April 25th, 2016
HOW DO I HANDLE OBJECTIONS?
First and foremost, how well you handle objections will be largely based on how you VIEW objections. Objections are frustrations or fears disguised as reasons to not get started now. You can also see them as questions or concerns. When someone is feeling pressured or isn’t ready to get started right away, they may throw up a reason (that they see as legitimate.) to not get started. IT’S OKAY!
Remember there are three types of people. 1). Skeptics 2). Cynics and 3). Players.
Skeptics and Cynics will have objections but Cynics objections are not overcome-able! So when a skeptic has an objection, you want to view it as a serious question that may need to be answered. Skeptics questions are overcome-able!
The most important thing, BY FAR in handling objections is to LISTEN. Take your time and ask them questions to learn more about what is behind his/her concern. Don’t just jump in and try and rebuttal it. See if you can really get what they don’t like or the question behind the question. Be patient with them and let them vent. Imagine you are one side of the table and they are on the other. You want to be on the same side of the table with them by acknowledging their concern. It’s okay to repeat it back to them. Here are a few examples:
THEM: “I had some friends that were burned in network marketing!”
YOU: “Wow! What happened??” (Then listen!)
THEM: “This sounds like a Pyramid!”
YOU: “Tell me what you know about pyramids . . . “ (Then LISTEN!)
THEM:“I’m not sure I have the time right now to do something like this . . . “
YOU: “Sounds like you have a lot going on and you are really busy with life!” (Then let them talk and LISTEN!)
THEM: “My wife makes all the financial decisions . . . “
YOU: “That’s great . . . so you really couldn’t do anything without your wife fully on-board”
Again, take your time and ask questions to learn more. Really listen to what they are telling you. Sometimes just by listening, their attitude will shift. Don’t feel the need to jump in and “fix” the way they are feeling. Don’t try and correct them or make them wrong. Some of the sales tactics taught in the past are designed to put others down or shame them . . . in the long run these tactics will drive people away. If someone is not ready to get started now, I want them to feel comfortable coming back to me when they are ready. I am not afraid to ask them to get started, but if they give me an objection, I am prepared to walk away from them. It’s okay for you to tell them no first. In other words if they start hitting you with all kinds of reasons why this isn’t a good time for them, it’s okay to say,
“You know this is probably not a good fit for you right now!”
So assuming you are taking your time, asking questions and really listening and acknowledging their concerns, let’s take a look at the most common objections that come up and some ways you can help to inform them:
1. IS THIS A PYRAMID? Pyramids are illegal. We are a network marketing company that follows FTC guidelines and the acceptable standard best practices of the Direct Selling Association (DSA). ASK: Do you want to know the difference? 4 THINGS – 1). Is there a product of service that’s in demand (in other words would someone buy it whether it was offered through network marketing or not 2). Can you make more than the person that brought you in. If yes, then legal. If no, then illegal 3). Do you get paid for the sole act of recruiting? If yes, then illegal. It’s illegal to get paid for recruiting new distributors. 4). Front-end loading – Are you encouraged to purchase products to promote or reach a higher percentage in the comp plan. If yes, then illegal. Buying large packages that are more than would be consumed is considered a questionable practice. Don’t say, “You mean like your job!!” It sounds cute and it has meaning to us, but it tends to put them down.
2. I’M NOT SURE I HAVE THE TIME TO DO SOMETHING LIKE THIS – You may not have the time! That’s a legitimate concern. Or you may want to look at how you could carve out some time to build something for your future. For example
have you considered how much money you’ll need to retire? If you make $50,000 per year, you’ll need about $2 million. How are you doing on that? OR If I could show you how to turn 5 hours a week of work into 100 hours of week of work without you having to work more, would it be worth looking at? If the answer is no, then just stay in touch with them!
3. I’M NOT INTO SALES – “Neither am I!” Ask . . . “What don’t you like about sales? In other words, you don’t want to pressure your friends into doing something they don’t want to do! Would it be okay if I just SHOWED YOU and then you tell me if you could do the same thing. OK?”
4. I DON’T DO ANYTHING HALF-WAY. IF I’M GOING TO DO THIS, I NEED TO BE ALL IN . . . “I wouldn’t want you to do it any other way! So what exactly are you saying?” Usually they are trying to hold you off for some reason. You want to find out why they are dragging their feet.
5. $450 IS A LOT OF MONEY TO START A BUSINESS – “Really? What are you comparing it to?” Let them talk. Then ask . . . “Can I give you some examples that may help you see it differently?” Talk about how much 1 vending machine costs ($2000). Talk about how much it costs to set up a Subway or 7-Eleven Franchise ($250,000) which offers no residual. You must hire employees. Your potential is restricted and you have geographic limitations. Plus you must buy inventory, pay leases, buy insurance and hire legal counsel. So $450 is a lot compared to what??
