10 Steps To Overcome Objections!
If overcoming Objections is something that you struggle with then this post is for you. You dread the idea of facing strong-minded prospects because you know they'll have a list of objections to your offer.
It's time to change your way of thinking. Without objections, you, the salesperson, would have no reason to exist. Your job is to convince prospects to buy your products. If there were no objections, you and all your fellow sales people could be replaced by a few clerks taking orders.
Top distributors say to look at objections as opportunities, not barriers. By recognizing these opportunities, you can learn about your client's needs. Remember that objections are obstacles and meant to be overcome. Below are ten strategies you can begin implementing today.
1. Look at the objection from your prospect's point of view.
This is the single most important thing that you can do to truly overcome objections. Oftentimes, we make the mistake of discount- ing a prospect's concerns as so much nonsense. We assume that we know more about his needs than he does. Take the time to really understand the reasons behind objections. Why can't he afford your offer? Why doesn't she have the time in her schedule to make a commitment?
According to Ed Wiens, a top distributor and respected MLM trainer there is rarely a good reason to get combative with a prospect. Instead, he recommends you try to put yourself in her shoes. “I use the feel/felt/found formula-I know how you feel. I've felt that way myself before. Here's what I've found that works.” Remember that each prospect is an individual with different needs and goals. And sometimes, simply showing that you care is enough to turn a no into a yes.
2. See the objection as a question.
Wiens explains it this way: “An objection is really a question couched in resistant terminology.” Imagine that your prospect's first response is, “Your price is too high.” A natural reaction is to view that objection as an attack on your product or your sales plan. Instead, your customer is really asking a question: “How do you justify such a high price for these products?”
By putting yourself in this frame of mind, you can calmly explain why your products are sold at such a rate. You have advantages. Your quality standards are very high. Remember that you're never going to convert a prospect by winning arguments. You must turn confrontations into chances for relationship building.
3. Beat your prospect to the punch.
If you can foresee your prospect's major objections, it's to your advantage to address them before he does. This positions you as the expert. It also prevents possible confrontations. And it makes your prospects feel like you understand them-like you have insight into their problems and concerns.
Rod Nichols, a heavy-hitting distributor author of the book Successful Network Marketing for the 21st Century, says “the best way to handle objections is to never get them. As you do your initial prequalification of a prospect, simply ask plenty of questions. That way, you can foresee most objections before they arise.”
4. Turn the objection on its head.
Your prospect again tells you, “Your prices are too high.” Your response: “So what?” Imagine the look of surprise on her face. You've caught her off guard. Now you explain that if it were up to you, you'd double the price. You say that even at that price, your products would be a great bargain. You also mention how much money she could end up paying if she uses an inferior product. In this light, an objection turns into a powerful educational session on product quality!
As a distributor of nutritional supplements, Nichols often uses this logic. He tells prospects that they'll have to pay one way or another, whether they choose his products or not. “You'll either pay this price now and buy my products. Or you'll suffer the high cost of poor health later on. And if they still say the products cost too much, I ask them, what's your life worth? Do you want to give your life to the lowest bidder?”
5. Admitting to the objection.
No matter how good your product or your plan, you are probably not offering something that is perfect for everyone. When a client objects to a real limitation, such as the price of the products and a limited budget, you will be better off by admitting it. At that point, it's time to focus on how the great strengths overwhelm the occasional weaknesses. Your honest admission may just be worth its weight in gold. If you come clean, your client is muchmore likely to trust you and feel comfortable doing business with you.
Nichols puts another spin on this: “If it's real, it's not an objection. It's a condition. And even at this point, you have to be creative. Sometimes, even conditions can be overcome.”
6. You've got to believe.
Always remember that your words are secondary. Your body language, your tone of voice and your reactions are far more telling. If you believe in your product-if you're excited about what you sell-it will show.
Wiens takes it a step further. “It is essential you believe in these five things: in yourself, in others, in your products, in your company, and in the industry of network market- ing. If you doubt any ofthese, if you are unsure about your product, or feel uncomfortable about network marketing as a way of doing business, it will come through. And you'll lose prospects because of it.”
