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high-end eighty eight you say welcome to the
makes video which is says this video number four in the series of the four
skills says that we need to cover
this one is following up with your prospects
did we need to get
yet they on board with some more training for you and this is why we have
uh... the education going on here for you to
stand that knowledgebase lead here at the end become a very good professional
and a strong leader in your team so you can stop doing this global team that you
really to serve
ended i want to encourage you to go nsi now then become a follow-up lyrics war
he said videos he's throwing invidious like ke like crazy every day you know
she'd get small kitchen videos which is really giving you value every every day
the elements comes out of uh... many find they put everything with all these
silly twenty-odd years experience you put it all in the book
said now one of the best selling books on amazon is they went to the top of and
the signed it into prior to categories within like nine-day
case it's really extremely vulnerable candidly beloved out there in the in our
profession
okay let's go to oversee every quiz the next one and off the skill sets which is
uh...
which is a good go here so will
mandate joy
this next topic it's going to be incredibly helpful for you
because it's a topic that most people don't pay any attention to what so ever
and the fortune is in the follow-up
falling up
created an exposure
of some sort somebody who's reviewing something attended something look at
something
and now you need to follow up
follow-up simply doing what you said you do
you're going to go from exposure to exposure to exposure to expose and
that's your
business
going from exposure to exposure understanding that it would take an
average of four to six exposures for a prospect to make a decision
on average
forty six
for everyone that takes one exposure that means you're gonna have some the
take twelve fifteen explodes some of the most powerful people network marketing
they didn't join intelli at fifty exposures
took two years
before they finally pulled the trigger
slate is for six exposures
or professionals were to do is convince those exposures for better results
so instead of one exposure a week you know they'll have somebody watched dvd
and then get out for you a call later that day sample the product in that
night to get on a conference call in the next day
the check out the website and after that meet the magazine and they come to the
meeting in the dark
whatever happens to be some little combination of those things
if we did a little survey in this room when you ask you what was your first
exposure seconds photo third exposure every single one would be a slightly
different paths
someone who is already
you know the worst thing that can happen to you is the worst thing adapt in las
vegas
you go to the table and you win
the first time you come here
or if they make it happen because value they gave you know when every time right
so sentenced to prospect perforce too white
or you joined after one exposures and i expecting everybody else to do the same
thing
and now when they don't your perpetually disappointed
what is the deal
why don't they join i don't understand
when you're polyglot
let me tell you what to do after we've done exposure number one weeded exposure
number one we talked about that before we could be expected to take should too
review a little
okay or whatever it is we ask them to do take some action
follow-up
yes
you've set it up before you finish the first exposed setup when you're going to
do it setup we're gonna do it you got the phone number
you got time
get the day
they have their assignment that they created for themselves
and i got a call
so you called
and to give us a
la
you to review the material watch dvds lets them see day to be the bags each
checkup elections in the capsule
did you
what we
park about
you get a lot to answers if you do the except process the answers are going to
be yes most of the time
but sometimes that we know
and if you have terrible skills will be no more than yes
sold okay
we're gonna get better and better better
what some people do is they can't irritated with their prospect
you said you got something
for server
pacman
i thank you only work with people that i could respected people too much so it's
going to do a quick respect you
they don't say that that's the tone
sometimes
get irritated
come on circular pillar no colonialism
best way to respond is no problem
no problem understand like it's the way
when i think you could see it per share per shirt
deducted about it
lactate state to richards i do
legacy of researcher
lap
and they give you know the time
novice i wanted to but like away kits at this thing yet said overtime work and it
really meant to go to put the cart i was in the car
garson sorry
were about
when he trips are
sometimes it's a have maybe whiskey that to me
their b-day
used to do it
less about what your time i was born
just give me a time you'll you will have or shower scene it and i don't care what
the that day is
whatever that works for you
and uh...
lesson
let's just be pros here
when you wanna you know
you need a cd about if you cannot concede to say no and then we can be
done
so we think it's a per share for sure they get another date suffolk all get
back to see the pressure for sure right
yep
same sample number or what time
alright i gotta go back
reset what people
if they say yes we're going to talk about that
unum in a minute
but before we talk about that i want to talk about questions of objections
because this is where questions in objections
and to show up stopping
lots of different parts of the presentation
questions of objections
potential up here
you yeah somebody you know
did it make sense what you like bassett alexa and then we put the objection
sources show up
it too
you have a history
that maybe isn't that a stellar uh... sleep hope it would be in some of the
people that you're contacting know that your objection to show up a little
earlier
objections
are natural first of all prospects one stance mark
reason they bring about what's on the telus
has very little to do with the actual concern
you know they just finished eating mcdonalds without asking what is being
greedy and in this product
novell punam no
they've really care alderdice i mean to say something
sound smart
now you can react either defensively or often sively and both are wrong
jacked that's it you know what i hate these have been tested by everybody and
uh...
