MLM Network Marketing Training-TOP TEN WAYS TO SOFTEN YOUR PRESENTATION WITH BUFFERS™ AND EASY EXITS™

By Hilton Johnson, The MLM Coach™
Copyright MLMU®
www.mlmu.com
I’ve never been the type of person who enjoyed making prospects and customers feel uncomfortable doing business with me. I hate rejection and I hate being pushy or aggressive.

In the 38 years that I’ve been in direct sales, I have accumulated hundreds of little phrases, comments, responses and some special language designed to soften my approaches and presentations.

Experience has taught me that when people come in contact with most network marketers, they are automatically on guard about how threatening the MLM distributor will be and how much time their presentation will take.

To diffuse that kind of resistance, I soften my approach and presentations with “Buffers” and I convey that I’m not going to take up much of their time with “Easy Exits.”

Top 5 MLM Buffers.

Here are my Top Five Favorite Buffers:

1. Identify with Your Prospects

When your prospects tell you that they’ve had a bad experience (or heard about bad experiences) with network marketing, identify with them by responding this way:

“I can appreciate what you’re saying.”

“If I were in your shoes, I’d feel the same way.”

“I understand exactly what you mean…I’ve been in that position, too.”

2. Agreement Buffers

When prospects tell you the prices of your products are too high, they are not the sales type or they would like to think everything over, you can respond with:

“I agree with you…on the surface, the prices do seem high.”

“Welcome to the club…I’ve never thought of myself as a sales type.”

“I totally agree that you should think this over. It’s a very important decision.”

3. Buffer with Apologies

Whenever you make a prospecting call (especially by telephone) you can diffuse resistance right in the beginning by leading with an apology:

“Hello Ms. ________, I’m sorry to bother you. I have some new information regarding _______ that I thought you might find interesting. Do you have a minute to speak with me?”

Other ways to use apologies:

“It’s not my job to inconvenience you in any way.”

“I can see that I’ve caused you to misunderstand me. Please forgive me. What I meant to say was…”

“I gave you incorrect information. I apologize from the bottom of my heart.”

4. MLM Permission Buffers

You can take the “sting” out of your powerful questions and important messages by asking permission to ask questions or to demonstrate:

“It would be helpful to me if I could understand your situation a little better. May I ask you some questions?”

“With your permission, I will explain how the program works…okay?”

“May I make a suggestion...why don’t I show you folks the marketing plan and then you can make a more informed decision…fair enough?”

5. Thank Them for the Complaint

If and when you have prospects or customers complain to you about you, your company, your products, services, etc., you can dramatically diffuse that situation by saying something like this:

“I’m really glad you brought that to my attention.”

If you personally made the screw-up, you can make your response even better by following with something like this:

“You’ve made me a better distributor today. I’m going to take immediate action to make sure this doesn’t happen again. Thank you.”

You can further eliminate or reduce sales resistance by conveying that you’re not going to abuse or waste your prospect’s time. You do this with “Easy Exits.”

Here are my Top MLM Five Favorite Easy Exits:

1. Accept It Or Reject It

Before you go on an appointment or just before you give a demonstration, set the stage with this language:

“Mr and Ms. _____, with your permission (Buffer), I will show my program to you. When I’m finished, you can accept it or reject it as you see fit. In other words, it’s entirely up to you. Is that fair?”

2. Sizing Up Your Prospects

When you have been invited to meet with your prospects (in person or by phone) for the purpose of explaining your products, services and/or your business opportunity, you can tell how receptive they are by asking this question when you arrive:

“Folks, how much time have you set aside for our meeting today?”

If they tell you they only have a few minutes to examine your program, this is a red-flag. In that case you may want to question why they have set aside so little time, reschedule the appointment or disqualify them altogether. (Hey gang, let’s not waste OUR time either.)

If they tell you that you can have all of the time you need, you can be sure that you have a very qualified prospect and you’re going to have fun giving your presentation.

3. Only Takes 30 Minutes

Whenever you have a little difficulty getting an appointment, this language will almost always get you in the door:

“Mr. _____, if I’m with you more than 30 minutes, it’s because you’ve asked me to stay…fair enough?”

(If your presentation takes more than 30 minutes, adjust the time accordingly.)

The MLM Exit.

4. Let Them Off the Hook

Before you begin your formal presentation, if you give the following Easy Exit, your prospects will not only give you their undivided attention and be more receptive to your proposal, but they will feel more relaxed and comfortable with you throughout your presentation:

“Mr.and Ms. ________, if you feel the least bit uncomfortable with any part of my program, please stop me and I’ll be on my way. I want you to know that I’m the easiest network marketer in the world to get rid of.”

5. In a Hurry

If you let your prospects know that you’re in kind of a hurry, the message will be clear to them that you’re a busy, successful business person and you’re not going to waste anybody’s time?especially your own. That will cause them to listen very carefully to what you have to say. Here are some Easy Exit examples that will do that for you:

“I’ve only got a minute to stay when I bring the (video) to you.”

“Just one quick question and I’ll be out of your way?”

“It only takes a few minutes to explain what I’m doing, and if you’re not interested, I’ll get out of your hair.” (Don’t say this to a man who is baldheaded.)

Special Note: Buffers and Easy Exits are NOT designed to mislead or misrepresent you or your company. They must be used with the highest degree of integrity.

By Hilton Johnson, The MLM Coach™
Copyright MLMU®

www.mlmu.com

Presented by PassionFire.com

Blessings…

doug Firebaugh / PassionFire Intl http://www.passionfire.com

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