Handling Objections (continued)
The Majority of objections are psychological smoke screens. Often times a smoke screen is thrown up because a person thinks they are not interested in what you have to offer, or because they have been approached unprofessionally or arrogantly before, or they have preconceived ideas of what you are trying to share with them.
Three Step Process: Validate, neutralize and move forward.
Always validate their objection. “I really appreciate you sharing that with me.”
You want to neutralize the objection, rather than handling the objection. In neutralizing objections, learn an automatic response. Saturate the objection with your own positive response. It is a known fact that people will do more out of a fear of loss than they will out of a desire to gain.
There Are Basically 8 Main Objections:
1. I DON’T HAVE THE TIME.
"That is the exact reason you need to take a look at this.” If you don’t have enough time now, then is it possible that what you are doing to make a living is controlling your time rather than you controlling your own time? I can help you create more free time by using the leverage principle that is available with this business.
Would you like to be able to spend more time with your family? How about doing the things you choose, rather than working your life away, trading time for money and building someone else’s dream?
What I am talking about can enable you to spend much more quality time with your family. It can offer you the ability to create a future for your family that currently doesn’t exist, and give you options for your life that don’t currently exist.
2. OH, I WOULDN’T BE INTERESTED IN SOMETHING LIKE THAT.
I really appreciate you sharing that with me because let me be honest if I didn’t have the information that I know; I probably wouldn’t be interested either.
I know how you feel, I felt the same way myself, what I decided to do was at least give it the benefit of the doubt because I did not want to walk away from something that could potentially be worth a fortune. And it is. What if this could be worth a fortune to you and because you wouldn’t even give it an honest look, you missed an opportunity of a lifetime. What would that cost you and your family? It is important to me, for you, to just take a look.
3. I DON’T HAVE THE MONEY
“That is that exact reason you need to take a look at this.” “What would it be worth to you and your family if you never had to say those words again?”
I appreciate you sharing that with me, but let me ask how long have you been in the workforce? And you are telling me you don’t have the money to spend a few hundred dollars that could change your life. May I make an observation here? What you are doing to build financial security is not working.
I don’t want to get too personal, but how do you feel about that? Would you like to be in a position to never have to say you don’t have $366.00? That is the exact reason you need to take a look at this because I can help you get in a situation that you never have to say those words again.
Let me tell you this company has changed my life.
If you don’t have the money today, isn’t time to do something about that? I can help you change that by helping you create cash flow that you don’t currently have that can put you in a financial position that you are not currently in. Wouldn’t it be wise to take a look? It might cost you much more not to look.
Any business you ever start is going to cost money. It doesn’t cost anything to check it out and the startup is basically a deposit that is easily earned, with a minimum of effort. There is a lot of money on the table.
4. I DON’T KNOW ANYONE THAT HAS SUCCEEDED WITH ONE OF THOSE (THOSE THINGS JUST DON’T WORK, ETC. )
Find out their occupation then ask them, “Is there a right way and a wrong way to (sell real estate, write up a contract, fix a cavity in a tooth, etc)… well, there is a right way to do network marketing and a wrong way. I am here to help you do it the right way and be successful like the thousands of other successful people in this industry.
5. I’M NOT INTO SALES.” OR “I CAN’T SELL ANYTHING.
Great! We’re not looking for salespeople. Do you like to help people and share new ideas with people? That is all we do. We help and share. That is the exact reason you need to take a look at what we do because it will radically change your model of what you can do in your life. What if I showed you how to communicate in a style that helped you earn money? Would that be okay?
6. IS THIS ONE OF THOSE PYRAMID THINGS?
No. Pyramids are illegal. I wouldn’t get involved in anything illegal and I wouldn’t ask you to either. We are not a pyramid. We are simply a non-traditional business that provides the common man or woman with an uncommon opportunity and value.
Tell them that you prefer to refer to it as a “leveraged income matrix” because unlike other pyramid shaped organizations (government, church, military, and corporate America!) a new person getting involved can exceed everyone above him. At a traditional job, you’ll usually never make more than your boss.
7. I NEED TO TALK IT OVER WITH MY SPOUSE.
That’s great. Let’s all get together. Two sets of eyes are better than one.
And you should. He/she should be in on any decision that can change your life like this can. Can we get together with them now?
8. I DON’T HAVE ANY EXPERIENCE.
That is the best part. You don’t need any, and they have free ongoing training. Hey, I didn’t have any either. Anyone can do this business.
If you are new in the business and are asked how much you are making, answer with one of the following responses:
I’m just getting started, but I feel it has great potential. Would you look at it and tell me what you think?
Oh, you wouldn’t make what I do! You might make ten times more, or you might make nothing. One thing I will share is that you will get paid what you’re worth, unlike most jobs out there.
I never say. It either intimidates people or it limits them on what they think they can do.