On this month’s training audio, I will guide you through the specific steps of what you say and what you do with prospects to overcome the pyramid objection, but I want to give you the basics here of another way to explain M.L.M.

To start with, if you’re doing a one-on-one where you’re actually with the prospect as opposed to talking with them over the phone, then you will want to draw for them what I’m going to show you here. If you’re on the phone, start by sending them to Brilliant Compensation Online and then have this discussion with them over the phone while asking them to draw it while you walk them through it.

When/if the pyramid objection comes up, ask them to think about a typical business where there is a sales rep and a sales manager. Draw the picture below showing ONLY one sales manager (the man in blue) with sales reps working for him. Make sure you make the statement, “The manager is only valuable to the sales reps if they have experience selling what they’re asking the sales reps to sell.” Then ask, “Does this make sense to you?” Or “Do you agree with this?” It’s very important to get them involved in this discussion.

Once they are involved with the discussion, I normally probe a little with “Does the sales manager normally make a little more money than the sales reps?” Which most people will answer “yes”. I then ask, “Is what I’ve just drawn a pyramid because sales reps work under a sales manager? Is it a pyramid because the sales manager makes a commission off what the sales reps sell?”

This is where the discussion normally opens up. Try to keep them on just answering what has been discussed up to this point. Meaning, if they try to take it further and ask or say something else, reply with, “We’ll get to that…right now just tell me if this is a pyramid.” After that is settled, then move on.

Ask them, “What happens when there are more sales reps than the manager can handle?” What you’re facilitating them to answer is, “The company needs to hire another sales manager.” Then you can say, “Good! Where can the company get this new sales manager from?” You are trying to guide the prospect to see that either the company can hire a new person from Monster.com (or wherever) or they can take one of the existing sales reps and make them a manager.

Guide them towards seeing that the better way would be to take an existing sales rep and make them a manager because they are already knowledgeable on how to sell that product. If they were to hire a new person they would have to educate that person on the products and the way the company operates. But, that new person wouldn’t have the respect of the sales force because “He’s never done it!”

But if they take an existing sales rep and make them a manager – they would know the product, know the way the business and company operates and would have the respect of the sales reps. But regardless of which place the company chooses to get this new manager, you’ve now added a new manager. Now draw another manager (beside and to the right of the man in blue) with sales reps below her – just like the image below. 

Then say, “This is the way that most companies grow their sales force. Does this make sense?” Get their agreement.

Then label the top of the picture “Multi-Width-Marketing.” Then say, “Multi means more than one. “Width” meaning that it grows laterally and marketing means that they are all marketing the product. Make sense? Any questions on this?”

Once all of this is settled in their mind – then move forward. DO NOT MOVE FORWARD UNTIL THEY UNDERSTAND UP TO THIS POINT. There can not be any confusion AT ALL.

Then say, let’s just take the same picture and draw it a little differently. Circle the man in blue and his sales reps and say, “I’m going to draw this sales manager again.” Draw it on your paper. Then say, “Instead of hiring a new manager from Monster.com we’re going to take a person who already knows the product, the company and the business and make them our new sales manager. Since it will be one of these sales reps I’m just going to keep the drawing the same by drawing a new sales rep under them. Draw it like this image:

You don’t need to draw 3 levels to make the point. So just draw two levels to begin with. Then, label level 1 and level 2. Then write at the top “Mu.lti level Mar.keting and say, Multi meaning more than one, “level” meaning growing vertically and marketing meaning that everyone is marketing the product.

This should give you the basics of how to handle this objection once and for all.

DO NOT MISS THIS MONTH’S TRAINING AUDIO. I go into depth on this as well as give you the most important points to make early in the conversation so that if they claim it’s a pyramid later – you can take them back to what they already said.

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http://expertmlmreview.org/ambit-energy

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Why is it that people clip coupons from newspapers, search online for the lowest airfare, or hotel room, switch telephone plans, cable plans, get estimates for things like construction jobs, lanscaping, rates on mortgages etc.. One could go on and on to this point. The answer is very simple…. there are other options !!!

And because we have other options, consumers certainly take advantage of those options. Saving money, especially during lean economic times, is certainly an option that most consumers like to have. But wait a minute. Not everyone clips coupons, or puts a cheap bid on Ebay for a Frustration Ball ( I did ), or drives from Wal-Mart to K-Mart and back to Wal-Mart for ABSOLUTELY ANYTHING. Why ? Because people don’t like to be inconvenienced, and because who really needs a Frustration Ball ?

