How To Handle Objections
I think the reason that many people don’t like to present their chosen opportunity to others is because they know that the prospect is going to come back with some smarty pants objection that will be difficult to answer or overcome.
So let’s break it down into bite-sized pieces so we can chew them up and spit them out.
In your mind, you have to sort out whether you have been given an objection to try to overcome, or a statement of fact. We’ll cover this part in a minute.
First of all, you must know how to ask the killer question, to see whether your prospect wants to join or not. (This is revealed on the main course)
The absolute worst thing you can ask, following your presentation is – “well, what d’ya think?”
“What do I think? What do I think about what? Global warming? The price of butter? The colour of the top you are wearing?”
“What do you think” makes no real sense at all, and doesn’t allow the prospect to make a clear decision based on the information that they have been presented with.
So here’s what we say, which seems to be very comfortable for distributors, and which provides a clear answer:
“So which bit interested you most – retailing the products and getting some immediate income, or building a team of people and getting long term residual income?”
Then you zip your lip and wait for an answer. Do not even think about speaking until your prospect has. Ssshhhh……
That’s all there is to it. You are prospecting for people who want to join your business. You are not trying to convince or bully everyone to join! Some may require gentle persuasion in order to actually make a decision on the spot one way or the other, (which saves you a lot of time and a lot of running about), but generally, you are asking people to join you in your quest to save the planet.
I opened up this part of the training to a group of students recently, inviting them to send in some objections that they found difficult to overcome, in order to see how I would overcome them. Remember what I said earlier – the first thing we have to decide is whether you have been given an objection or a statement of fact. If someone has told you clearly that they don’t want to join by giving you a statement of fact, you simply move on.
Try the exercise yourself so you can see what I mean:
Statement of fact, or objection?
I won’t join unless I can get all my questions answered!
*I am really not interested in helping to save the planet
I don’t have the money to join!
*I do not want to be involved in any pyramid scam
I work all the hours that God sends as it is!
*I am moving to Outer Mongolia in 2 weeks time
I am happy with the Acme Company!
*My wife won’t let me
I need to think about it!
How did you get on? Did you see which answers were statements of fact, and which were objections?
If you didn’t, the answers marked with an asterisk were statements of fact, and the answers with exclamation marks were objections
If someone doesn’t like your products, can’t work the business in the place they are going to, etc., they are clearly not a prospect, and you can cross them off your list. Thank them for looking at your opportunity, and move on.
Now we are left with the prospects that raise the objections. These are people that are putting up a little resistance before they join. They want to join, but they also want you to know that they are in charge of the proceedings, so let them be!
We ask the question to ‘close’ the prospect. (I prefer to think of it as asking them for a decision). Here it is again –
“So which bit interested you most – retailing the products and getting some immediate income, building a team of people and getting long term residual income, or perhaps both?”
You might get the odd person who wants to sign up and get going straight away. But in general, you will get things like “I’d like to think about it, or “I don’t want to have a garage full of products” or “do I have to deliver catalogues?”
Wherever possible, answer a question with a question.
For example – whenever I get a question such as “do I have to go door to door with catalogues?” I say “would you like to do catalogues door to door?” or –“how do you see yourself getting get lots of retail sales?”
Find out what they want to do, not what you think would be best for them. When someone sees it for themselves, they will join.
If they say something like “I want to think about it” inject some humour into the conversation. I usually pause for about 10 seconds, then say – “wow, that didn’t take long – let’s get you going!”
If you are not that type of person and want to keep it on a more formal footing, put the onus on yourself, by saying “I’m sorry – I obviously didn’t explain it to you properly. Which part didn’t you understand?”
You might get someone say – “well, I’ve got lots of questions”
I respond like this – “okay. But if I answer all of your questions to your satisfaction, will you join us?”
You might get someone say “I dunno. I’m sort of happy with my MLM company, the Acme Jewellery Co”
Here’s a big tip. If anyone says that to you simply ask: “That’s fine. But if you could change one thing about your opportunity, what would it be?”
Think about the answers you would get. 80% of distributors are unhappy with their opportunities, and your opportunity will provide them with what they think they want in order to make a business work! They won’t like their compensation plan, their products, the fact that their business is so slow, or they are not earning enough, they can’t recruit, the joining fee is too high, they won’t have proper training etc.
To wrap up this part, I am going to leave you with the following question for whenever you get stuck, and one that will overcome just about every objection in the book. It isolates the objection and gets the prospect to focus clearly on your opportunity.
Here’s the question to ask, whenever you get an objection:
“Putting aside (the objection) for one moment, is there any other reason in the world why you wouldn’t join us?”
“I guess not”
Let’s try that in practice. Think about the objections that you might get, and then ask that question based on the objection.
“I don’t have the money to join until I get paid”
“I can’t do anything until after the holiday”
“My daughter isn’t well at the moment”
So you simply say “Putting aside (the objection) for one moment, is there any other reason in the world why you wouldn’t join us?”
If you isolate and single out the objection, it is so easy to overcome.
And the last thing that experienced MLM prospectors do is they use the Feel, Felt, Found formula. This is where you AGREE with your prospect when they raise an objection or offer slight resistance to your proposal
Here’s how it works:
“I don’t really have the time – I have to fit it in around my kids”
“I know how you FEEL. I FELT the same way when I looked at the opportunity- then when I joined, I FOUND that I could easily fit it in around the children, and it gave me the extra income to buy them more clothes etc. Is that something you would like?”
“I would like more income, but I can’t really afford to join”
“I know exactly how you feel. I felt the same way because I was tight for money when I joined. Then I found that I could earn that sort of money every week, and I got my joining fee back in the very first week from my profits”
“I don’t think I would be any good at it”
“I know how you feel. I felt that I didn’t have the proper experience either. Then when I joined I found that there were loads of people just like you and me making great extra incomes, and they were being taught how to do the business properly”
I hope that has given you an insight into prospecting and following up. I absolutely love prospecting, because I am looking for people that I can help to make their life better, and they can help with my cause of protecting our wonderful world.