An unexpressed objection is basically an objection that has not been stated.  All objections are something that your prospect is opposed to, and so there is something that the person hasn’t stated during their conversation with you.  Now, there may be a very good reason for that unexpressed objection, and you need to decide if it’s worth digging deeper or not.

When you’re making an MLM presentation, some typical responses that can indicate an unstated objection from your prospect may be “I’m not interested,” or, “I’m looking for a real job,” or “I’m looking for a full time job” or something similar.

So, do you dig a little bit deeper and find out more, or do you decide there and then that this person doesn’t qualify to find out more about your MLM business?

Well, to help me, I use something called the Professional Inviter Formula.  And it’s a sequence that I go through when I talk to a prospect about network marketing or multi level marketing.

Briefly, the 5 steps of the Inviting Formula are:

• Greeting your prospect
• Qualifying your prospect
• Inviting your prospect
• Handling questions and objections
• Close your prospect to action.

So let’s say that I’m calling back somebody who answered an ad, and after the initial greeting, I am now attempting to qualify this prospect and I may use questions such as “Why did you answer the ad?” that kind of thing, and then, “What are you looking for?”

And at some point in there they say, “I’m looking for a full-time job,” or, “I’m looking for a real job.” At that point, does it mean that they really don’t qualify or is there an unexpressed objection that surfaced during the conversation?

I know I wouldn’t be so sure of it right there, because when I answered my ad when I first came into network marketing, I was looking for a job just because I hadn’t ever given the thought that I could own my own business. So it doesn’t mean that you can’t take the opportunity to dig a little bit deeper.

So, while I am qualifying this prospect and they say, “I’m looking for a real job,” or, “I’m looking for a full-time job,” then I would ask a few more questions such as “Well, what kind of job are you looking for?  What do you like to do?  What do you want to do?”

I would remind them that the call was the result of them answering my ad and so it would also be worth exploring other points such as,” How much are you looking to make?  How many hours do you want to work?” those kind of things, continuing to build up the picture of what they want, what they need, and what they don’t want. By now I can tell I am close to deciding whether I can proceed to inviting them to look at my MLM business or not.

So if the person says, “I’m looking for a real job,” and I say, “Okay, well, what’s a real job to you?  What does that really mean to you?” And they say, “You know, something where I go to work and I make money”. “All right, well good and what kind of salary are you looking to make?”  “Oh, well, I’d like to make this amount here.” And then I’d say, “Well, have you ever given it a thought to have your own business, or is it that you just really, really want a job?”

And so I would further qualify until I found out what that person needs, wants, or doesn’t want.  And if they are just very, very adamant about a job, then I know they don’t qualify, and I don’t go to the next step with them.

If this is a situation you are familiar with, it may be you have progressed a bit further with the conversation and you have moved on to inviting the prospect to look at your MLM business.  And then once you presented to them what you had, that is when they came back with the objection, “I’m looking for a real job.” And if that’s the case, then you’ve probably got an unexpressed objection.

In either case if the prospect is less than adamant that they definitely want a job and they are open to consider what you have to offer, continue asking open and probing questions because it is more than likely that the unexpressed objection will come to the surface and you’ll be able to deal with it.

Much respect and admiration,

Tim Sales

For more in-depth information on this topic study the Professional Inviter lecture series by Tim Sales.

Tim Sales’ training is based on his personal success of building a downline of over 56,000 people while working full-time in the Navy.  Instantly access Tim’s free eBook “How To Build A Huge MLM Business Working Part Time” and get a detailed map to help you plan your success in 2011!  Visit www.firstclassmlmtools.com/ebook

Today we have Mr. Tim Sales as our guest author... I don't have guest authors on my website often, but when I do I make sure they are best of the best

Look forward to reading your comments (Tim and his team will come by to respond to read comments!).

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One of the toughest challenges facing network marketers is when they are talking with one of their prospects and everything seems to be going really well, when suddenly they feel something has happened and the prospect has withdrawn without saying anything.

When this happens it is likely you have been hit with an unexpressed objection. Before exploring this further, let’s take a moment and discuss what an objection is.

Whenever your MLM prospect raises an objection it means that they are opposed to something. And the word “Opposed” means that they are in conflict with or resistant to a particular thing.

At the point the objection is raised you may not be aware of how strong that objection is. They could be vehemently opposed to something, or merely resistant to it.

Regardless of the strength of the objection or whether they’re right or wrong, it doesn’t matter. What matters is that an objection has been raised. You just have to be aware when someone is opposed to something that you have just said.

Fundamentally there are two types of objections. There are expressed objections, when someone actually states them openly. And then there are objections that are unexpressed, meaning that they are present but they are never stated.

Oftentimes, we don’t even know that there was an unexpressed objection because we are unable to identify what an unexpressed objection actually is. Being able to identify them at least gives you the chance to talk them through with your network marketing prospects, and to then close your prospects to action.

Examples of unexpressed objections that may help:

• During the conversation with the prospect he or she just says to you, “I am not interested,” without any explanation whatsoever.
• You have closed your prospect to action and you agree a date and time to follow up. So, for example, when you send someone a video, a brochure, or something like that, and then they will not return your phone call, then obviously there’s an unexpressed objection there.

It’s impossible to overestimate the power of an unexpressed objection if these objections go undetected. The harsh fact, however, is that quite often we ourselves are the cause of the unexpressed objection.

The reason for this is that we violate some of the rules of effective communication.  Often, it’s in our normal everyday conversations with people, and we’re not even aware of it.  Many times, it’s because we’re not interested enough in the prospect to detect the exact point at which that person all of a sudden starts to withdraw.

We all know that one important factor of being successful in network marketing is to put the interests of our prospects first; to be willing to help them get what they want and need.

There are clues all over the place if you are aware and observant of what is going on around you.  Observe; take a look at what’s going on, be focused on your prospect – and you will be able to pick up on a lot of these unexpressed objections that often remain hidden and secret.  Once you detect that there has been an unexpressed objection, the door is open for you to explore it further, getting your prospect to open up a bit more and state what his or her real concerns are.

So, a lot of times you are able to detect your prospect’s unexpressed objections just by paying very close attention and observing what is going on.  So, those are the two types of objections: expressed and unexpressed.

Much respect and admiration,

Tim Sales

For more in-depth information on this topic study the Professional Inviter lecture series by Tim Sales.

Tim Sales’ training is based on his personal success of building a downline of over 56,000 people while working full-time in the Navy.  Instantly access Tim’s free eBook “How To Build A Huge MLM Business Working Part Time” and get a detailed map to help you plan your success in 2011!  Visit www.firstclassmlmtools.com/ebook