Objections are a normal part of any sales transaction. Almost every prospect will have at least one objection before they get started or make the decision to buy. Some will have more than that. Objections are actually a good thing. It means the person needs more information to make a decision. It means they have questions and are looking for answers to those questions.
Unless the person flat out says yes or no, you should keep overcoming objections until you get a decision from them. I’ve found that most people are scared to make a decision. They need to be led through the buying process without pressure, hard selling or hype. It’s your job to lead them!
As a professional, you need to anticipate these objections and know how to handle them properly. The best way to do that is through the feel-felt-found method. This is where you relate to them by telling them “I know how you feel.” You then share your story about what you felt when you were in the same situation. From there you share what you found. I’ll give some examples below so it makes sense.
The most common objections I’ve experienced in my network marketing career are:
- I don’t have the time
- I don’t have the money
- The products are too expensive
- I don’t use supplements
- Is this legit?
- I have to think about it
Here is how you deal with each objection:
I don’t have the time!
I know how you feel. When I first learned about this business opportunity, I didn’t know how I could fit it into my busy schedule. Between my job, my family commitments and all the other things I had going on in my life, I wasn’t sure if I could add one more thing to my plate. But what I found is “if I kept doing what I was currently doing I would never have the time!” Everyone I know is busy, but very few people have a plan to have more time and more money. Most people are just grinding through life busy getting nowhere fast. This opportunity can help you get both of those things: time and money. Does that make sense?
I don’t have the money!
I know you feel. I’ve been through hard times myself. It sucks. The reason I started this business was to make more money. I realized that even an extra few hundred dollars per month, combined with the tax advantages of having a home-based business, could totally change my financial situation for the better. I also knew that if I didn’t make some changes in my life, my financial situation would never improve. If anything it would get worse. Does that make sense?
The products are too expensive
I know how you feel. When I first saw the prices I thought they were expensive as well. But when I went to some local vitamin stores and did some price comparisons, I found that the products were priced very competitively. Plus, they are made right here in the USA and shipped directly to your doorstep. I’ve also learned that cheaper isn’t always better. You get what you pay for. Does that make sense?
I don’t use supplements
I know how you feel. When I first started the business, the only supplement I took was a multi-vitamin. After doing some research, I quickly discovered that most people have horrible eating habits and don’t get the proper nutrition they need. I learned that most people would benefit by taking supplements. I’ve also learned that you can pay for your health now or pay for it later. And if you wait until later, it will be much more expensive. Does that make sense?
Is this legit?
I know how you feel. When I first saw this opportunity I was skeptical myself. My wife was even more skeptical. However, after doing some research online and talking to successful people, I realized that the home based business industry is a great Plan B for most people. After doing some research on the company I found out they have been in business more than 20 years and have a rock solid reputation. Best of all, with our company no one gets hurt. There is no sign up cost, membership fees, website fees, or renewal fees. The only money you spend is on what you buy for yourself. Does that make sense?
I have to think about it
I know how you feel. When I first saw the opportunity I wanted to think it over too. But after doing a little research I realized there really wasn’t much to think about. The products are great and come with a 30-day money back guarantee, so there is no risk. The company is free to join. The earnings potential is great. We have awesome training and support. The people are great. Tell me, which part do you need to think about?
Tips for Overcoming Objections
- Stay calm and don’t get defensive
- Use the feel-felt-found method when answering objections
- Most people will at least have 1-2 objections before they buy
- Your goal is to work through these objections UNTIL you get a solid YES or NO
- Be prepared ahead of time and know how to deal with the objections
In summary, dealing with objections is a normal part of network marketing. Nearly 95% or more of your prospects will have at least one objection before they make a decision to buy, join, or do nothing. Your job is to be prepared ahead of time, to know the most common objections, and have a simple answer for each objection. This will give your prospect reassurance and lead to more sales and more signups.
I hope that helps!