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. As young children the word no often had very severe consequences when we failed to comply. So when you pair the word no with pain enough times the word no means pain. 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 eventually realized that I was not supposed to be selling, just sorting. 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. My coach told me that my job was to identify my prospect’s “why” and then present my solution. He said that when I got an objection I needed to find out why the prospect was objecting. I needed to uncover the source of their fear or concern and then respond to it.Throughout history there has always existed thievery and deception. When a person would say, “I’ve never heard of your company. ” my knee-jerk reaction was to become defensive. I automatically took that comment as an indication they did not want to work with me or join my business. 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. One very simple way to respond to an objection is to echo their objection back to them eg. when my prospect would say that’s a lot of money to join, I would reply “you think that’s a lot of money to join?” and then they would explain themselves what they meant. Doing this took the focus off of me and put the focus on them and rather than assuming what their concern was I was able to get them to tell me what it was.What I learned was that when I was calling prospects about my business they were just as nervous as I was. It is a well documented fact that people prefer to do business with individuals that they know, like and trust. When I first began marketing and the prospect told me that they want to think about what I had shared with them, I believe them. What I learned over time was that what my prospect was really saying is that I had not given them enough reason to move forward. I learned that the easiest way to respond to this protestis 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.” In a book called the One Minute Millionaire written by Mark Victor Hansen and Robert G. Allen a reference was made to the fact that most people cannot handle their first rejection in sales and as a result never become wealthy. 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 Objectionshttp://www.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.
Tags: Help, Learn, Object, Objections, Overcome