If this level of confidence sounds out of reach to you, here's some good news. According to Wiens, it can be learned. He recommends two simple methods to raise your belief level. The first is to become a student of the business. Learn your products. Learn as much as you can about your company. And study the industry of network marketing. The more you know about the strengths-and weaknesses-of all these things, the easier it is for you to feel good about what you do.
The second strategy Wiens recommends is to turn your car into a classroom. If you're like most people, you spend a lot of hours driving. Take this downtime and devote it to training. Each time you get into your car, pop in an audiotape and start absorbing knowledge. There are plenty of great tapes on product training, on personal development and leadership skills, and on other subjects that will make you more effective at selling and prospecting. Wiens even has one of his own you might try, So Much for the Experts.
7. Know when to move on.
Some people are just negative. Tony Robbins calls such a person a mismatcher. If the sky is blue, he says it's green. If your profit plan is the most generous in the industry, he still says it's not enough. To get that person into your downline will be a huge battle. “And once they're part of your network,” says Rod Nichols, “they'll likely take more time than they're worth. It's not your job to sponsor everyone who can fog a mirror.” Instead, he explains your task is to sift through prospects and simply find the ones who are ready.
8. Search out the hidden objection.
Most prospects have a few objections that they're not comfortable admitting. Even though these barriers are unspoken, they will still keep them from signing up. It's your job to learn what those objections are so that you can address and overcome them.
One way to bring these into the open is to change your terminology. Don't call them objections. Instead, ask your prospect if she has any concerns. If the prospect says no, then ask her to sign up. If she still refuses, then you can be sure objections still exist.
According to Nichols, the most common objections are ego-based, such as, I'm afraid I'd lose my status. Many new prospects still see network marketing as a social taboo. They are afraid that their friends and family will shun them. It's easy to see why these objections exist. Nichols says, “It's likely that these prospects have been victim to some shady, unprofessional network marketers in the past. To overcome their fears, you have to show them how they can succeed using legitimate methods.”
Nichols is an ideal example of legitimate approaches. He has built his entire downline without high-pressure meetings or face-to-face confrontations. Instead, he relies almost solely on the Internet and direct mail. “The way I see it,” he says, “I'm not a salesman, but a messenger. I simply present the information and let my prospects make their own decisions.”
These types of objections are also common among professionals who don't want to be associated with a “working-class” industry. In this situation, you simply have to get them to work at feeling comfortable. Challenge them to be bold. “Yes,” they should say, “I am a high-powered attorney. Yes, I make $250,000 a year, and yes, I'm in network marketing.”
9. Voice your own, past objections.
Wiens likes to tell about his first network marketing experience: “I was originally very skeptical. I felt that network marketing was about an arm's length from purse snatching. It simply wasn't legit.” Pretty strong words from one of the industry's most successful sellers, but Wiens puts this story to work for him. By relating his original feelings to his prospects, he becomes their ally. His story convinces them that he understands how they really feel. Only at that point is he able to begin to deconstruct their objections.
“After I tell about my first exposure, I ask my prospects to share their own previous network marketing stories,” says Wiens, who also teaches a seminar on overcoming objections. He enjoys sharing tales with prospects. “It's important to have fun,” says Wiens. “You can't take this-or any business-too seriously. It's OK to joke around a little bit.”
10. Know the Top Five.
As a Network Marketer, you will hear five typical objections most often. These are (1) I don't have the time. (2) I don't have the money. (3) I'm not a salesperson. (4) I don't know anybody to sell to. (5) I don't like network marketing.
Your challenge is to prepare for these objections. Train yourself in overcoming these arguments in a friendly, proactive and non- combative manner. And even though these are the standard arguments, it is imperative that you treat each prospect as an individual. Never blow off their objections with, “Oh, I hear that all the time. It's simply not true.” Instead of arguing objections away, try to work through them with your prospects. Be on their team.
Finally, always remember these three things:
1. Be honest. Everyone appreciates a straight answer. Honesty is the basis for trust and if your downline doesn't trust you, you'll never succeed.
2. Listen. Most of the tips presented here are contained in this single word. Overcoming objections is all about your listening skills. So examine yourself. If you're not a good listener, work at becoming one.
3. Smile. Be positive and friendly. Your attitude is your best ally and your smile is contagious. If you can show your prospects that you're having fun in your work, they'll be that much more likely to want to join you. And if you're not having fun, you may need to work at changing that too.
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