about property rights and give them some cause for concern jacked up all types of
lead com charging right back at him
that'll be a problem too
some people
have these fancy little approaches is one of those pyramid things all you need
pyramid like every corporation in the world
is that what you mean
there's a ponzi scheme all you need like the u_s_ government
that kind of on tuesday
that they prepare added some seven summit really cool
sat are and suggest you know
persons as you know i'm not sure if i could have the time all stop it are you
watching television are you listening to the radio you cut off at that time
sunnier caleb carr knock it off
you picked on topics some of your what your so and person that you can't help
myself
because you convince yourself you know everybody has time
you can't wait for the opportunity to pounce on that
so often systems that instead
what you need to do is act as a consultant you can ask some questions
you're going to die down
what what a consultant to do
if you were not going to be there upline
if they were going to join another company and they were asking some
questions how would you respond
you'd say welcome
go to come with michael uh... know how would you respond you'd say what what
are you looking for
passionate about this
how could this help you
is this really an objection for you
really
you know this is something that you think you can get past how could you do
it you know
actors and salt
to help a person get results
that's the professionals to
consultants are acting defensively 'cause they're trying to help somebody
get a result
they're not acting all principally because they're trying to make it was
for coats
the gold
is education and understanding
at below
it's not about getting them
so in the question the objection comes up just remember your goal the goal is
education understanding
the best approach
in all of these cases
you're gonna buy all objections all distant
two hundred too
as far as i know maybe there's more but i think first
the best approach is to write to relate to them
when you say to somebody some and all i understand that dr
acted toward women stand that that makes sense that sounds smart
i looked at that too
evaluated that to let me tell you what i learns let me tell you what i learned
from other people let me tell you what i've heard let me tell you what i
experience
relating to them letting them know that they're not crazy that they're smart at
their intelligence
that asking questions is a good part to be a good way to understand something
important get your arms around it
something it's all with the objection
that you stop relating to people
and you start either being d pensive or
offense
add up
all right let's talk about the two
categories
category number one
the prospect has limiting belief
in their abilities
they don't think they could do it they don't think you know anybody they don't
think money time they don't think
something about themselves
yeah the limiting belief
in their own abilities to to be successful
category number one
category number two evelyn to believe the network marketing
i don't think there's another category maybe
i don't think so
give me an objection
distrust
but let me believe the network marketing
canada objection
it's a scam network market dot of the money number one
i got talked to my wife number one
side
believe another people don't bleed they think they can help get other people to
do something about one
w that really is tied in arab market
stock without number one
not a salesperson number one
dawn this business and friendship number two
kit bond people number one
what do you get that
i love network marketing but your company's under capitalized
i've ever gotten that one
but many of them
but that's going to be about network marketing again right
i'm not what's the the basis of that question is
i'm afraid the company's not going to be around some rated network marketing
companies disappear
but never do
and i think many others that don't but yeah
ironic but about the people number two nobody believed by the remark yeah
obsessed but my current position number one
forsure unita well maybe both
sesuai biker position is not real action really
because nobody is completely satisfied the just on that out there to say okay
what can i say so they'll say
market saturated number two
about time that one
skin number two people topic money number two
my family want
my family disown me number two
or number one two also
about megan money baloney
art dot around regatta what taxes but
there's only two categories so you have to help them with their limiting beliefs
about their abilities
or they're limiting beliefs about network marketing
and bull cases you're gonna be asking some questions
you're going to be responding in a way
with the goal of educational understanding not about being smart
being right sounding intelligent
being a big shot you're acting as a consultant
that's what you do
it was interesting to me uh... and
outnumber really got cat worked on a roll up
a little
well we do
really
and maybe a third a pop-up at some point but
you know at this point i think there's only two
at different
faces
i think the the appear to be different
but they're really not
so let's talk about
number one
i don't have the money
bass away i know
is tell a story in ask a question
tell a story ask a question tell a story asked the question tell a story ask a
question
all its
or story of sports
it its
you know i just
i'd just don't have the money right now
