Rejection by Family and Friends
BEFORE presenting solutions to the previous problem, let’s first scrutinize another scenario
that occurs frequently. Although the participants are somewhat different, the outcome is
equally predictable and negative. We begin by assuming that Bob’s wife is as excited as he
is about this network marketing opportunity. Let’s also assume that Bob has signed up. and
both he and his wife have been trained and prepared for any and all rejection. Initially, Bob
decides to take the lead until their new infant is a little older; his wife will join Bob later. Bob
can anticipate the primary objections used by prospective MLM’ers and has memorized a response for each one. In fact, he’s quite proud of his knowledge and is even perhaps a little
cocky about his ability to overcome objections.
Bob is excited about his new skills of persuasion, believing with a smug self-confidence that he can effectively counter each objection. He’s convinced that in this battle of wits, his prospects are unarmed. He fully expects to win any and all debates about network marketing
and prove to each of his friends that his new venture is far superior to traditional business.
Equipped with that knowledge, he picks up the telephone and begins calling his twenty-five
best prospects—those people whom he would love to spend the rest of his life with in a
partnership. Usually, one of three outcomes is predictable, so let’s evaluate all three.
Winning the Battle
The first outcome is what we call “winning the battle.” Bob has just gotten past his close
friend’s secretary and is beginning his prospecting conversation. This is a man Bob has known since high school. Their lives are quite different now, so they see each other
infrequently but have nevertheless retained their warm friendship. The conversation begins with small talk, but let’s move ahead to the actual dialogue about the business. Bob begins his approach: “You know, Steve, the other reason I called is to try to set up a convenient
time when you and Sally can come over and take a look at a new business my wife and I have . . . ”
Steve cuts in: “Bob, sounds like one of those pyramid deals to me. Don’t tell me you and Christy have been sucked into one of those scams!”
Of course, Bob has been trained, albeit improperly, to handle objections and he’s armed for
battle. “Actually, Steve, I can understand your reluctance to look at a deal like this, but all I
ask is that you remain open-minded for a forty-five-minute presentation. Let me ask you,
Steve, would Tuesday or Thursday be better for you?” Bob is proud of his canned response,
but as we’ll see, his pride is very fleeting.
“C’mon Bob, you and I go way back. You can cut out the memorized speeches and shoot me
straight. Sal and I aren’t the least bit interested in one of those deals. In fact, my own father got sucked into some gold scam last summer and put over five grand into the deal, never
signed up one person and has a garage full of overpriced gold coins gathering dust,” Steve
says gently but firmly.
At this point, or really before the conversation had even gone this far, Bob should have
realized that Steve isn’t in the right time in his life to see this opportunity. He isn’t the slightest
bit open to the business, and anything said from here on will only further alienate Steve and therefore hurt Bob’s chances to approach his friend at a later date when he may be more
receptive. In fact, unbeknown to Bob, he may actually do irreparable damage to their friendship by continuing to pursue the matter. (There’s a specific “six-month” rule we’ll present later in the book that will help you avoid Bob’s dilemma. But for now, let’s assume
Bob is unaware of it.) Unfortunately, Bob is relentless. He knows he’s in a great business and believes that if he can respond properly to each objection, he can perhaps sign up Steve and his wife. Because Steve is a professional who knows many quality people, Bob is absolutely convinced that, of all his friends, Steve has the greatest potential. Bob believes
that all he has to do is skillfully overcome his friend’s objections and he’s got a winner on his
front line. He’s sure he will “win the battle.” But it won’t happen. And the reasons it won’t
happen are simple: Steve is not in the right time in his life for change, and Bob approached
his friend improperly.
In this particular scenario, the objections and responses to them will probably continue for
another five or ten minutes. In a last ditch effort to shut Bob up, Steve may actually agree to
go to a presentation. Of course, the chances that he will actually attend are slim to none. In
this “winning the battle” scenario, more than likely Bob’s prospect will be a “no-show” and, in
the long run, he will even lose the war. Unable to apply the six-month rule, the battle will
never again be waged, let alone won. In other words, another potentially great network
marketer is history. And you can bet Steve will tell ten other friends at a future cocktail party
just how bizarre and frenzied their “former” friend, Bob, has become. Kiss ten more possible
networkers goodbye!
Sir lofty The incoming network marketing APOSTLE
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BADENYA HARRY 