How You Handle Objections
One of the most frequent issues I hear from people in MLM I how to handle objections. Which is kind of surprising, because when you do the business right, you shouldn’t really get a lot of them.
There are a number of things you can do to whittle them down, so you’re really talking to qualified prospects in a positive manner that is bringing them closer to a decision. And it should never be about arguing with them, “closing” them, or having to overcome a steady stream of objections.
So I’d like to start a series of posts on this blog with my best advice on how this happens. But first, I need your help. Please add your comments below this post, letting me and the others in the community know what are the biggest objections you face. Then we’ll get the discussion going! Have a great day!
-RG
P.S. If you’re not following my updates on Twitter, you can do so at:
http://twitter.com/Randy_Gage
Although I agree with you that if you are doing the business right, you should not have to deal with many objections, there seems to be more of the “I don’t have the money to get started” objection, and of course, the fear of not being able to stay on autoship. We know how to help our new team members to make enough in the first month to cover their autoship (it’s not that much!) but there is a definately FEAR of adding another Expense (as opposed to seeing it as an objection).
This is one that I get quite a bit as well. As our minimum autoship is $120. You have to communicate that this is a business. Ask them if they can come up with another business where they could build a six figure and it is only going to cost them a $120 per month.
This is one that I get quite a bit as well. As our minimum autoship is $120. You have to communicate that this is a business. Ask them if they can come up with another business where they could build a six figure and it is only going to cost them a $120 per month.
I would say that somewhere in the presentation there is a missing element that is not explaining this is not an expense rather and investment. Unless of course they are not really in for the Business aspect. The simple fact that they can now write off what were personal expenses as business deductions should more than pay for product, services ,etc.
I would say that somewhere in the presentation there is a missing element that is not explaining this is not an expense rather and investment. Unless of course they are not really in for the Business aspect. The simple fact that they can now write off what were personal expenses as business deductions should more than pay for product, services ,etc.
Although I agree with you that if you are doing the business right, you should not have to deal with many objections, there seems to be more of the “I don’t have the money to get started” objection, and of course, the fear of not being able to stay on autoship. We know how to help our new team members to make enough in the first month to cover their autoship (it’s not that much!) but there is a definately FEAR of adding another Expense (as opposed to seeing it as an objection).
Hi Randy,
The biggest objection I get is I don’t have the money I just got laid off from my job, but yet this person is holding a $4 Starbucks coffee. Makes me wonder ok you say you don’t have the money but yet your still splurging? I have tried several scripts on them and still nothing maybe it is my personal approach when that answer comes up. Thank You
I completely agree with the “I don’t have the money” comment and then see them with Starbucks. I am an avid Starbucks drinker, but I use my business to make money so I can continue affording those Starbucks drinks. I think a lot of the time they say they don’t have the money because that’s the first thing they think to say because they aren’t that interested. I’m about a year into my network marketing business and am still learning a lot.
I completely agree with the “I don’t have the money” comment and then see them with Starbucks. I am an avid Starbucks drinker, but I use my business to make money so I can continue affording those Starbucks drinks. I think a lot of the time they say they don’t have the money because that’s the first thing they think to say because they aren’t that interested. I’m about a year into my network marketing business and am still learning a lot.
Ask questions. Find out if this person is even a prospect for you. Here is the cold hard fact – everyone is not right for the business I don’t care what the company is. Some people are just plain J.O.B. people living in fear. Unless theya re ready and willing to “change” their thought process you are wasting your time with them.
Ask questions. Find out if this person is even a prospect for you. Here is the cold hard fact – everyone is not right for the business I don’t care what the company is. Some people are just plain J.O.B. people living in fear. Unless theya re ready and willing to “change” their thought process you are wasting your time with them.
Hi Randy,
The biggest objection I get is I don’t have the money I just got laid off from my job, but yet this person is holding a $4 Starbucks coffee. Makes me wonder ok you say you don’t have the money but yet your still splurging? I have tried several scripts on them and still nothing maybe it is my personal approach when that answer comes up. Thank You
I know Randy is right about this. I notice that some people have the objection of “not enough money to start and/or go on” and others about “I don’t think I can do this, find enough people to do business with”. Or “I think not enough people can earn much with this kind of business”.
