“The 7 Steps to Relationship Selling and Overcoming Objections”

The 7 Steps to Relationship Selling
By: John Russell

1. Establish Rapport
2. Qualify Prospect
3. Create Value
4. Build Desire
5. Overcome Objections
6. Close Sale
7. Follow Up


1. Establish Rapport – you are lending an ear. The prospect must like you, trust you and respect you. Ask questions and let them talk, their answers are your AMMO. You are looking for hot buttons.


2. Qualify Prospect - professionals sort, amateurs sell. You are weeding out the people looking for a J.O.B. Are they really motivated? Do they have what it takes? Know about their income, time and desire level. Develop the right posture and mindset. Remember, your audience is 3% of the population. Questions to ask:

a. What do you do for a living? How do you like it? You mean it just pays the bills?

b. Are you looking for a job or a home based business and freedom? Always be looking to put them out the back door.

c. I’m looking for people that are serious in making a minimum of 10 thousand dollars a month from home, John Doe, can you see yourself making that type of money?

d. Other than money what are you looking for? John Doe, lets put the money answer aside. Two years down the road, you have all the money you need, what are some of your goals, how do you picture your ideal life, paint me a picture


3. Creating value - in product, services, and opportunity. Know your product/ know your opportunity.

a. Use the tools to give a powerful presentation.

b. Deliver with feeling, commit to 10

c. Believe that everyone should be hearing about this opportunity. If you don’t believe it, they won’t.


4. Creating Desire - motivate prospect. Use a combo of problem/solutions. Fear of loss/desire for gain.


5. Overcoming objections - There are seven steps and you must find out what the objection is

a. Hear them out - shut my mouth, give them time

b. Restate - “Wait a minute, you can’t do this because you don’t have the money?”

c. Expound on it – “Tell me about that” Get them talking, this gives you more angles to attack their objection from.

d. Isolate the objection - In addition to _____, is there anything else that would stop you from joining today?

e. Answer it – Go to prepared answers. You should have at least 3 prepared answers for each of the major objections to joining your company; I don’t have the time, I don’t have the money, I can’t do this. Always have prepared answers for these objections. They will come up!

f. Have them agree that you have answered the objection. This is crucial. Ask them, if they agree that this has answered their concerns. If not, go to another answer that you have prepared.

g. Transition to the next close


6. Close the Sale - Are you on board? Great let’s get started.


7. Follow up - send them a postcard, send an e-greeting, make a call, don’t let buyers remorse set in.


Stephan Bourget, Consultant
Do you wanna be an Architect of the Future?85
http://www.mynewsuccess.com

"How to cultivate the iron-will and mental toughness needed to overcome any hurdle between you and MLM riches"

"How to cultivate the iron-will and mental toughness needed to overcome any hurdle between you and MLM riches"

1.What great things would you do if you knew you could not fail? What would your life hold for the next 1 to 10 years if you were guaranteed you could have anything? (What do you want to DO, to BE, to SEE, to HAVE, to GO, to SHARE?)

2.What motivates you? (Example: Recognition, feeling of winning, money, share wealth with others, learning, etc.) Why do these things motivate you?

3.What talents are you going to share with your team and the new members of your team? What do you have to contribute?

4.What are your "nitty-gritty reasons" for building your Network Marketing business? (What do you never again want or will never again accept in your life?)

5.What does teamwork mean to you? How do you act in a team situation? Does empowerment and encouragement come naturally for you? If not, what could you do to make sure it does?

6.If there are any goals you've failed to reach in your networking business so far, what really stopped you?

7.What would you do if you HAD to be rich? What if you HAD to make your business pay off in the next 6 months? What if your very life, or the lives of your loved ones, depended on it? What excuses would you be willing to give up? What would you do right now that you haven't been doing?

8.If you had to describe yourself (not physically) in only three words, what would they be? Why?

9.What are your biggest challenges when communicating with others?

10.How much income do you want from this business? $50,000 a year? $100,000? $300,000? List a specific amount of money you would ultimately like and by when you are determined to have it by. For example, you might write: "One year from today, I will have an extra $50,000 a year in passive income." Whatever it is for you, write it down now...

11.What are the intangible elements you want from your MLM business? For example: "I want to buy back my time and have the freedom to live my life on my terms." Whatever it is for you, write it down now...

Stephan Bourget, Consultant
Do you wanna be an Architect of the Future?85
http://www.mynewsuccess.com

WORDS OF WISDOM: Enhancing people's lives

We're in the business of enhancing people's lives and we never really know the value and potential of each individual to whom we offer this hope --- read this and you'll see the power of helping people one at a time.

His name was Fleming, and he was a poor Scottish farmer. One day, while trying to make a living for his family, he heard a cry for help coming from a nearby bog. He dropped his tools and ran to the bog. There, mired to his waist in black muck, was a terrified boy, screaming and struggling to free himself.

Farmer Fleming saved the lad from what could have been a slow and terrifying death. The next day, a fancy carriage pulled up to the Scotsman's sparse surroundings. An elegantly dressed nobleman stepped out and introduced himself as the father of the boy Farmer Fleming had saved. "I want to repay you," said the nobleman. "You saved my son's life." "No, I can't accept payment for what I did," the Scottish farmer replied, waving off the offer. At that moment, the farmer's own son came to the door of the family hovel. "Is that your son?" the nobleman asked. "Yes," the farmer replied proudly. "I'll make you a deal. Let me provide him with the level of education my son will enjoy. If the lad is anything like his father, he'll no doubt grow to be a man we both will be proud of." And that he did.

Farmer Fleming's son attended the very best schools and in time, he graduated from St. Mary's Hospital Medical School in London, and went on to become known throughout the world as the noted Sir Alexander Fleming, the discoverer of Penicillin. Years afterward, the same nobleman's son who was saved from the bog was stricken with pneumonia. What saved his life this time? Penicillin.

The name of the nobleman? Lord Randolph Churchill. His son's name? Sir Winston Churchill. Someone once said: What goes around comes around.

Work like you don't need the money.
Love like you've never been hurt.
Dance like nobody's watching.
Sing like nobody's listening.
Live like it's Heaven on Earth.

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Stephan Bourget, Consultant
Do you wanna be an Architect of the Future?
http://www.mynewsuccess.com