A quick action process to clarify a prospect's motivation for success

One of the most touted qualities for success in the MLM community is goal setting.

Lectures, books, conferences, articles videos, blogs, etc. preach the gospel of goal setting.

In fact, just about every opening statement to introduce the opportunity to a prospect has to do with finding out if the prospect has a need – i.e. goal – in the relevant area. Let’s say the prospect expresses a bit of interest in making a few extra bucks a month.

That jump-starts the conversation.

So far so good.

But too often it quickly collapses.

The prospect’s interest turns to “Yes buts.” Goal setting is just a distant mirage if you can’t get past the “Yes buts.”

A lot of networkers now shift to overcoming objections.

I think the belief is, “If I can overcome enough objections the prospect could sign up as a distributor. (And we all become happier and maybe a little richer).”

But addressing objections is only one important part of the equation.

For one thing, the objections stated are rarely the real ones the prospect is struggling with. You will get socially acceptable reasons why now is not the best time. And in fact, time may be the most valid reason of all.

However, let’s look deeper for some real unspoken objections.

Their real motivations.

If you knew how lazy I am, you would exit this conversation immediately.

I’m terrified of being rejected. Actually terrified is an understatement.

I’m afraid of what my family friends would think.

I’m scared of trying something and failing. Even worse I am terrified of how I would pound on myself for trying and failing.

You have no idea what my spouse would say if I failed. It would get ugly.

I already have shaky self-esteem. Do you think I want to make it worse?

I haven’t tried anything new since learning to tie my shoes. And frankly, that is fine with me. You want me to give up my weekends and do WHAT?

You have no idea how disorganized I am. None. And frankly, I’m glad you don’t know. If the world stopped for a month I still couldn’t catch up.

So, the distributor gets more socially acceptable objections. Like ones about time constraints. Prospects say they’re too busy. They already have too much to do. That’s hard for a stranger to deny. But again, you try.

The next objection is close to being bulletproof: “I need to think about it.”

When all else fails, the prospect brings out the heavy artillery. “Gotta talk to my spouse.”

At this point, even the persistent networker might be beginning to exhaust their retort repertoire.

It is hard to say anything but, “OK, how about I call you in a couple of weeks?”

A couple of weeks later the follow-up call gets this response from the prospect, “Who did you say you are again? No, I didn’t get a chance to review what you sent/gave me.”

After too many of these calls, the distributor is thinking, “Whew. this is a lot of work for a few extra bucks a month.” And then they join the long list of former distributors.

A key reason that overcoming objections is frustrating is that you rarely get authentic resistance in the first place. So you’re spending your energy trying to talk someone out of an objection that’s not even their main stumbling block!

Most people are ambivalent about tackling something new. They cannot see or imagine compelling reasons for going forward.

They can’t see rewards that are bigger than their fears or bad habits.

If they could see the benefits in a clear compelling way and took action, they would be driven by purpose.

People who are highly motivated are driven by purpose. The purpose is the interplay of deeply held values, interests, priorities, and focus.

This combination drives meaningful lives. It is a kind of energy that draws other people to them. Not all people, just the highly motivated ones. And that is fine with purpose-motivated folks. They do not seek the approval of the masses.

Highly motivated purpose-driven prospects are the unicorns that all distributors want to discover.

Now let’s do a thought experiment.

Imagine you could elicit genuine objections and not feel it is your responsibility to overcome them.

Imagine the prospect would overcome their own objections instead of you.

Imagine the prospect would talk themselves into giving it a try instead of you.

Imagine the next steps would be met with enthusiasm instead of, “Remind me again who you are.”

Imagine you are doing the prospect a favor by clarifying their goals and motivation. Even if it means now is not the right time or right product.

Now prospecting is easier for you. And you’re getting gratitude from the prospect for clarifying the situation.

I know the internet can be helpful in prospecting. But it is not so great in overcoming ambivalence as just described in a very large group.

But what if there was another way? A way that took the distributor out of having to answer all the objections but helped the prospect clarify their ambivalence. It would make the process of recruiting much simpler and more enjoyable. And cut down on the dreadful dropout rate or inactive downline.

Do you think it would be interesting to see a demo of uncovering purpose/motivation of prospects? It would make prospecting more enjoyable because there would be no objections to overcome. It would be a collaborative discussion for both of you and illuminating to the prospect.

And what if you could experience this yourself? In a non-threatening way.

I am willing to do this demo because you are a loyal reader of this magazine.

If you are willing to volunteer to role-play a prospect who has doubts about becoming a distributor, I could work with you to clarify your ambivalence and come to a decision about the next steps.

With this process, you don’t have to learn and apply 100 different responses to objections. You won’t feel like a failure if people don’t join your group.

Prospects are grateful for the clarification and future next steps are met with enthusiasm instead of, “Who did you say you are again?

Even better, we would video record this demo and you could use it for training your downline if you wish. And I could also use it for training purposes. It’s a double win.

You could be just one experience away from making your business even more enjoyable.

Contact me at ptpphd@gmail.com with “volunteer demo” in the subject line. Pete Pearson, Ph.D. is a relationship coach for the entrepreneur marriage. He has been featured in over 50 major news media including NY Times, Business Insider, Redbook, Oprah, Good Housekeeping, Good Morning America, CBS Morning Show, NPR, and multiple podcasts. He has trained therapists in 56 countries to help couples become a strong loving team that brings out the best in each other.