It’s all about fear, I suppose.
I know Randy is right about this. I notice that some people have the objection of “not enough money to start and/or go on” and others about “I don’t think I can do this, find enough people to do business with”. Or “I think not enough people can earn much with this kind of business”.
It’s all about fear, I suppose.
Hello mr. Randy. This is absolutly touchy point. And I think it would be super to answer in professional way to people. Here is the list.
1. Is this pyramid or legal?
2. Everybody do this!
3. I don’t have a time!
4. I don’t fit to this.
5. I wait what you get from this and enroll later when i see your success.
6. I don’t like to sell.
7. It is not serious biz!
8. Ah, this is like ……..(here is the list of some companies of network marketing)
Hello mr. Randy. This is absolutly touchy point. And I think it would be super to answer in professional way to people. Here is the list.
1. Is this pyramid or legal?
2. Everybody do this!
3. I don’t have a time!
4. I don’t fit to this.
5. I wait what you get from this and enroll later when i see your success.
6. I don’t like to sell.
7. It is not serious biz!
8. Ah, this is like ……..(here is the list of some companies of network marketing)
Hi Randy,
Yeah besides the “I dont have the money” which have allready come up here, the main objection I get is “I dont know how to sell, and I have no interest in selling”. Hope that you can help with this one!
Michael
Hi Randy,
Yeah besides the “I dont have the money” which have allready come up here, the main objection I get is “I dont know how to sell, and I have no interest in selling”. Hope that you can help with this one!
Michael
Here’s what I’m finding. When we talk to people who are living paycheck to paycheck, it’s all about the money…either to enroll or to sustain their ongoing monthly required order. It’s frustrating of course, but it tells me one of two things;
1-I did a poor job of explaining the opportunity.
2-They just don’t ‘get it”.
As stated…it’s about FEAR most often.
Here’s what I’m finding. When we talk to people who are living paycheck to paycheck, it’s all about the money…either to enroll or to sustain their ongoing monthly required order. It’s frustrating of course, but it tells me one of two things;
1-I did a poor job of explaining the opportunity.
2-They just don’t ‘get it”.
As stated…it’s about FEAR most often.
What I’m getting a lot lately is, this sounds good, but I need to check with my potential prospects if they are interested I’ll sign up. (I’ve tried several scripts to get them to bring their proposals to a meeting instead of them trying to explain it, but no luck.
(Of course they never do because they are not using the system and their usual prospects are friends and family who usually just discourage them)
What I’m getting a lot lately is, this sounds good, but I need to check with my potential prospects if they are interested I’ll sign up. (I’ve tried several scripts to get them to bring their proposals to a meeting instead of them trying to explain it, but no luck.
(Of course they never do because they are not using the system and their usual prospects are friends and family who usually just discourage them)
How to handle the … is this one of those pyramid things?
Ask a question… What do you mean?
Ask a question… What do you mean?
Don’t assume the question “Is this a pyramid?” to automatically be negative. Years ago I had a prospect ask that and when I asked “what he meant by that” he said “You know one of those pyramid things like “xyz”, cause if it is I’m in!” He became a top producer in the company.
Don’t assume the question “Is this a pyramid?” to automatically be negative. Years ago I had a prospect ask that and when I asked “what he meant by that” he said “You know one of those pyramid things like “xyz”, cause if it is I’m in!” He became a top producer in the company.
How to handle the … is this one of those pyramid things?
This isnt a objection I hear … but has anyone observed how anti networking some of these social networking sites are like Facebook and Blip.tv. Neigther of those will let you put up a ad if its a network marketing and Blip.tv will actually cancel your membership if you put up a video describing your Network Marketing company.
I’ve been shut down from MySpace 3 times for promoting my network marketing opportunity and had my Facebook account froze for over a week. Be selective on who you associate with as many on these networks are like police who hate marketers and will turn you in.