6. I’M GOING TO NEED TO THINK ABOUT IT – “That’s fine. Tell me what you are thinking? If you were to get started, and make a little money, how would you spend your first $3000 in income?”
“Anything offering this much potential does require some thought. If I play a 30 minute audio for you do you have time to listen?” (Play a recording about how to achieve any dream).
7. I DON’T HAVE $450 – “That’s okay . . . money is just a logistic. How many Facebook friends do you have?” Wait for an answer . . . “If you had some people that were ready to get started, could you figure out how to come up with the money?” Give them the texts and have them text 20 people in 20 minutes. “Let’s do a test market and see how you are going to do . . . “ Then do some appointments and when they have 1-3 people ready to go, their $450 will miraculously appear. lol
8. HOW MUCH MONEY DO YOU MAKE? “Honestly I really can’t answer that question. First of all I am still getting paid for the work I did when I got started. Secondly, what I make has no bearing on what you make. You decide how big of a team and customer base YOU want to build and THAT will determine your income. If you do nothing you will make nothing. If you do a lot, you can make a lot. We have people making millions and people making nothing. Most likely you will fall somewhere in between.”
9. I DONT WANT TO BUG MY FRIENDS AND FAMILY – “I would prefer that you not bug your friends and family. That would be a turnoff! If I could show you a way to build this without annoying your friends and family, would you look?” Then just listen. Nothing we do will annoy anyone if presented effectively. The key is to always preserve the relationship. So anytime someone is feeling pressured, back off and honor their feelings.
10. ONLY THE PEOPLE AT THE TOP MAKE MONEY – “Well I do know that those that build a big team make a lot of money. If I could show you that even you could make money despite just now getting started would you want to take a look? There are many people that sign up after a companies 10th-15th year and still make a lot of money. Do you want to learn about some of those people?”
11. I ALREADY HAVE A GOOD JOB – “That’s great! Your bills are paid! Congrats . . . most people DON’T like their job but it sounds like you do!” I then tell a story or two about people that lost their job in their 50’s and can’t find work. I might say, “Then I think you should KEEP YOUR JOB!!” Just listen . . . do the presentation and show the money. Sometimes that’s all it takes to get someone to see that an additional income stream could make a huge difference or provide a buffer in case something catastrophic happens. I sometimes mention that Harvey MacKay wrote a book called, “Dig your Well Before Your Thirsty!”
12. I TRIED IT ONCE AND IT DIDN’T WORK – “What was your experience? What happened?” then LISTEN! I usually appeal to their common sense on this one. I say, “Can I ask you a personal question?” When they say, “yes”, I ask, “Are you in a relationship?” If they say no then I say “Then you are DONE with relationships forever??” They usually laugh or say, no. If they say “Yes” then I ask them if this is the only relationship they have EVER had? Again they laugh . . . just because one doesn’t work out doesn’t mean you can’t make one work. The same holds true for a job. So that logic doesn’t stack up!
When they lean in and ask positive questions, ask them if they want to get started. If they push back and resist, ask questions, listen and provide information. If you try and get someone started that is resisting, they will feel pressured.
Looking for signs of interest. You can easily get someone started that is interested.
I have found that when someone doesn’t have 2 nickels to rub together, they will make up excuses to not get going. Be patient with those people. Sometimes they just need time to come up with the money. Other times, you need to show so much value that it’s just a no brainer for them to figure out how to find the money. People will jump through hoops to find the money when they see the potential for them! Sometimes people will come up with objections that aren’t the real objections. So sometimes what they tell you is a way to tell you “NO” and also save face. For example, they may not have the money and they don’t want to admit it. So they may say, “I have to check with my wife!” Or they may be getting evicted and the timing may be off and they make say, “I have to think about it!” Or they might have a parent that has cancer and they just don’t want to talk about it so they may say, “I don’t have the time!”
So don’t take it too personal when you can’t overcome their objection. I usually am pretty gentle with people because I want them to come back to me when the time is right. I don’t want to piss them off or scare them away. At the same time, I will be direct and honest with them. I help people see things from a different point of view. Always listen and acknowledge. Put yourself in their shoes. Sometimes just by “understanding” them, they will come around quickly.
Objections are concerns or questions when they come from a skeptic. They may be smokescreens coming from someone that doesn’t want to open up to you. Or they may be hand grenades coming from a cynic. Be patient with people but at the same time after you acknowledge their situation, see if you can help them to view things differently. If they resist then you loosen up. If they lean in, then ask them to get started. 🙂