An unexpressed objection is basically an objection that has not been stated. All objections are something that your prospect is opposed to, and so there is something that the person hasn’t stated during their conversation with you. Now, there may be a very good reason for that unexpressed objection, and you need to decide if it’s worth digging deeper or not.
When you’re making an MLM presentation, some typical responses that can indicate an unstated objection from your prospect may be “I’m not interested,” or, “I’m looking for a real job,” or “I’m looking for a full time job” or something similar.
So, do you dig a little bit deeper and find out more, or do you decide there and then that this person doesn’t qualify to find out more about your MLM business?
Well, to help me, I use something called the Professional Inviter Formula. And it’s a sequence that I go through when I talk to a prospect about network marketing or multi level marketing.
Briefly, the 5 steps of the Inviting Formula are:
- Greeting your prospect
- Qualifying your prospect
- Inviting your prospect
- Handling questions and objections
- Close your prospect to action.
So let’s say that I’m calling back somebody who answered an ad, and after the initial greeting, I am now attempting to qualify this prospect and I may use questions such as “Why did you answer the ad?” that kind of thing, and then, “What are you looking for?”
And at some point in there they say, “I’m looking for a full-time job,” or, “I’m looking for a real job.” At that point, does it mean that they really don’t qualify or is there an unexpressed objection that surfaced during the conversation?
I know I wouldn’t be so sure of it right there, because when I answered my ad when I first came into network marketing, I was looking for a job just because I hadn’t ever given the thought that I could own my own business. So it doesn’t mean that you can’t take the opportunity to dig a little bit deeper.
So, while I am qualifying this prospect and they say, “I’m looking for a real job,” or, “I’m looking for a full-time job,” then I would ask a few more questions such as “Well, what kind of job are you looking for? What do you like to do? What do you want to do?”
I would remind them that the call was the result of them answering my ad and so it would also be worth exploring other points such as,” How much are you looking to make? How many hours do you want to work?” those kind of things, continuing to build up the picture of what they want, what they need, and what they don’t want. By now I can tell I am close to deciding whether I can proceed to inviting them to look at my MLM business or not.
So if the person says, “I’m looking for a real job,” and I say, “Okay, well, what’s a real job to you? What does that really mean to you?” And they say, “You know, something where I go to work and I make money”. “All right, well good and what kind of salary are you looking to make?” “Oh, well, I’d like to make this amount here.” And then I’d say, “Well, have you ever given it a thought to have your own business, or is it that you just really, really want a job?”
And so I would further qualify until I found out what that person needs, wants, or doesn’t want. And if they are just very, very adamant about a job, then I know they don’t qualify, and I don’t go to the next step with them.
If this is a situation you are familiar with, it may be you have progressed a bit further with the conversation and you have moved on to inviting the prospect to look at your MLM business. And then once you presented to them what you had, that is when they came back with the objection, “I’m looking for a real job.” And if that’s the case, then you’ve probably got an unexpressed objection.
In either case if the prospect is less than adamant that they definitely want a job and they are open to consider what you have to offer, continue asking open and probing questions because it is more than likely that the unexpressed objection will come to the surface and you’ll be able to deal with it.
Much respect and admiration,
For more in-depth information on this topic study the Professional Inviter lecture series by Tim Sales.
Tim Sales’ training is based on his personal success of building a downline of over 56,000 people while working full-time in the Navy. Instantly access Tim’s free eBook “How To Build A Huge MLM Business Working Part Time” and get a detailed map to help you plan your success in 2011! Visit www.firstclassmlmtools.com/ebook