That’s because people hate to be pitched in the social networking sites. Please make sure you’re on the tele-Seminar on social networking
http://gagelivemlm.com/
And read my success blog on randygage.com on my Twitter manifesto
http://www.randygage.com/blog/tweet-this-a-twitter-manifesto
Most of the same applies on FB.
-RG
I’ve been shut down from MySpace 3 times for promoting my network marketing opportunity and had my Facebook account froze for over a week. Be selective on who you associate with as many on these networks are like police who hate marketers and will turn you in.
This isnt a objection I hear … but has anyone observed how anti networking some of these social networking sites are like Facebook and Blip.tv. Neigther of those will let you put up a ad if its a network marketing and Blip.tv will actually cancel your membership if you put up a video describing your Network Marketing company.
Most people get excited at the showing of a product but when they see the cost there is always, I have so much to do right now or, I don’t have that much money. When alternatives are offered they shy away. Where do you go from there?
Most people get excited at the showing of a product but when they see the cost there is always, I have so much to do right now or, I don’t have that much money. When alternatives are offered they shy away. Where do you go from there?
the problem with alot of opps these days is …. everyone is looking to make money, not spend money …these companies need to create business plans where people can get started with minimal investments with this ecnonomy.
Keith, you so don’t get it.
Keith, you so don’t get it.
the problem with alot of opps these days is …. everyone is looking to make money, not spend money …these companies need to create business plans where people can get started with minimal investments with this ecnonomy.
The magic power of questions
I use Tie-down questions to create a “yes” momentum thereby eliminating the need to use a close or overcome objections. Examples are: Do you agree? Isn’t that right? Do you see what I mean? Is that fair? Would you agree? Should it? Couldn’t it? Is that fair enough? Don’t you? Wouldn’t you? Are you with me so far? Isn’t it? Aren’t they? Wouldn’t you agree? Etc
I also convert features and benefits into question such as Do you see the benefit of….B&F
If I’m talking more than 20 % of the time, I’m talking too much and will probably get objections. If I ask questions and let the prospect talk at least 80 % of the time, my benefit questions cause the prospect to close themselves. I want my questions to create word pictures for their future. I want them to start dreaming again.
If I get objections after this process, they are not qualified.
Yo Mike,
Now this is sweet sharing. I do agree with what u say. I’m trying to get this message to my upline cum business partner. And i like the way u place positive questions into a positive answer…by the prospects themselves!! Thannks for the sharing!!!
Randy…your thought & comments to this??
Yo Mike,
Now this is sweet sharing. I do agree with what u say. I’m trying to get this message to my upline cum business partner. And i like the way u place positive questions into a positive answer…by the prospects themselves!! Thannks for the sharing!!!
Randy…your thought & comments to this??
The magic power of questions
I use Tie-down questions to create a “yes” momentum thereby eliminating the need to use a close or overcome objections. Examples are: Do you agree? Isn’t that right? Do you see what I mean? Is that fair? Would you agree? Should it? Couldn’t it? Is that fair enough? Don’t you? Wouldn’t you? Are you with me so far? Isn’t it? Aren’t they? Wouldn’t you agree? Etc
I also convert features and benefits into question such as Do you see the benefit of….B&F
If I’m talking more than 20 % of the time, I’m talking too much and will probably get objections. If I ask questions and let the prospect talk at least 80 % of the time, my benefit questions cause the prospect to close themselves. I want my questions to create word pictures for their future. I want them to start dreaming again.
If I get objections after this process, they are not qualified.
Hi:
I don’t know how to sell.
Hi:
I don’t know how to sell.
Great collection of objections and yes, I have heard all of the above.
Mike: I agree, it’s about asking questions instead of babbling on (I tend to do that a lot) about the program, products comp. plan etc. Also what you say in the rest of your post is music to my ears.
One of my NM idols, Tom “Big Al” Schreiter has taught me (actually he is still in that process) that it’s about three factors: Know, like and trust.
If you don’t have these three things with the prospect you might as well forget it.
Also, you need to let the prospect know that NM is not alien to them, in fact they are doing it already, they are just not getting paid for it.