So why do many Ambit Energy reps struggle with gathering cutomers which would most certainly lead to additional team members. Is it trust ? Is it indifference ? Or is it something else ? The unknown, perhaps ? Ambit Energy ? “Never heard of them”  This, I’m sure, every rep has heard many, many times. So, if Ambit Energy puts a commercial or infomercial on the air, consumers would flock to the company like drones to the Snuggie ? Is not Ambit Energy another option where consumers can save money on a commodity they absolutely have to have ?

The Ambit Energy Switch is clear. It’s simple. It’s seemless. It’s gauranteed. It’s convenient via a simple web form. It makes sense, unless, of course, you’d rather pay more for your energy. Many, many people still choose to pay more. Ambit reps cannot understand why. The successful ones don’t dwell on who they missed but rather focus on who’s next.  Now that the Energy markets are deregulating, consumers have the power to choose, not only the power to choose energy suppliers, but the power to choose whether they’d like to Pay More or Pay Less for their energy bills. PowerOn.

www.PowerOnWealth.com

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“What is this Ambit Energy scam, anyway?”

This is a common knee-jerk reaction and question among many when first approached with the Ambit Energy opportunity. After all, Ambit is not heavily advertised in mainstream media…and since you haven’t heard of them, they must be a scam, right?

The answer absolutely, positively is: No. Ambit is an entirely legitimate company that provides cheaper energy to its customers. They compete with the 800 lb. gorillas like Con Edison, Oncor, and TXU.

How can they do this? To answer that question, let’s take a look at what’s going on in the energy industry at large. Every state in the U.S. is poised at some point to deregulate energy (currently, Texas, New York, and Illinois have done so). What does deregulation mean? Essentially each state has decided that giant monopolies are no good for the consumer. Remember the telco break-ups in the 90’s? Same deal. High prices, crummy customer service, and good ol’ fashioned greed drove these large monopolies into ruin.

The solution? States like Texas decided to break up the monopolies and let competition drive down prices and improve customer service. Energy production, distribution, and energy sales were split up into distinct pieces. Since energy is a freely traded commodity, competitors such as Ambit who are uniquely positioned to trade energy seized the opportunity to provide customers with cheaper energy than their incumbent provider. Since Ambit only focuses on selling cheaper energy and providing excellent customer service (and not worrying about maintaining power lines and poles and cutting off tree limbs) the company has far fewer moving parts and therefore is a lean, mean, cheaper energy machine.

But that’s not the only way Ambit can offer better rates on electricity. By utilizing a network marketing business model, Ambit saves tremendous amounts of advertising dollars and resources otherwise devoted to convincing customers that there’s only one game in town (hear that incumbents?). Why would you pay more for electricity knowing it’s the same exact juice coming from a less expensive competitor? It’s the individual Ambit consultants – the ground troops – who are responsible for spreading the word and evangelizing Ambit. Each consultant is incentivized to be honest, dutiful, and informative with customers. It is, after all how they make a living, and therefore building a good reputation is critical. The other advantage of a network marketing model is that customers receive unique one-on-one service. When was the last time you felt personally catered to by an anonymous rep from Con Edison or TXU? If you look at successful, vibrant companies such as Amway, Herbalife, Nu Skin, and World Financial Group – you might rethink any preconceived notions about network marketing.

So next time you encounter someone saying – “What is this Ambit Energy rip off?” – give them the facts. Be weary of what’s out there in cyberspace – there is no Ambit Energy Wikipedia entry to visit and there are a lot of random and specious opinions out there on the intertubes. The bottom line is this: Ambit Energy is a viable company with an experienced management team backed with the capital and wherewithal to ensure customers get great service and the best energy rates possible.

From AmbitGenius

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The following is a list of objections followed by comments, observations and brilliant psychological insight into peoples’ skullcaps.

When prospecting, educating or just plain introducing the masses to our world of network marketing, we are faced with the inherent challenge of people offering objections, sometimes legitimate, often times just plain bullshit. I hope Iv’e done well in seperating the two with straight talk, which is what you’ll always get from me. Ultimately, it comes down to what we as individuals choose to do with our lives, and when it comes to personal choice, we are all right in the descisions that we make.

1. I don’t have the time…

The truth is we have so much extra time we don’t even realize it. We fill our days and nights with unproductive and useless activities to “reward ourselves” from a hard day’s work.

2. I don’t have the money…

Everyone’s budget must be respected. However, declining affordable opportunities of any nature usually isn’t about the money but rather some other obstacles like desire, trust, uncertainty, etc.. Once you pass the money issue and decide to join a company, here is a great tool that is a must have if your on a shoestring budget or not.

http://poweronwealth.buildingonabudget.com/

3. I don’t think I can do it…

The unknown sucks, but again, desire plays a major role in this objection. Aquiring a new skill set is not as hard as people might imagine. Remember when the person who knew how to use a computer was somehow “smarter” than one who didn’t. Now it’s a part of our lives. Besides, any reputable company has systems and support to guide the newbie to success. Just play follow the leader and sprinkle in your own creative juices.

