Following are 13 of the most common objections and information to help you handle these objections. Remember that confronting objections with information can be dangerous.
As most objections are expressed emotions you must take care to inject information into the process only when this is appropriate. Information will not solve any objection, but only help your prospect solve their dilemma.
With each objection, probe them for more information and offer the benefits of your business. Remember, you are trying to offer a solution and add value to someone’s life, not sell your business.
13 Most Common Objections
1. I Don’t Have the Time
Make sure you probe to determine:
* Is time really the issue or whether the current time is a bad time for you to
present the opportunity?
* How does the prospect feel about being time-strapped?
* What is taking up the prospects time now and are there areas where they could
find time?
* What is the prospect’s desire to gain control over their time?
* Does the prospect understands what is actually required to do the business?
* Does the prospect appreciate what it would be like to have the time?
2. I Don’t Have The Money
Make sure you probe to determine:
* What is what they’re doing now not working?
* Have they provided for future needs – college for kids and retirement?
* How would they feel to never have to say this again?
* What are they doing now to correct the situation?
* Are they ready to do something about not having any money?
3. This Is A Pyramid
Make sure you probe to determine:
* What is their perception of a pyramid?
* Would they appreciate you would not involve others in an illegal scheme?
4. I Can’t Sell
Make sure you probe to determine:
* What is their past experience with sales?
* What is it about sales that scares them?
* What do they believe is involved in network marketing?
* That they understand that sharing, and not traditional sales, is the core of
your business
5. My Friend Lost Money in Network Marketing
Make sure you probe to determine:
* That they appreciate that different people succeed in different endeavors
because we are all…different
* What was the type of opportunity this friend was involved in?
* Why their friend was unsuccessful
* Do they predict their success on how successful their friend was?
* Do they understand that there is a right way and a wrong way to do business?
6. I’m Not The Network Marketing Type
Make sure you probe to determine:
* What do they believe the network marketing type is?
* Were they involved in network marketing before and if so, with whom?
* Do they understand network marketing?
* Do they appreciate how network marketing has evolved over the years?
* Do they know the caliber of individuals involved in your business?
7. I’ve Tried Network Marketing and it Didn’t Work
Make sure you probe to determine:
* What was their prior network marketing experience?
* Why their prior experience would not work for them?
* What do they see as the elements necessary for them to succeed?
* How were their prior employment experiences right or wrong for them but had
the opposite effect on others?
8. I Don’t Know How To Start A Business
Make sure you probe to determine:
* Have they started a business in the past?
* Were they alone in starting a business?
* What do they see as difficult in starting a new business?
* Do they appreciate the rewards in owning a business?
9. I Don’t Know Anybody
Make sure you probe to determine:
* Would they appreciate how nice it would be to have a network of friends to
call upon?
* What relationships they actually have, such as professionals who serve them
and family members seeking opportunity?
* That your business can get started by sharing the product/service and finding
just a few people to do the same (the # will depend on your compensation plan)
* They can appreciate how many friends you have made with this business.
10. I Can Get It Cheaper/Too Much Competition
Make sure you probe to determine:
* How they select their own products?
* What makes them think there is too much competition?
* Do they appreciate the difference between price and value?
* Could they well be comparing apples to oranges?
11. My Partner Doesn’t Want Me To Do This?
Make sure you probe to determine:
* Do they appreciate that a home based business allows them to focus on family
first?
* What was their network marketing experience in the past?
* What are the partner’s objections?
* Who is the decision maker in the family?
* Whether the spouse should attend the presentation?
12. I Already Have A Good Job
Make sure you probe to determine:
* Does their job provide an income after they have left?
* Is their retirement and kid’s education provided for?
* That this opportunity need not threaten their current employment
* That job security is no longer assured after what’s already happened in this
financial crisis
13. I Don’t Want To Bother My Friends
Make sure you probe to determine:
* That they already make recommendations to their friends daily – a good movie,
a good restaurant, etc
* Are their friends already established and secure in their income and
retirement?
* That this opportunity can help their friends achieve their goals.
Study These and always be ready with a good response for objections, this will increase your sales and profesionalism.
To Your Success,
Randall Lang
http://www.randalllang.net
No comments:
Post a Comment