Instead of telling them about some weird kind of business with a strange stairstep breakaway comp. plan where everyone steps on each other (I know, this is a bit exaggerated), tell them a story that they can relate to, perhaps how they do network markeitng when referring friends and family to a favorite restaurant, or a great movie etc.
Anyway, I am now then one babbling (again).
After trying out these principles from Big Al, I have actually started to build a downline, so I can recommend them 🙂
Absolutely true. If the prospect doesn’t have some sort of respect for you, you may as well forget it. The prospect is not buying your product, service or business, they are buying you. You have to set the stage before you start your presentation. Ask probing questions. Uncover what their motivation is before you start. Use active listening skills and repeat what they say. Don’t fake it. Be genuinely interested in what it is they are after.
Someone who listens,,,,,,really listens and picks up on the prospect’s hot buttons will gain the respect they need. It’s all about the propect. Make them the most important person in the room. Ask lots of questions. Uncover their motivation for meeting with you and dig deep. Don’t forget that an iceberg is
90 % under the water. What you see on the surface is only the tip of the iceberg. It’s our job to find out what is underneath the water. If someone says they want to make more money, that’s just the tip of the iceberg. By asking more questions you may find out that the guy just went bankrupt or he just split from his wife or he is looking after a sick mother or he just lost his job. This is the stuff that is underneath the water and if you can uncover that, in a respectful, caring way, the prospect will have no objections to your program.
I know I have a great prospect when I find out the answer to two questions.
1) What does the prospect fear the most
2) What does the prospect care about the most
Once I know the true answer to these two questions, I build my entire presentation around that and get the prospect to see how the business will help them avoid number 1 and get number 2. The prospect will say yes many times before we are finished because I ask them questions like,,,,can you see how this will…….(benefit) or can you see how this will (avoid something they don’t want).
When I’m done, there should be no objections.
Absolutely true. If the prospect doesn’t have some sort of respect for you, you may as well forget it. The prospect is not buying your product, service or business, they are buying you. You have to set the stage before you start your presentation. Ask probing questions. Uncover what their motivation is before you start. Use active listening skills and repeat what they say. Don’t fake it. Be genuinely interested in what it is they are after.
Someone who listens,,,,,,really listens and picks up on the prospect’s hot buttons will gain the respect they need. It’s all about the propect. Make them the most important person in the room. Ask lots of questions. Uncover their motivation for meeting with you and dig deep. Don’t forget that an iceberg is
90 % under the water. What you see on the surface is only the tip of the iceberg. It’s our job to find out what is underneath the water. If someone says they want to make more money, that’s just the tip of the iceberg. By asking more questions you may find out that the guy just went bankrupt or he just split from his wife or he is looking after a sick mother or he just lost his job. This is the stuff that is underneath the water and if you can uncover that, in a respectful, caring way, the prospect will have no objections to your program.
I know I have a great prospect when I find out the answer to two questions.
1) What does the prospect fear the most
2) What does the prospect care about the most
Once I know the true answer to these two questions, I build my entire presentation around that and get the prospect to see how the business will help them avoid number 1 and get number 2. The prospect will say yes many times before we are finished because I ask them questions like,,,,can you see how this will…….(benefit) or can you see how this will (avoid something they don’t want).
When I’m done, there should be no objections.
Great collection of objections and yes, I have heard all of the above.
Mike: I agree, it’s about asking questions instead of babbling on (I tend to do that a lot) about the program, products comp. plan etc. Also what you say in the rest of your post is music to my ears.
One of my NM idols, Tom “Big Al” Schreiter has taught me (actually he is still in that process) that it’s about three factors: Know, like and trust.
If you don’t have these three things with the prospect you might as well forget it.
Also, you need to let the prospect know that NM is not alien to them, in fact they are doing it already, they are just not getting paid for it.
Instead of telling them about some weird kind of business with a strange stairstep breakaway comp. plan where everyone steps on each other (I know, this is a bit exaggerated), tell them a story that they can relate to, perhaps how they do network markeitng when referring friends and family to a favorite restaurant, or a great movie etc.
Anyway, I am now then one babbling (again).
