How To Successfully Handle Objections In Network Marketing
The question of how to handle objections has come up a lot lately, so I have decided that the best way to handle this training is to implement a series of Overcoming Objections, blog post.
One objection we all hear is “I need to talk to my spouse first.”
A lot of network marketers are scared to even do a presentation because they anticipate and fear objections before they even come up and they do not feel confident that they can handle objections. The fact of the matter is they are sabotaging their own business and success by not doing presentations.
My goal is to do a series of objection handling blog post so that so you can have objection handling training under your belt and feel confident that you will be able to easily handle any and all objections that come up. This will allow you to feel more confident and capable, which in turn will have you going out and doing presentations so you do achieve the success you are looking for. Bottom line, without presentations, there will be NO success.
Words of CAUTION: You DO NOT have to know everything before you go out and do presentations.
One of the best ways to learn is to get out there and present your business, get a few objections and just roll with it. Doing something is far better than doing nothing because of fear.
Regardless of who you are, know one ever knows everything. That’s right, I do not, and neither does anyone else. What I do know however is that if we can understand the basics and foundational elements of how people actually operate, then we can easily roll smoothly with any of the objections you could be getting.
BIG HINT ON OBJECTIONS:
When you anticipate that you will get certain objections, YOU WILL.
The truth is, the energy that you put out there when you are with your prospects will actually transfer over to them, so if you are already thinking that you are going to get a ton of questions and objections, guess what, YOU WILL.
DO NOT ATTRACT YOUR OBJECTIONS:
Way beyond any secret strategy, this is going to be the most powerful resource you will ever have to Objection Handling.
“What You Think About Comes About.” Always remember this, and so when you are preparing for a presentation make sure that you are thinking about the outcome you want to have from that presentation.
My question to you is What Do You Want?
My guess is an easy transition after the presentation, but if you are expecting questions and objections then you will get them, if you are expecting an easy transition then you will get it.
Kinda funny how that works!
What To Say When Your Prospect Says They Need To Talk To Their Spouse First:
I promise I am going to teach you exactly what to say, but first, it really won’t matter what I teach to say here if your thoughts and energy are not in check first.
Before going into any presentation I would like you to practice repeating the following AFFIRMATION 5-10 times.
“I am so happy and grateful that (insert prospects name) is excited to join today and sign up on the spot.”
Affirmation Tip: Never ever use the words you are trying to avoid. If you notice I did not use the word I was avoiding (objections). Had I used the word objections in the affirmation then I would attract objections!
Now that we have set the pre-planning in place.
What to say when the prospect tells you they must talk to their spouse first.
You can fix this problem really easily so that it never comes up, and you never have to deal with it.
How do you do that?
When setting up the appointment ask questions. This is especially important when dealing with someone you do not know much about.
First off you need to find out if the prospect has a spouse. Once you determine if they have a spouse then you want to ask them one more question which is ” When it comes to side projects or financial decisions in your household can you make those decisions on your own or do you have to talk things over with your wife/husband?”
When setting appointments with your prospects if you can get this one question in then you can save yourself a lot of time and therefore eliminate this objection completely.
If it is the case that they make decisions together then you want to set the appointment when they both can be present to see the presentation at the same time. This saves you time, it saves the couple time, and it eliminates any miscommunication between you and the couple. Plus the benefit that you will be there to answer both of their questions.
If they make decisions together and only one is present, then the one present could leave out some key information when explaining to the spouse what you presented to them. In addition, it also saves you time from scheduling another appointment just to show the spouse. So by alleviating the objection before you schedule the appointment, everyone wins.
The is Wives and Husbands like to feel like they are included, and if you get them both in on the presentation then you will not have to worry about handling that objection.
Are there any tips you have when presenting to couples that you would like to share or add?
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