let against him
i get it
i didn't have
you know at the end of the month i had too much months into the money no matter
how much of the can
you know it's a struggle to pay the bills nowadays
take care of everybody that needs take care of taken care of response please do
it all that stuff when i looked at this
for me
i don't know if it was responsible for me to scrape up another five hundred
thousand dollars
or to be able to start a businessman david realty
i realized look at my like if i didn't change nothing's gonna change tried to
do something
different
i was going to look at the next five years just like i looked at the last
five yrs
my life was going by and needed to do something in order to be able to create
future better future for my family
so i had you know what i did
found a way
notes
i realize that that was really about money it was about my belief
in do i want a bigger future for my family or don't
i decided i want to be your future for me
so let me ask you questions for you
if you look at this really
you looked at your options
you came to the conclusion
instant change something and wanted to
decided that was important
dia show
tell a story
ask a question
the story
ask questions
that story doesn't line up concurrently with your actual experience
say let me tell you a story about the print
here's what they told me
they told me what i did sir
here's a question
but they asked in their mind and guest yourself that same question what
conclusion would you come
i'm not acting defense about not acting offenses i'm acting as a consultant
i'm telling them a story to help paint a picture in their mind
of where they could go if they open up their limiting could eliminate their
limiting beliefs and open up their mind
to about cells
you can't even as what's the limiting belief about and have the money i'm not
sure if i can do this
you could put that in your story
when i really realizes i did i wasn't sure if i could do this
as opposed to read
the little bit of a work
has some questions talked some of the people i realize you know what
can do this and i can
so puny
wicked
it
the next
i don't have the time
you know what i'm gonna go with us
story
question
story
question
i know exactly how you feel uh... you know i've been sold stressed out
and rav that my life my business
that's not looked at that and story story story story in the bottom line was
i realized
that if i didn't make the time
i was never gonna out
i had to invest
to get it back
let me ask you questions
you realize if you want to be able to get more time do you think that may be
some these genes repealed
yet said
i realized i could build this business in fifteen minute increments
the you're the course
two hours fifteen minutes
i'm not a salesperson
i'd just not that kind of person i get it be needed
story
i don't know anybody
story
two young too well
don't have any experience
story
practice that story question story question story watched
boy pete making people feel stupid in this process
you got that objection i dumb or something
relate to the person
some al gore story uh... equally network marketing
and tell other people storage is a semi lab
this is one of those things
disappeared at is it legal
i'm not interested in a manner
what about my friends
how much do you hate me
may
or
times
why do you hear that you hear them for one of two reasons
internet site
they've had some experience it's been mentally damaging to them
they bought that lottery ticket they'd been there they've done it
you still have
you know the stuffs it and ah...
kitchen closet
or they're curious
and you can usually tell
by how they asked the question
stalls is one of those
uh... like and way accelerate polite
that's
and okay
they're curious zoos where i've heard about the size is one of those things
or the decide that land
different question
same question completely different question
she could tell if they ask for the motion
or if they ask about emotion
pacific yours
so
they tell you how we deal with this
this is one of my
favorite questions
this one wouldn't normally put strikes fear into the heart of people doesn't it
person says is this network marketing took off
i gotta go here
gotta deal with this
i gotta go down this road
what do you mean by network marketing
does this appear middle you mean like government
like every organization structure of planet earth to me like that
you'd have to go there
here's where you go with this that they say if they ask me with curiosity
absolutely it would be involved in details
yeah
awesome
or to cast with emotion here's what you do if they ask for the motion
i hope mike
a bike
i got some that i give the objection
can be that send them
this network marketing
you can sell white-space
now happy about the idea that it might be
that work marketing
so here's our chance that
you go global wait wait wait
you got a story
what happened
tell me what happened
having here
the story
was that you was somebody in your family
how long ago
five years ago what happened to the company go out of business today
what happened
company one out of business how that field
yeah uh... developed did you get to you but when that happened
yellow but it seems to have some skills
really
ol
if they act
or or
he could still be doing it
absolutely intersted
intersect
so took a step back 'cause note kind of an emotional
experience app business
but come into our business and every
profession right
every ever quick j_p_
it was network marketing them
uh...