After trying out these principles from Big Al, I have actually started to build a downline, so I can recommend them 🙂
Hi Randy,
My objections are the same as others listed above:
– I don’t have enough money
– The products are too expensive
– I don’t know enough people / I’m not a salesperson
My responses are the same as others listed above:
– Its up to your priorities, if you prioritize it, its not expensive as a business startup cost
– People in Thailand, Mexico and Nigeria are being successful in this business, where the products costs the same
– Its not about sales, its about being enthusiastic about something that you personally enjoy
Those responses make sense to me, but I’m still not seeing a lot of positive reactio to them. Perhaps I’m wording it wrong.
Any advice appreciated!
Thanks,
Shawn
Tokyo
Hi Randy,
My objections are the same as others listed above:
– I don’t have enough money
– The products are too expensive
– I don’t know enough people / I’m not a salesperson
My responses are the same as others listed above:
– Its up to your priorities, if you prioritize it, its not expensive as a business startup cost
– People in Thailand, Mexico and Nigeria are being successful in this business, where the products costs the same
– Its not about sales, its about being enthusiastic about something that you personally enjoy
Those responses make sense to me, but I’m still not seeing a lot of positive reactio to them. Perhaps I’m wording it wrong.
Any advice appreciated!
Thanks,
Shawn
Tokyo
Hi Randy,
The rejections I’ve had are:
– I don’t have money
– I don’t have time
– I don’t have selling skills (even though we explain this is not a sell) they reject by saying it is a sell because you are selling me an idea where you are expect me to buy with $xxx dollars
How do I deal with that?
Hi Randy,
The rejections I’ve had are:
– I don’t have money
– I don’t have time
– I don’t have selling skills (even though we explain this is not a sell) they reject by saying it is a sell because you are selling me an idea where you are expect me to buy with $xxx dollars
How do I deal with that?
When I approach someone to pass out my flyers, business cards or Avon book, I smile and say “Hello I am Patsy and I am with Avon, here is a book, flyer, or my business.
If they say I am allergic to that stuff, I say that Avon has come a long way, and I start listing the products, clothings,jewelry and other items that we sell, sometimes they will take a book, and other times they will not.
I.m not a salesperson, well I say i was not either but this product sells itself and I give them some comparisons to Clinque or Estee Lauder and give them the price difference.
Sometimes they will relent and take a book.
Now on, recruiting, I tell them here is a book to enjoy, but I would like to know if you have ever thouight about selling this product, and 8 times out of 10 they will say, why, yes I have.
I don’t know enough people.
Well, when I started my business I was brand new in my neighboorhood.
I went door to door, and worked parking lots.
I hope that help’s some of you,
Patsy Welter
United States
Hello Patsy! That’s a great way of building your business, my mom does the same thing. I think though that Avon is all about selling. A lot of my prospects and customers don’t want to be sales people.
Hello Patsy! That’s a great way of building your business, my mom does the same thing. I think though that Avon is all about selling. A lot of my prospects and customers don’t want to be sales people.
When I approach someone to pass out my flyers, business cards or Avon book, I smile and say “Hello I am Patsy and I am with Avon, here is a book, flyer, or my business.
If they say I am allergic to that stuff, I say that Avon has come a long way, and I start listing the products, clothings,jewelry and other items that we sell, sometimes they will take a book, and other times they will not.
I.m not a salesperson, well I say i was not either but this product sells itself and I give them some comparisons to Clinque or Estee Lauder and give them the price difference.
Sometimes they will relent and take a book.
Now on, recruiting, I tell them here is a book to enjoy, but I would like to know if you have ever thouight about selling this product, and 8 times out of 10 they will say, why, yes I have.
I don’t know enough people.
Well, when I started my business I was brand new in my neighboorhood.
I went door to door, and worked parking lots.
I hope that help’s some of you,
Patsy Welter
United States
This is what I hear the most:
1. I don’t have time
2. I don’t have money
3. I don’t want to sell
Thanks Randy!
This is what I hear the most:
1. I don’t have time
2. I don’t have money
3. I don’t want to sell
Thanks Randy!