4. I don’t have a computer…

Sorry, but join the freakin’ 21st century. Put down the lattes and budget the cost into your life.

5. I don’t like talking to people…

We talk to people every day. We don’t think about whether we’re “doing a good job” because subconsciously our belief system in what we are doing and saying is solid. So, if you believe what your doing is “right”, your “system” will take over and your conversation with people will be confident and natural.

6. I don’t know alot of people…

Actually, you do. We all do. The average adult knows at least 2,000 people. There are memory jogger lists that will help you with this one. Also, you can take your business to a little place called the internet where you don’t have to know anyone. A great system that has helped me tremendously can be found at http://poweronwealth.trafficformula2.com .

7. I have to think about…

This doesn’t necessarily have to be an objection !! If your “thinking about it” actually means doing due dilligence. But usually this means that there are other issues here like trust, self esteem or many others. Some may actually show interest right away but most often it is a delay in saying “no”.

8. I have to talk to my wife/husband…

Ahh, the classic good cop/bad cop ! ” I’m very interested, but my wife said no and I have to sleep with her “. Works all the time. Truth is… ” my wife will kill me if I fail and I have to hear the ‘I told you so’s ‘.

9. Iv’e no interest in what your presenting or selling…

This one may be true, but the person presenting the opportunity may trigger an awareness in the prospect to look for something that does interest him or her, so by default we have helped advance someone’s life which we will take partial credit for.

10. I don’t want to sell to family and friends.

GREAT, you don’t have to !! The internet is exploding with people who are looking to improve their lives through network marketing. You can truly make yours a home based business. Then how do you get leads ?? Mike Dillard’s courses are the authority. Go to http://poweronwealth.magneticsponsoringonline.com

11. I tried something like that once, it didn’t work..

This objection can only be addressed by the person who made the quote. Only they know how much time and real effort they put into growing their business. Company choice, timing, product or service knowledge, upline participation are all crucial components to success. Network marketing is not  the only industry that experiences failure, but it is the most maligned. They take more crap from the failures of $400 investments than they do from $400,000 investments.

12. My Uncle Bob says, “they’re all scams, and he knows everything.”

I love this one. Chances are that Uncle Bob doesn’t know a damn thing about network marketing and the MLM industry, and if he were questioned about “this thing of ours” he would probably be exposed within a few short questions.

13. I’m not good at selling..

Again, selling is another skill set that anyone can learn if the desire is there. Selling, or rather educating people about your product or service becomes natural when your belief system is high and it takes over. This is very powerful and translates into trust by your customer or prospect.

14. I don’t need extra money…

Too easy. If this were true, pat them on the back, conversation over. However, when the average person gets into real life conversations like child rearing, education, travel, investing, retirement, or taking care of aging parents… money problems usually come into play when people are honest in their dialogue.

15. I work too hard as it is…

Yeah , me too. That’s why Iv’e chosen to be committed to success in this industry. Work even harder now and enjoy the fruits later. It’s all about future leverage.

16. When I get home from work, I’m done…

Sometimes. It’s amazing when driven and motivated what the human spirit is able to accomplish. Someone once said when you need to get something done right away ask a busy man. Success is not a right. It must be earned !!

17. I don’t like people telling me “no”…

Is there anyone out there that actually likes it ?? This is a mental roadblock that needs to be massaged because most people take things personally. Again, It’s about determination and one has to develop a ” I wil not be denied”  attitude. Some will, Some won’t, So what !!

18. The only people that make money are the ones at the top…

WOW!!  I guess there alot of paople that begrudge the likes of Bill Gates, Donald Trump, Oprah and others of their ilk. These people are leaders and deserve every billion they make regardless of what anyone, myself included , thinks of them. The man at the top of the mountain didn’t fall there!!!. Don’ aspire to have what successful peole have if your not willing to do what successful do. It’s really that simple. Anyone can join any network marketing company and achieve whatever level of success they wish to work for no matter how many people are above them. It’s not about them, it’s about you.

19. It takes too long to make any real money…

We, as a society, have fallen prey to instant gratification. Take the Yankees, for example. Here is a team whose fandom, if their team should ever fall onto lean years, would  never advocate to rebuild the team and wait it out. There would be mass mayhem, depression, and their fans would be walking around in a zombie like trance uttering such words like ” Jeter, Jeter, when will we get another Jeter? ” We want everything  NOW. But great things do happen to people who have vision and passion and work hard towards their goals.

I hope some of what youv’e just read has given you some value and would love to hear your comments. PowerOn.

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