Ask yourself this. What is the greatest fear you might have that could hold you back from talking with people about your income opportunity or products?

If you are like most it will be the fear of rejection and objections and the anxiety that comes with that.

Two Types of Rejection

1. The flat in your face "Not interested" or "You must be joking" type of rejection; and

2. The type where someone has looked at your solution and finds that it doesn't really fit what they need.

The second one can be disappointing but it doesn't necessarily feel personal. So this training program is about item 1, and understanding the cause of rejection and how to eliminate it by getting rid of the cause and replacing it with something entirely different.

The Cause of Rejection

Have you considered that if you do have feelings of anxiety about talking with people about your Income Opportunity and/or Products...it could be the way you have chosen to communicate, or think you have to communicate, that is causing this?

Life is full of choices and what you choose to think, say or do, will reflect how other people will think, say or do in response to you.

Let's start by exploring closely the underlying causes of rejection and objections.

This is a better approach than just launching off by telling you what you should do. If we did this, then would you agree that this training approach would not be any different than all the standard ones that tell you what to do using techniques and systems without any explanation as to why?

Besides, if you understand the cause of a problem first, you're now in a better position to think and do something different that will eliminate it.

2 Key Things to Grasp:

1. People do things for their reasons not yours. They are motivated by their personal interest and own subjective reasons. You may have heard this referred to as the "What's In It For Me?" syndrome; and

2. Most people resist being "told" what to do (even if they ask you!) or being persuaded to do things, and generally like to learn and understand before taking action on changing anything.

So it's important when you hear someone express a problem or need, want or desire, such as a need for money or good health, that you're not tempted to launch in with a "fire hose" presentation before talking about and discovering why they want it and the history behind how they came to be in these situations.

There is no such thing as a "one size fits all" presentation that basically "tells" a person what our solutions are and what they can do for them.

We are all unique in how we see, hear and feel about things. If you take the one size fits all view, (usually your view) then rejection and objections is usually the natural consequence of that.

The truth is, it doesn't matter much what you think about your solutions and whether they are going to work for someone. What's important is what the other person thinks.

So if you start your conversations by overpowering people and coming up with your solutions too early, most people will withdraw. Then you have to resort to using conventional selling techniques of objection handling, closing and mental strategies to overcome the rejection you created in the first place! It also makes selling a "numbers game" of plowing through as many people as you can that requires a great deal of effort and time.

So it's important to help people surface what they know and don't know and what they want by allowing them to come to their own conclusions.

Observe your own experiences. Have you ever been in a situation where you asked someone for a solution to a problem and they started with the words, "You know what you should do...?" Did you feel resentful or annoyed, even though you asked for help?

If you did, it's probably because you didn't feel involved and your own uniqueness and knowledge was not being acknowledged.It's the same for most people.

People like to do things for their reasons not yours!

The Natural Law of Giving

The Law of Giving works like this. What you give is what you get.

Other people's actions and words are a reflection of your actions and words. It's like a smile. If you smile at someone they will usually smile back. This is the Law of Giving working for you.

However, this natural law can work against you if you put pressure on others by telling, presenting or persuading people to do things you want them to do. Result? Most people will tell you back! How? By one or more of three ways:

1. Rejection
2. Objections
3. Passive Aggression. (When people say they will do something and don't!) This is also called "Buyers Remorse".

In selling, if you want the Law of Giving to work for you and have people listen to you and your solutions, then listen with the intent to understand them first.

Next time, we will look at how you can do this and build your team and customers with effortless ease based on solid principles and methods that work... all the time!

Exercises

1. Reflect on how you feel when a salesperson, charity solicitor or telemarketer tries to get you to do something.

2. Think about your reaction when you see an advertisement on TV or in print. If you paid attention to it, why is that?