I ussually hear:
1. I don´t have money right now
2. I don´t have time
3. I don´t know how to sell
4. I don´t see me as a person that can consume the product
5. I don´t know to much people
Thank you very much Randy.
I ussually hear:
1. I don´t have money right now
2. I don´t have time
3. I don´t know how to sell
4. I don´t see me as a person that can consume the product
5. I don´t know to much people
Thank you very much Randy.
Hi everyone,
I usually get:
1. no money
2. i will call u end of the month (Reeallllyyyy???)
3. Is this for real?? or it’s gotta another fake crap!!
4. They are sceptic…or is there a way to present where the skepticism can be immediately eliminated??
What i did for no. 3 was i studied my product as well as i could (scalar energy products form Fusion Excel).Then when they gave such remarks (usually before i could explain further), i issue a ‘challenge’:
1. Then why don’t YOU tell me what you know.
2. Can you explain why you said that or can you explain what you understand about what this is??
Now i’m not really challenging them…merely to guide away their negative perception…or basically to shut em up (LOL).
Thanks…have fun in NM always!!
Sam
Hi everyone,
I usually get:
1. no money
2. i will call u end of the month (Reeallllyyyy???)
3. Is this for real?? or it’s gotta another fake crap!!
4. They are sceptic…or is there a way to present where the skepticism can be immediately eliminated??
What i did for no. 3 was i studied my product as well as i could (scalar energy products form Fusion Excel).Then when they gave such remarks (usually before i could explain further), i issue a ‘challenge’:
1. Then why don’t YOU tell me what you know.
2. Can you explain why you said that or can you explain what you understand about what this is??
Now i’m not really challenging them…merely to guide away their negative perception…or basically to shut em up (LOL).
Thanks…have fun in NM always!!
Sam
Thrilled you’ve asked Randy.
The common objections I face…
– I’ve got too much going on trying to keep my current job to get involved in something else.
– Only the top of these network things make the money, I’d never get up to them with my limited network.
– I’d be uncomfortable asking people for money.
– How much are you making? When you make a million I’ll know it works.
Thanks for taking the time to review these.
Mike
Thrilled you’ve asked Randy.
The common objections I face…
– I’ve got too much going on trying to keep my current job to get involved in something else.
– Only the top of these network things make the money, I’d never get up to them with my limited network.
– I’d be uncomfortable asking people for money.
– How much are you making? When you make a million I’ll know it works.
Thanks for taking the time to review these.
Mike
Randy,
I couldn’t help but leave a few comments, but my question to you is when do you let up on a prospect. I come from a sales background and we always go with the approach buy or die??? I know that we don’t want to hard sell people into our business and I personally will never leave more than 2 voice messages for any prospect unless they return my phone calls. But when is enough enough????
Randy,
I couldn’t help but leave a few comments, but my question to you is when do you let up on a prospect. I come from a sales background and we always go with the approach buy or die??? I know that we don’t want to hard sell people into our business and I personally will never leave more than 2 voice messages for any prospect unless they return my phone calls. But when is enough enough????
Hi Randy,
I have more difficulty understanding why so many people are out of work and you offer them a chance of a lifetime and they refuse to listen. I buy my leads and it makes me wonder why they wanted information and then it is one excuse after another. I even had a lady tell me yesterday she does not want to lose her unemployment so she could not partner with me and start her own home based business. Maybe I’m just being stupid but that absolutely makes no sense to me! Does she really think that unemployment is going to be there forever?
The other problem is like so many others have already stated: The familiar I don’t have any money excuse! With my company your start up cost is only $399.00 and $39.95 per month after that. Now you get everything you need along with a web site for the $399.00 to hit the street running and the monthly fee of only $39.95 includes product which MSRP is valued at $69.95 alone! So we maintain their web site and double their monthly spending in just product alone. Wake up people! Sometimes I just want to reach into the telephone and shake them to see if they are really all there.
