[center]Secrets Of Building A Million Dollar Network Marketing Organization
By
Dr Joe Rubino[/center]


“This sounds like one of those pyramid schemes.” How many times have you heard this objection? And how many times have you responded with,” well it is a network marketing company, but it’s certainly not an illegal business,” or, “Yes, but our company is different….?”How many hours do you spend researching and memorizing stock, scripted answers to the most common objections? How does it look to your prospect when you turn and with anger or embarrassment and react personally to the objection they just presented?
I’m sure you noticed the title of this chapter, “Listening Through Objections?” That’s different from overcoming objections-isn’t it?”
Does your prospect really want you to answer her with your opinion-an opinion that makes her wrong?
Clearly, your opinion may not be worth very much to your prospect. Countering an objection creates conflict. You say black and she says white. Who’s right? What’s more, who’s going to be wrong? Do you know something he doesn’t?
Has anyone ever made you do something you didn’t want to do? Of course not. Do you appreciate it when someone makes you wrong? Of course not.
Instead do this: Listen! Listen! Listen!
Listen THROUGH what they’re saying to hear how they are thinking and feeling. Their objection voices only part, if any, of their true feelings. The initial response is almost always a smokescreen or a justification for a deeper, more personal fear. Listen for the true concern behind the smoke.
Welcoming objections is part of your job. That’s why you get paid a huge percentage of your product sales and downline commissions. Can this point of view make the whole concept of objections fun for you?
And the more you practice, the easier and more fun it will get.
The Five Step Process
The process of listening through objections is a powerful way to develop a relationship with people. It can be used in your prospecting for your network marketing business, but also in a conversation when someone may not necessarily agree with your point of view. The process of listening truly honors the values of others, which allows you to better understand who they are. It allows them to vent their frustrations, share their feelings and remain emotionally secure in their communications with you.
Whether or not your prospect enrolls in your business or even changes his point of view, as long as you generated an open listening that empowers the other person, you have succeeded in your job.
I learned the following five-step process from the master of listening through objection, Richard Brooke.
Step One: Embrace The Objection
To “embrace,” is defined as “to hold in ones arms as a display of affection.” What a complete contrast to the usual agree/disagree scenario in a typical “overcoming objections” conversation. To display affection for your prospect through listening and honoring their responses to you, not arguing or being defensive, may seem unnatural to you at first, but try it on and watch what happens.
“I have no time to do another business.” Welcome the objection. Don’t say “yes you do” or
“ you don’t need much time”. These counter the objection like a defensive chess move. Resisting and pushing only invite your prospect to push you back. Get on their side. Agree with them and find out more. Embrace the objection and do it with sincerity. The objections people give you are concerns that they hold as true. And these concerns are real for them.
“I have no time to do your business.” Their plate is full. They’re overwhelmed. Frustrated. Working long hours. No time for fun. You know what your business can provide for them-only they know they don’t have time to do it.
So, are you going to take their schedule and plan out their day finding enough hours in it so they can do their business? Would you like someone dictating to you what your day should be like?
Remember, push and they will push back. What you resist persists. Don’t argue. As I said before, their concerns are real to them. Don’t try to fix them, but don’t buy into them either.
Their stories are not the truth. The degree that you “buy into” their stories and excuses, is the degree to which you are not supporting them being successful and complete in their lives.
So, what is there to do in this embracing business? Listen to them. Listen through their concern. Develop true empathy. look them in the eye and simply listen. Shut your mouth and get into their world. Feel how it is for them. Open your heart and embrace theirs. How? Hang on, I am coming to that.
What’s important for you to know, is when you connect with someone in this way, you honor them. They are being truly heard. And when human beings are heard, they will shift and open up to the awesome power of possibilities.
They will begin to show their heart.
It may not sound like that’s what they are doing at first. It may sound like anger. Their voice may be loud. Their intonation may sound harsh.
Just keep your heart open. The harshness will soften. They may sound scared. Their tone may project fear. Keep your heart. Continue to embrace their words as you proceed to the next step in the process,

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