How to Handle Objection

 

l   What Objections mean

l   Calming the waters

l   Find the real concern

l   Handling the 15 most common objections

 

What objections mean

 

People don't always say what they mean or mean what they say. When prospects say "no" to your opportunity, chances are their "no" is symptomatic of a deeper conflict. A "no usually means one of four things:

 

1.  Fear of failure

2.  Fear of rejection

3.  Low self image

4.  Misconceptions based on ignorance, not fact.

 

If your prospect is totally negative, there's nothing you can say that will change his or her mind, so the best thing to do is change prospects. It‘s called NEXT!

 

Ignorance, however, isn't a sin—it's just a lack of knowledge. Like world-renowned economist Paul Zane Pilzer says, "Networkers get paid very well for educating people!"

 

Calming the waters

 

Here are some tips on how to handle sincere objections to opportunity:

1. Listen carefully. Never interrupt

2. Never argue with your prospect. Appreciate the reason for their

    objection, or repeat their objection so that you clearly

    understand what they're saying.

3. Use words like feel, felt, found, appreciate, understand, realize.

    For example:

    "I understand why you feel that way"  OR

    "I can truly appreciate what you're saying"  OR

    "I felt the same way myself until I realized that?"

4. Your response should always be brief and to the point.

5. Once you have responded, ask:

    "Does that answer your question?" OR

    "Does that make sense to you?"

 

Find the real concern

 

After answering all of your prospect's objections, then isolate their main objection, answer it and ask for a decision. For example, you could say, John, you've told me the biggest concern you have is lack of time. I appreciate that because I felt the same way.  But if lack of time weren't a problem, is there any other reason why you wouldn't get started right now?

 

If the prospect has a different objection than what he has told you, -- and often they do, it will come out right now.  If not, then show him how you can help him overcome the final objection.

 

Handling the 15 most common objections

 

Objection 1: I don't have enough time.

What is it you don't have time to do? Own your own life or make more money?

OR

Gee, did God shortchange you and give you only 23 hours in a day? (laugh) Seriously, wouldn't you like to create more time?

OR

People who trade time for money rarely do.  People who duplicate themselves have all the time in the world.

 

Objection 2: I already know all about it

Oh, Really?  Then why didn't they let you in? (laugh).  Seriously, what do you know about it?

OR

That's interesting. But can I ask you a simple question? Can you get everything you REALLY want out of life doing what you're currently doing? (Get a YES or NO response).

In that case we need to get together to go over the details (set the appointment).

 

Objection 3: I can't do what you do.

What is it you can't do? Buy at a discount…or share a golden opportunity with the people you care about?

OR

I understand how you feel. But do you realize that you could have sponsored me first, and I'm going Direct. That could have meant thousands of dollars to you! Who else do you know that the two of us could share the concept with?

 

Objection 4: This isn't for me

What isn't for you? Working with winners or setting your own hours?

 

Objection 5: This kind of thing never works

John, let me ask you a question. Do you think I'm stupid? NO? Well, I'm excited about something you're not. Since you don't think I'm stupid, is it possible that you could be mistaken about the facts?

OR

John, let me ask you a question. Do you base your decisions on false assumptions or solid facts? Great! Then don't you think you deserve to review more information so that you can make an intelligent decision?

 

Objection 6: I want to think about it.

Great. I certainly respect that. Just out of curiosity, what is it you want to think about? Making more money or having the time to enjoy it?

OR

What is it you want to think about? Owning your own "shopping mall" or building a future for your family?

 

Objection 7: Is this one of those illegal pyramids?

Didn't you know that illegal pyramids are illegal in this country? The courts ruled back in 1978 that Network Marketing was a legal form of business and Amway has become the model of a multibillion dollar a year industry.

OR
I think I understand why you have that concern.  I felt the same way until it was pointed out to me that every organization was shaped like a pyramid, including our churches, schools, Fortune 500 companies and the government.

OR

What makes Networking legal is that it requires the movement of products and services before anyone can make money, just like any other type of legitimate business.

 

Objection 8: You have to get in early to make money in these things.

If that's the case, why are we setting new sales records every year?

OR

If my business associates followed that belief a few years ago, they'd still be broke and without hope!

 

Objection 9: I don't have any money.

Would you like to do something about that? Let me ask you a question. IF you keep doing what you're currently doing, will you have any more money?

 

Objection 10: Too many people are doing it; or Too many people have already heard about it: or it's saturated.

If you truly believe that, you'd better get started as soon as possible!

OR

Let me ask you a question. Do you own a refrigerator? A TV? If everyone owns one, why are people still buying them? Saturation is a myth. In fact, I hope it saturates? We'll all be successful!

 

Objection 11: I know people who got involved in Business and quit.

I know people who dropped out of high school. Does that make high school bad? This business doesn't work unless you do!

OR

Our business isn't on trial. The question is, "Do you have a reason to make it work for you?"

OR
I found I was better off making my decisions based on the successes of others rather than the failures, doesn't that make sense to you?

OR

Have you ever considered that maybe they got in at the wrong time for the wrong reasons with the wrong people in the wrong system?

OR
Everybody is sponsorable by somebody at sometime. Since we are together now, maybe this is your time!

 

Objection 12: I don't want to sign up just to sell to my friends and family?

Industry statistics indicate that up to 50% of the population could be involved in Networking in the next 10 years. Whose network would you like them to be in? somebody else's? or yours?

OR
Can your friends and family get everything they want out of life without this opportunity?

 

Objection 13: It sounds too good to be true

I really understand how you feel. Things that sound too good to be true usually are. But the more you investigate this, the better it sounds.  Gravity sounds too good to be true, too, wouldn't you agree? But intelligent people don't sit around thinking about why it shouldn't work, do they?

 

Objection 14: What about competition?

That's the best part! When you're as successful as we've been, you don't worry about the competition. They worry about us!

 

Objection 15: There are too many people in nutritionals.

How many is too many? Did you know that based on population growth, we actually have a smaller percentage of the nation's population than 10 years ago?

© TJ Pham