Ever get asked, "Is this network marketing?" or, "Is this a pyramid?"
Ever hear comments like these: "This is too expensive," or "I don't have the time"?
Do you treat these remarks as negative objections and respond with, "Yes, but..." comments, such as, "Yes-but it's not what you think it is!"? Or do you use "objection-handling" techniques like, "I know how you feel, I felt the same way myself until I found that..." to justify why you think what they said is wrong?
And do you find most people are still not convinced-and that the few you manage to persuade eventually drop o of your downline or customer list anyway?
If this happens to you, ask yourself, do you really know what they are saying, thinking or feeling? And just as importantly, do you really think they care about how you feel, felt and found?
Here's a truth-three truths, actually:
1. Most people aren't saying what you think they are saying.
2. Most people don't think what you think they think.
3. Your preconceived thinking can get in your way.
Test this for yourself from your own experiences. For example, have you ever had someone finish your sentences or respond to a remark you made that had nothing to do with what you were actually saying? Have you ever gone into a store and had the salesperson take over the conversation, telling you why you should buy a certain article based on why he or she thought you should?
Annoying isn't it, when they think they know what you're thinking? And it can be just as annoying to others when you attempt to reinterpret what they say and think!
So many distributors think people and their questions or comments have to be treated in this manner, and unfortunately, this embedded thought itself is one of the main reasons they won't talk about their business - the continuing rejection rate is too high!
Looking Forward To Every Conversation
The good news is, you can reverse this by changing your own thoughts and behavior.
Instead of pushing back at people with conventional "objection-handling" techniques, attract them to you by working with them. Address questions and comments not as objections to be argued about, but something to be explored.
The first step in absorbing this paradigm is to stop thinking that everything someone says is an objection to overcome. This is a fear-based model, and it does nothing but get in the way of actually talking with people. Instead, simply discover whether:
1. There is a genuine concern, or
2. There is no concern at all!
If there is a concern, that gives you an opportunity to open a dialogue to discover what caused the concern and whether it's superficial or deep. Asking the right questions and listening with the intent to understand will allow you to help them quietly challenge their own beliefs and be open to listening to other ideas.
Most people will seriously look at changing their present circumstances as long as they are spoken to respectfully and not pressured to do so.
If there isn't a concern ... then there's no problem!
The Law of Giving
The Natural Law of Giving, which is a Law of Attraction, says "What you give is what you get."
Most distributors have this law working against them. Here's why: if you tell people they are wrong or try to persuade them to your point of view, most of them will do the same to you by objecting to and rejecting your behavior. People also have another tool up their sleeve: passive resistance.
What if you were to stop and get off this treadmill of fear that assumes you know what people are saying and meaning, and instead got this Law of Attraction working for you?
Let go of your need to tell them what you think; instead, listen to them! Listen to people and people will listen to you. This means asking the right questions to understand what prompted the question or comment, and listening for what is being meant, not just what is being said.
As you genuinely discover what people are really saying and meaning, and help them to help you to help them discover another truth, you'll be able to help more people in less time and without the stress.
Discover for yourself how to have every dialogue end on a positive note. It works - and it's fun! You and your potential partners always win, and the world is one more step toward being better off because of it!
NOTE: You can learn more about how to do this effectively, comfortably and with effortless ease by joining Michael during his live Webinar with Networking University on Wednesday February 9th, 2005.
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