How to Hear Less Nos In Your Business
And Feel Differently About the Word NO
What comes up for you when you hear the word no?
Positive or negative emotion? Does it feel like rejection?
If so, why? What do you really think the other person is rejecting?
You? The products? The potential income?
See if this isn’t true for you - hearing no bothers you because it makes you question you; your decision; your involvement; your interest and ultimately your potential for success.
Am I right, or am I RIGHT?
The best way to get fewer nos is by simply making a few shifts.
First, qualify people for your time. Get very calm, cool and intentional in the way you introduce the business. Use qualifying statements and questions.
How’s life been treating you lately?
Anything new? Exciting vacations?
Anything you are looking forward to?
I’ve come across something that has me excited and looking forward to some new changes. Do you consider yourself open to exploring an adventure?
Be ready for questions and even more important, be ready for the answers.
What is it?
Here is where you want to have created your Impact Introduction.
We work on this every month in my Facebook Group and the Killer Content Challenge. Next one starts on the 1st of the month.
I help people who…..
Would you be open to learning more?
Now, here is the trick. When they say yes, DON’T jump right into a verbal explanation of your business.
Ask: What is it that has you open to exploring this?
Learn to infuse your conversation with phrases like:
I’m not sure that this would be right for you, or that you would qualify…
You may not be a fit for this…
Leave open the idea that you are not desperate.
Network Marketing is not for everyone. By any means. People who are super caught up in impressing other people and worried about their opinions have a hard time succeeding. That doesn’t mean they can’t or won’t. It’s just tougher to get them started.
The hardest part of this business is between your ears. That’s right. It’s what goes on in your brain about your business. It’s the self talk and the fears, doubts and made up stuff that YOU and I both put into the mix.
So often we get signed up in a business, we get so excited and we make that list. We make a few calls, we get met with resistance and that’s when we begin to doubt our own decision. And why is that?
Why is it that we can put so much emphasis in another’s opinion about what we are doing? And, how much of the time is it really an opinion, as opposed to them just not wanting to be part of it at this time?
Let me ask you something - how much time do you really spend thinking about what others around you are doing? How much time do you think they REALLY spend thinking about you and what you do?
As you already know, network marketing offers the potential for a big payout. And, as you also probably already know, everything with a big payout potential comes with some risk. Our biggest risk is the word NO.
Can you survive no? Have you heard it before? Survived it before? You can and will again.
Here are some of the things we make up about this business:
MLM has a bad reputation and my friends might not approve.
Unless something is true 100% of the time, it’s just a belief. YOUR belief. Does everyone think it has a bad reputation? How do you know this to be true? Have you talked to everyone?
This seems kinda elementary but when you think it through logically, you realize it’s right.
I can’t call Dave; he’s super successful as an attorney and he would not be interested; or Jane’s a doctor, so she wouldn’t be interested.
Why is it that it is often our friends who NEED the money the most who are the ones we start with on our list? And, one other thing - they are often the ones that go all negative on us when we mention it!
Imagine shifting that to - Dave and Jane are two of the most successful people I know; they are exactly the type of people I would like to be working with. When you think about it, what do you have to lose by notifying everyone you know, and doing so using the third party approach.
Instead, most of us are making a decision for those who we know by assuming they won’t be interested.
We are very often hearing “no” in our head much more than we are hearing it in reality. Getting out of this mode will really help with how often you “hear” no.
Think about some of the top people and income earners in your company. What types of professions did they have before network marketing?
In my first company, our top ten was made up of - High School Teacher and Coach, several Real Estate Brokers, Owner of several fitness centers; dentist; Car salesman; IT company owner, other small business owners.
Most of them (and think about your own list in your company) were already 6 figure annual income earners and likely on the chicken list of many. So, again, think about your company’s top ten. Would you have the nerve to contact them if you knew them and were just starting the business? What would it have meant to your business if you had?
Another thing we make up about the business is that once we have introduced the business to someone, they will call us if they are interested. NOTHING could be further from the truth. There are those few random cases, and so they will call you, but in most cases, it is going to be up to you to be consistent with your follow up.
Again, in this case, we are “hearing” no without actually hearing a no.
not everyone is going to tell you yes, and you may hear a few no's before you get to some yeses. If you know this going in, and are prepared for it, then you will be expecting to hear no from some who you are hoping will join you.
Can you prepare for that now? Can you handle it if and when they say no?
Here is one thing I assure you – if you will stick with your business; develop your business skills and keep following up with those who you have talked to previously, many of those will come back and say YES at a later time. That is my story. I said no WAY before I said yes. Nothing had changed in the business, products, compensation plan, etc, when I decided to say yes. What had changed was ME. I was now ready.
Remember, other people can only affect you if YOU allow them to. Their opinion does not reflect on you, your company and products, or your decision, It's simply a reflection of them, and where they are in their life right now. And, if someone happens to be mean or nasty about it, then that speaks a bit to character and their own insecurities, in my opinion.Do you want something to use and say that will keep you strong, empowered and fearless, and shut down the nay sayers?
Here is something to say when someone begins to offer their opinion about what you are doing without having seen the business overview.
"You know Joe, you can't really have an opinion about what I am doing if you haven't even seen what it is. If you would like to look it over and then give me an educated opinion, I would love to have that conversation."
What can someone say back to that, really?
Remember, very often when they ask – is this MLM, they are waiting to see how solid your belief is by your reaction to the question. So, how solid are you?
Do you have a question for me? DM me on Instagram @jackieulmer
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