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Overcoming objections is one the biggest challenges any network marketer must face. In fact in my opinion it is the biggest hurdle to get over. The one thing that is most often the cause of failure in MLM

Overcoming Objections 101 by Kerri Salls

Every top sales person knows they will face objections. The most successful sales people aggressively prepare for the objections beforehand and address them directly, in order to win the sale. You can too. Here’s what it takes.

Be prepared, knowledgeable and current.
- It’s called being professional.

Assume there will be objections.
- Don’t be naive and look like a novice by thinking otherwise.

Rank potential objections and prepare good answers for each.
- Do your homework and your client will say yes and stay loyal.

Anticipate the objections and build them in to your presentation.
- Be organized,and well prepared.

Ask for the objections up front.
- It’s refreshing to have a sales professional so confident of the solution they are offering that they ask for the objections up front. It will help build trust and confidence. It also starts a dialog, engaging your client where they live.

Deliver a sizzling presentation.
- When you draw your client into the experience you offer so they can’t live without your product/service, you have an effective tool to close the sale.

Focus on value and benefits.
- Feature by feature comparisons are all fine on paper. They are very useful collateral to leave behind. But the client is really only looking for the benefits he will gain and the problem you will solve for him. Is the value of those benefits and results warranted for the price tag you propose?

Prepare comparison or competitive data to show your product’s advantages.
- You need the meat to substantiate the benefits you are offering in your sizzling presentation.

The first NO doesn’t mean no, rather it is a request for more information.
- NO is simply an invitation to provide more information and allows you to ask more questions about their need. Each NO is an opportunity to learn more about their problem and offer the best solution tailored to their need.

Develop a counterpoint for every objection.
- Don’t hide past mistakes/product issues. Acknowledge them and what you’ve learned or changed to make it better for clients now. That is, make lemons into lemonade.

When you learn that objections can help, rather than hinder your business, those same objections will create opportunities to investigate clients’ needs more. With an increased understanding of their needs, you can better demonstrate your capability to deliver. Commitment will come in stages advancing you toward a final decision.

Kerri Salls, MBA runs a virtual business school to train, consult and coach small business CEO’s and entrepreneurs in 10 key strategies to make more profit in less time. Learn more at http://www.breakthrough-business-school.com/products.html or sign up for a free weekly newsletter at http://www.breakthrough-business-school.com/newsletter.shtml

MLM and Network Marketing Success

There really is nothing quite like free search engine traffic. It usually provides very targetted visitors, and of course costs nothing.

One way to increase the traffic you get from search engines is to add a directory. A directory adds content for search engines to find, giving you more pages to your website.

Quite often other websites will request to be aded to your directory. Common practise is to require a reciprocal link for them to be added. Though not always, this usually means more links pointing to your website. Meaning more traffic.

Once you have search engine traffic going to your directory you can control where part of this traffic will visit. You can link to your main website. You can link to products that you sell. Or even add Adsense revenue if you are accepted.

If your site is new, I would consider letting everyone and their brother add their site to your directory. Just to get some links pointing in your direction. This can be completely automated with the right script.

Then, after you start getting some traffic you can go ahead and approve each site before you actually accept it into your directory. For one, by doing this you can make sure that the sites are actually related. Plus make sure that they are sites of value.

Many webmasters use the Google Toolbar to show what Google thinks of the website quality. And they also use the Alexa Toolbar to see how much search engine traffic that website gets.

They use these tools to help decide to allow them or not.

I personally don’t like toolbars on my browser so I use UrlTrends A free service that allows you to view any URLs PageRank™, Alexa Rank, popular search terms, incoming links and more!

Oh yeah, I use this script for my directories. It`s free too!