so if you became comparable
that accompany wasn't gonna let you down
do you think you have
urge you don't want to get that seed of network marketing in diapers com you
know
you're gonna lined another opportunism or in your life
you gonna do something
so do you think
if you found a company that you could you do you believe that you think you
can get your hopes up one more time
interest
so
have a copy of that one conversation
fine conversation
all the people didn't bother network market before saurat never again
never ever ever this gentleman
what's your name sir
ily
ideally
how are you
so there was a time when you were not happy about that work market
along with that ago
three years ago
sobai content is ahead
dot at that time
that yard i respect you i thought about time baat i thought someone really
interested in it before i get out of my mouth you say
no no no when he sees this yes the question
is this another network marketing company as a way way
you have a story
what happened
what happened what or he was if you are somebody else that you know that simple
it was you
and some other people and and and what happened how long were you able
here
in to get a little team built
not really
so you see your involved for a year and and uh... what was discouraging about it
what did you like about
uh... it was a prominent you not being committed wells
as of the company had some hanky-panky going
they're not that happens
that happens so one day to settle out what was the big broke the camel's back
was it was it
you say you know i'm not giving it
or you just losing your belief in the company's you just said you know i i
can't promote some i don't believe
competition
what correct was just something that happened
that was that day with their moment that you just said okay it's over
participate
it yeah happens a lot of people
abs lot of people it's ok to lose the faith
you know it's
you are destitute yet other things you could do it
you see over the company
yeah yeah yeah there
seattle dot developing
so let me ask you
if there was a way that you could see yourself being
really committed to it
he believed in it
you also believe that the company
they're gonna do things right
eucalyptus big do you think that what you have ever open up your mind to
considering it again
i'm a different person
see it started with don't start with me
and this is a real story
and all of you have a real stories
here's what i know about somebody's gonna bother network marketing
they're gonna get involving ken
forsure
for sure
by other peeling serpro awhile but then they're going to get over it
somebody's got approaching at the right place the right time and they're going
to say you know what
i haven't finished business in network marketing
i need to go finish
when i started it's like the word acted with d_n_a_ lab by sc
making that looked like
to a blood transfusion to get it all out
might be d dollar their wid out there
it might happen somehow right
trigger their imagination by
did and what that buy the biography
it's all part
tried to want people he and all that
i'm serious
tripod
and just asked us to talk about the story
tell you u
wasiyu was that the company
cubicles lack of effort
i've heard all the stories while my outline
it all the big all that stuff but they just you know i i thought i could try to
collect it was too much
i got a comfortable and their pushing me around and tell me what i should she do
so that was it network marketing that that that i think it was you dot blots
about people
i got a policy about people
they won't blame network marketing but can't keep up with a company that was
funny responsibly playmate that yes he said
they'll blame
the product that uh...
maybe it was about to market standards
doubling their outlined it abuse their trust
the blame a culture that maybe was an abusive culture discriminating culture
like most things
than a comeback thing out
it really was network marketing but what i what i expressed that genuine
curiosity to their story
they want to tell their story 'cause they don't get to tell
a lot
salt one
see if you can find somebody that hates this
value like ect
so for every one of these
questions
go back
for every one of those questions the answers basically the same
every single one
you got you have a story to you
wasn't was it something your family was it was going on
restored to know what happened
ask him some questions
relate to them, I get it, I'll be heartbroken to without stir
all those people who looked at look to you from guidance and support
basham sorry that that
happen sometimes in business
start that happened to you
it was network marketing that company
your upline it was it
by
isn't it's our webstore at the start
it you might know that a personal story but you have a why you you noticed
as you've heard somebody else and you've seen somebody else
that is done this and you didn't like the way looked earlier with the way they
are or something happened
you can't have that
opinion
without some import
you know some life experiences just it
fake you know you've heard about like a neighbor that somethin
purposeful
it's really fun to do
you take yourself out of prospect milenge to say
i'm all ears tell me
it happen
soap
also pawn
super dance
reduce tough stance huh
kid and i hope you really do it yourself and then got good value of it
usaa i think you can go back and watch again if he didn't catch all of italy
took took good notes and had attitude no patli few but now you can exit it out
this video on your check
is to make sure you've that you've just gone through that period of uh...
session so you actually add on to your knowledge base all the time the next one
on the session he has said peter number five which is next
helping prospect that come with good customer or distribute or you get get
ellie p to get started right as we do here and that was cool pro so imbued do
it
c_o_n_ mingle and find it on the page and they get on with that right now all
the villain at this time whenever it suits you so talk to you soon
but