looked at as heroes. Are they really? Or are they just following on the same path you are? What if you knew you are one stage away from total success? From reaching all of your dreams, living the lifestyle and having all the money to do the things that are important in your life?

Last year I learned a valuable lesson in my network marketing career as I learned to surf behind a boat. But before I tell you about my experience, let me tell you where I got my understanding of the learning process. It comes from the “ Conscious Competence ” learning model.

It is not clear who originated the very first ‘conscious competence’ learning model. Various modern authors are named, but sources as old as Confucius and Socrates are cited as possible earliest originators. But the model clearly explains the 4 stages you go through in your business. Not understanding these stages is the fundamental reason for the failure of a lot of training and teaching in the network marketing industry.

Now back to my surfing experience…

Each summer I would go on the lake and watch people surf and do wakeboarding. It looked so easy. I was at the ‘Unconsciously Incompetent ‘ stage (this is the fantasy stage – ‘Oh, I can do this, I’ve done snowboarding, surfing doesn’t look too hard’).

Next thing you know, my brother calls me and says “Stephane, come over I just bought a surf, let’s go try it.” That second stage is called ‘Consciously Incompetent ,’ (This is the reality stage: ‘Oh my God, what have I gotten myself into – this is so much harder than I thought.’).

If you are a visual, watch this short video below, you’ll have a good laugh… or pitty for me

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Have you ever wondered why some people sponsor 8 out of 10 people they talk to while others can’t find a single prospect interested in their offer?

One of the most important skills to master in this business is how to communicate in a way that gets your prospect to immediately want to join your company or buy your product.

Communication happens in different formats. It can be person-to-person, through a video, through a salesletter. But the structure of your presentation is always the same if your goal is to get an excited prospect anxious to buy from you.

Let’s talk about your salescopy here but keep in mind, the format is the same for a video, an audio or a one-on-one presentation.

Your salescopy is your hard working sales person. Without it, you’re not gonna get very far.

It’s very frustrating because I find people who spend more time on their website design, or on driving traffic and they neglect their salescopy because it’s not as fun.

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