Does this picture seem familiar? Is that how you feel after getting objections from your potential business partners? Believe me I know how you feel. I used to feel exactly like this which is probably why I am bald today lol. Objections are one of the main reasons people feel like they are afraid to get involved in such a great industry as ours. That fear of trying to convince someone to buy something or join your team is enough to drive anyone crazy.
Newsflash!!!! It just doesn’t have to be that way.
Objections are an inevitability with recruiting in network marketing. Even some of your most serious prospects will have objections just prior to signing up.
It’s actually a good sign because they are either 1) slowing down the process to ensure they understand everything before they make that big decision or 2) they are testing you to evaluate your strength as a good sponsor and that you are the leader they are seeking.
Here are some important points in handling objections:
- Neutralize Objections-always validate their objection by complimenting and/or agreeing with the prospect’s concerns. This acts to decrease the objections potency. Good Objection Phrases can be: “I can respect that.” “I can appreciate that.” “Thanks for sharing that concern.” “That’s exactly how I felt when I first started.“
- You can actually bring up the objection yourself before the prospect does, thereby deflecting it before it even occupies their mind.
- Assume the sale.
- Always make sure you have appropriately went through a ‘discovery process’ with your new prospect. This is a process where you build rapport and gain their trust as well as recognize their ‘why’.
- When possible, reply to their questions and concerns with a question. As long as you are the one doing the asking, you will hold all the power.
Now here are a few examples of what you can do when faced with objections:
1) How much money are you making?
Best Response: “It’s not about how much money I am making, it’s about how much money you are capable of earning.”
This focuses the question back onto them. You want them to know it is irrelevant whether you are making $200 or $20,000/month, what is relevant is the kind of success they can obtain. Stress the opportunity, if they can see that it is a great opportunity than you have them sold. Their success is limited only by their own limitations, not someone elses and that is the beauty of being in business for themselves.
2) I don’t have the time.
Make their objection become their reason.
You can ask, “If you keep doing what you are currently doing, do you think that over the next 5 years you will have either more or less time? With network marketing you can leverage your time through the efforts of others.”
or, “If I can show you a way to get some of your time back by leveraging the efforts of others, would you be willing to carve out 7-10 hours per week towards this goal?”
or, “Prior to joining this business, someone once asked me what the definition of insanity was. They told me it is doing the same thing over and over and expecting a different result. Do you agree with this definition?”
or, “Do you want to continue spending all your time building someone elses dreams or is it time you devoted your precious time towards building your own dreams?
3) I don’t like to sell or I don’t know how to sell.
“That’s great because neither do I! We encourage people to hand out tools to do the talking for them with a professionally crafted presentation. You are the messenger, not the message.”
or, “Did you ever mention a great restaurant or movie to a friend? Did you ever get paid for the recommendation? Our business will pay you for recommending something that you already believe in and which holds value to you.”
or, “The other part of our business is about coaching and working with and inspiring a team. Would you have any problems inspiring others if it were to directly benefit you financially?”
4) Is this a pyramid scheme?
Edify your company through third party validation. Emphasize the sustainability and soundness of your business and financial model.
A great way around this objection is to outline the similarities network marketing has with the business models of the insurance and real estate industries.
You could mention famous people who have been involved in, actively promote or started network marketing companies in recent years: Robert Kiyosaki (see “Business of the 21st Century”), Donald Trump, Warren Buffet, Richard Branson-all are billionaires thanks to network marketing.
The key is just being prepared for when they arise, and practice, practice, practice. The more comfortable you are with handling common objections the more at ease and confident you will come across.
Make sure you do the following!!!!!
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