"hey, I Object!" Learn How To Overcome Objections With Mlm Help
When people are new to network marketing the idea of receiving an objection during a presentation can cause sheer terror. From birth we all hunger for approval and love and will do almost anything to avoid rejection. By the time we reach adult hood we have learned to fear the word “no”. When we represent a product or service we are in effect saying this is something good and you should get it. When we ask for the order or for the person to join our business we risk receiving that terror causing word “No” and this may leave us feeling hurt .
I recall my first few years in marketing and they bring back memories of having sweaty palms and a trembling voice. If I asked the person to join my business and they said no it typically left me feeling discouraged. At times I felt like perhaps I was not cut out to be a marketer though I desperately wanted to be. After making several hundred phone calls and presentations I found out that you cannot say it wrong to the right person or right enough to the wrong person. By helping them get into my business I was doing my prospect a favor, because I was giving her an opportunity to create extra income for her family.
I could not lose a sale that I never had and if someone never chose to join my business it was about them and not me. Perhaps the time just wasn't right for them. I was only looking for the people were interested in creating a secondary income or replacing their existing one. Once I came to terms with this, my marketing efforts became far less stressful and far more profitable. Often times a prospect will listen to a business presentation and then raise an objection but it did not always mean no. So if an objection is not always a refusal then what is it? My mentor told me that when people are looking at doing a business from home they typically have a number of fears or concerns and before a business transaction happens those concerns or fears must be put to rest.
Throughout history there has always existed thievery and deception. Getting defensive, or being evasive when a person raised an objection only added to my prospects fear that what I had to offer was not genuine or that they would be financially hurt in some way if they did business with me I learned over time that sometimes when people say they’ve never heard of your company, what they’re really saying is that never heard of your company and they have no hidden agenda. An easy way to respond to a comment like that would be to simply echo back their response eg. “You’ve never heard of my company?”. To which they reply that they haven’t and you tell them about it.
People are often apprehensive that if they invest their money in your company its products or services they may be taken advantage of. It does not matter where you go when the world people are essentially the same, we all prefer to do business with people that we know like and trust. When trust or conviction about the opportunity is low prospects will often respond with “Let me think about it.” And I would say that about 99% of the time the last time they think about it is when they say goodbye to you.
I learned that the easiest way to respond to this objection is to follow up with:”When you say you want to think about it, what is it specifically that you feel you need to think more about. It sounds to me like you still have some questions that you need answered.” A humorous analogy is that of a hardware salesman selling eighth recorder inch drill. The salesman expands on all of the technical advances that the drill has believing that the customer wants a three-quarter inch drill. The truth is the customer only wanted a three-quarter inch hole. Focusing the presentation on the drills ability to create that kind of hole would've made far more productive time.I When water is heated to 211° very little happens but a 212° the water begins to boil. You may be only one honest answer away from closing a deal but you will never know if you don’t risk hearing the word no. Zig Ziegler said that if you help enough people get what they want you'll get everything that you want.
My coach said Chuck some will, some won’t, but it’s okay someone’s waiting. Another one of my mentors told me that if I was hearing the word no I was talking to the wrong person I needed to talk to the person who would say yes. Remember that each know you receive your getting that much closer to a yes. When you're told no ask your prospect why they are saying no and stop assuming.
Chuck Guyett is a professional Marketer helping folks that are new to the industry get their businesses running successfuly fast. Chuck created a short video on this article MLM Help, Overcome Objectionswww.youtube.com/watch?v=ZAMruA8nVmU . You can reach Chuck at 403-755-2458 if you have any questions or would like to learn more about MLM and your future in hs industry.
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