GOZmosis

Network marketers have been taught by training programs, their up line and printed material that they have to "handle objections" as a matter of course, to get to the sale. BS. Objections aren't really "objections", but rather an invitation from the buyer to make a connection to us. Thank them for the invitation, and connect with them. Look, it's a proven fact, buyers present 58% more objections than non-buyers, and that is before they buy. It's their way of forcing you keep connecting until you establish trust. They already know they have a need, you already know you have the solution (presumably), so once there is trust, you two can get to the "does this solution fit"? Let me put it another way your goal as a salesperson is to help your client, which means you guys are on the same side, right? It's not a contest, it's not a debate, it's the beginning of a relationship. (Hence the term relationship marketing) So get into what the o...

When an objection has been raised by your prospect, it must be overcome or the sale will usually be lost. The reactions to objections vary widely among salespeople. The true professional salesperson says, 'I need objections. Without them, I couldn't sell.' This reaction is in sharp contrast to those salespeople who view stalls and objections as catastrophes, contemplating them with doubt, fear, and worry. The difference in the reactions of these two types of salespeople is not so much one of experience or exposure to training as it is of attitude. Stalls and objections are almost never isolated events; they are the results of cause and effect. Objections give the professional salesperson clues about what is happening. They help him evaluate the customer or prospect and guide them toward a satisfactory resolution of the salesperson/customer relationship. Understanding Objections First, we must have an understanding of the person behind the objection. Let's adopt this bas...

Excerpts from “Too Good to leave, Too Bad to stay” by Mira Kirshenbaum Thinking about that time when things between you and your partner were at their best. Looking back, would you now say that things were really very good between you then? Has there been more that one incident of physical violence in your relationship? Have you already made a concrete commitment to pursue a course of action or lifestyle that definitely excludes your partner? If God or some omniscient being said it was okay to leave, would you feel tremendously relieved and have a strong sense that finally you could end your relationship? In spite of your problems, do you and your partner have even one positively pleasurable activity or interest (besides children) that you currently share and look forward to sharing in the future, something you do together that you both like and that gives both of you a feeling of closeness for awhile? Would you say that to you, your partner is basically nice, reasonable intell...

Anyone familiar with the "jargon" of mental health professionals of all persuasions has undoubtedly heard the term denial. What you may not know is that it's fairly common not only for professionals but also for others to use the term improperly or in a poorly defined or overgeneralized manner. In classical (psychodynamic) psychology, denial is an unconscious ego defense mechanism. Basically, that means that a person unconsciously puts up a barrier to experiencing what is too painful to consciously bear. An example might be a situation in which a woman who has been married to the same man for 40 years has just had to rush him to the hospital because while they were out in the yard working, he began having trouble speaking and appeared in some distress. The doctors later tell her that he has suffered a stroke, is now virtually brain-dead, and will not recover. Yet, every day she comes to his bedside, holds his hand, and talks to him. The nurses tell her he cannot h...