Free B00CLEM7J0 EBOK by Eric Worre Page A

exposure, knowing it will eventually sink in. Through that process, they also build a stronger relationship with the prospect. They strengthen the friendship. That helps build trust, and people enjoy working with people they like.
     
    Four to six exposures is an average, which means that for every person who joins on the first exposure, there’s going to be a person who takes more than 10 exposures to join. You just never know. Some of the best people in Network Marketing were prospected for years before they finally made the decision to take part in the opportunity.
     
    Keep your urgency—but have patience.
     
    Concept #4–Condense the exposures for better results
     
    Posers prospect someone once and move on. Amateurs prospect someone through several exposures over time. Professionals condense those exposures into the shortest time possible.
     
    People are busy. They are constantly distracted by life. When you are approaching them to take a look at something new, it’s important to keep their interest; the best way to do that is to stack the exposures as close together as possible.
     
    If you go slow, you might start by having them check out a video. Then a few weeks later, have them listen to a conference call. Then a month later, have them attend to a webinar. Then after another month, invite them to a three-way phone call with you and another distributor. This slow process is difficult because between each exposure they tend to get distracted by life. It can almost be like starting over every time.
     
    On the other hand, if you have them check out a video, then join a conference call, then try the product, then get on a webinar, then participate in a three -way call, then come to a live meeting (or whatever combination of exposures you use in your company), and do it all in one week, you give them the opportunity to really think about how this could change their lives.
     
    Questions and Objections
     
    At every step in the recruiting process, you’ll come across questions and objections. This is natural. A lot of the time, your prospect will just be bringing them up to sound intelligent. They don’t want to seem easy, so they throw out objections to feel better. How you respond is extremely important. If you act defensive, you’ll plant a seed of doubt in their minds. If you act offensive, you’ll chase them away.
     
    Remember, our goal is education and understanding. It’s not to win an argument. Our job is to help blind people see. When someone brings up a negative question or if they offer you an objection, all they are really doing is helping you to identify one of their blind spots. It’s helpful to know what these are so you can assist your prospects in eliminating them.
     
    I’m going to give you some specific tactics to help overcome objections, but the thing I want you to remember and spend more time focusing on are concepts. Tactics come and go. Concepts are timeless.
     
I’ve found that objections fall into one of two categories. The first is the prospects’ limiting belief in their abilities. They aren’t sure they can be successful. The second is a limiting belief in Network Marketing. They aren’t sure Network Marketing will help them achieve their goals in life.
     
    For both categories, one of the best concepts is empathy—how you relate to people. And the best way I know to relate to people is to let them know you’re just like they are. You had the same doubts, the same questions, the same fears, and you overcame them. Believe it or not, your story (and the stories of others) will do more for you in overcoming objections than anything else.
     
    There’s an old tactic called “Feel/Felt/Found.” It works with the concept of empathy. When a prospect offers an objection, you respond with, “I know how you feel. I felt the same way. But here is what I found.” You can use that quite literally and with great success. You can also modify it based upon your story and your