At every step in the Network Marketing recruiting process, you’re going to come across questions and objections. This is natural. What you need to understand is, a lot of the time, your prospects will just be bringing them up to sound intelligent. They don’t want to seem easy, so they ask questions or throw out some objections to feel better. So, if you run away from their questions or objections, or simply just accept their objections, you’re missing out on a huge opportunity.

Remember, your goal in Network Marketing isn’t about trying to ‘get’ people. Your goal is to educate people to the point that they understand what it is that you have to offer so they can decide if there is a fit. When someone brings up a negative question, or if they offer you an objection, all they are really doing is helping you identify one of their blind spots.

Questions and objections give you the opportunity to build rapport with your prospects and get to know them. They give you the opportunity to bring value, to solve problems, and to help you build trust. So, don’t be afraid of prospects asking questions or raising objections. This is a good thing. Whether they’re asking for clarity or they’re asking because they’re skeptical, the point is to always be a professional.

When someone asks a question or raises an objection, the first thing to do is REALLY listen to what they have to say and ask some clarifying questions. If someone says, “I don’t have the time,” you can ask them, “Do you literally have NO time, or have I not shown you enough benefits to justify your time? Could you make something work if you decided this was valuable enough?” Just make sure you’re not asking in a confrontational tone.

You also want to relate to your prospects by letting them know you’re just like them. You had the same doubts, the same questions, the same fears. When someone says, “I don’t have the money,” you say, “I get it. I didn’t think I had the money either.” Or, if they say, “I don’t know about this Network Marketing thing,” you say, “That’s exactly how I felt when I first looked at this.”

If you can’t relate to your prospect on a personal level, empathize with them. If they say, “I’m a doctor and you wouldn’t understand,” you say, “I get it. I’m not a doctor. I can only imagine the challenges that you go through. That’s gotta be hard.”

When you relate to a person you are connecting with them. You are building a bridge that helps them see that maybe what you have to offer will work for them, too. After you relate to your prospect and you start building a connection, then reinforce it by telling stories – either third-party stories or your own.

If your prospect is a doctor and you’re not, you can say something like, “I have a doctor friend and with her busy schedule and all of her patients, she didn’t know if this was going to work either. But she got to where she really believed in the product, and she decided that she owed it to the people that she cared about to take a closer look.”

When sharing your own story, it’s best to employ something called ‘Feel/Felt/Found’. When a prospect offers an objection, you respond with, “I know how you FEEL. I FELT the same way. But here is what I FOUND.”

When I would tell my story, I would talk about my pain and that I overcame it versus pointing out my prospect’s pain. I would tell them about my struggle versus telling them that they had a struggle. I would let them see their own issues through my story. I would say, “I didn’t think I had the money either, but here’s what I realized and it was the best thing that ever happened to me.”

Then, the final step of helping a prospect get through their objections is asking a simple question using “If I, would you?”. “If I could show you how to figure the money out and to create more cash flow for you in the part time of your life, would you at least be open to taking the next step?” Or, “If I could show you how this product will change your life, would you at least try it for the next 30 days?”

The goal is to get the prospect to the next exposure.

And here’s something that you need to understand. I’ve found that questions and objections only fall into one of two categories. Your prospect either has limiting beliefs in their abilities – they aren’t sure they can be successful – or they have limiting beliefs in Network Marketing – they aren’t sure Network Marketing will help them achieve their goals in life.

When someone says, “I don’t have the money,” or, “I don’t have the time,” or, “I’m not a salesperson,” or, “I’m too (old/young/short/tall/etc.),” this person has a limiting belief in their abilities. So, when a person says, “I just don’t have the money right now,” you can respond with something like, “I had the same exact challenge. I didn’t have enough money to pay my bills, let alone start a new business. But, when I thought about it, I realized if I didn’t have enough money to pay my bills now, how was I going to change that in the future? I was tired of being behind. I was tired of always scrambling. I wanted more out of life. So, you know what I did? I found a way, and it was the best decision I ever made. Let me ask you something … if you really felt this was a chance for you to take control of your financial future, do you think you might find a way to make it happen?” Nine times out of 10 they will agree they can find a way.

Forget the exact words and focus on the concept. Tell them you were the same as they are, with the same objection. Tell them about your pain. Then tell them that you found a way to solve it. This will help you relate to each other.

And, if you don’t have a personal story that compares with theirs, you can tell another person’s story. There are plenty of stories inside your company that can relate to virtually every situation. When a prospect tells you their objection, you can say, “I know what you mean. I have a friend who had that same exact problem and let me tell you their story.”

Can you see how this approach would work with all the objections based on a person’s limiting beliefs about themselves and their lives? The concept is simple, it’s proven, and the results are amazing.