Ok, now I got that off my chest, do you have any suggestions? Other than say well ok, I understand how you feel however, based on what you just told me I do not feel this will be a good fit for you. I wish them well and get off the phone. (by the way, I’m not able to drive so I have to do everything over the computer and on the phone)
Do people really want help or are they just dreaming?
Hello Cindy! Just wondering if you are with Scent-Sations, Inc? You said the start-up cost is $399? I started just with the $39.95 a month. Actually, now it’s $49.95 to get started and then $39.95 after that. I have never mentioned the Fast Start Kit as a way of getting started because most people I talk with don’t have the money to buy that one. I personally haven’t even had the money to get that one. I know the feeling with buying leads and getting no responses or silly ones like that! I haven’t bought any leads since I started, but I did with my previous company and it really got me no where.
Hello Cindy! Just wondering if you are with Scent-Sations, Inc? You said the start-up cost is $399? I started just with the $39.95 a month. Actually, now it’s $49.95 to get started and then $39.95 after that. I have never mentioned the Fast Start Kit as a way of getting started because most people I talk with don’t have the money to buy that one. I personally haven’t even had the money to get that one. I know the feeling with buying leads and getting no responses or silly ones like that! I haven’t bought any leads since I started, but I did with my previous company and it really got me no where.
The most important part of this dilemma you describe is that they are not really your leads. They’ve not opted in to get anything from Y-O-U.
You want to develop your own marketing funnel, drive traffic to it, often by providing value first and attract your own leads.
Leads that are sold on you are far more responsive and often come to you – presold.
Andrea
The most important part of this dilemma you describe is that they are not really your leads. They’ve not opted in to get anything from Y-O-U.
You want to develop your own marketing funnel, drive traffic to it, often by providing value first and attract your own leads.
Leads that are sold on you are far more responsive and often come to you – presold.
Andrea
Hi Randy,
I have more difficulty understanding why so many people are out of work and you offer them a chance of a lifetime and they refuse to listen. I buy my leads and it makes me wonder why they wanted information and then it is one excuse after another. I even had a lady tell me yesterday she does not want to lose her unemployment so she could not partner with me and start her own home based business. Maybe I’m just being stupid but that absolutely makes no sense to me! Does she really think that unemployment is going to be there forever?
The other problem is like so many others have already stated: The familiar I don’t have any money excuse! With my company your start up cost is only $399.00 and $39.95 per month after that. Now you get everything you need along with a web site for the $399.00 to hit the street running and the monthly fee of only $39.95 includes product which MSRP is valued at $69.95 alone! So we maintain their web site and double their monthly spending in just product alone. Wake up people! Sometimes I just want to reach into the telephone and shake them to see if they are really all there.
Ok, now I got that off my chest, do you have any suggestions? Other than say well ok, I understand how you feel however, based on what you just told me I do not feel this will be a good fit for you. I wish them well and get off the phone. (by the way, I’m not able to drive so I have to do everything over the computer and on the phone)
Do people really want help or are they just dreaming?
Absolutely true. If the prospect doesn’t have some sort of respect for you, you may as well forget it. The prospect is not buying your product, service or business, they are buying you. You have to set the stage before you start your presentation. Ask probing questions. Uncover what their motivation is before you start. Use active listening skills and repeat what they say. Don’t fake it. Be genuinely interested in what it is they are after.
Someone who listens,,,,,,really listens and picks up on the prospect’s hot buttons will gain the respect they need. It’s all about the propect. Make them the most important person in the room. Ask lots of questions. Uncover their motivation for meeting with you and dig deep. Don’t forget that an iceberg is
90 % under the water. What you see on the surface is only the tip of the iceberg. It’s our job to find out what is underneath the water. If someone says they want to make more money, that’s just the tip of the iceberg. By asking more questions you may find out that the guy just went bankrupt or he just split from his wife or he is looking after a sick mother or he just lost his job. This is the stuff that is underneath the water and if you can uncover that, in a respectful, caring way, the prospect will have no objections to your program.
I know I have a great prospect when I find out the answer to two questions.
1) What does the prospect fear the most
2) What does the prospect care about the most
Once I know the true answer to these two questions, I build my entire presentation around that and get the prospect to see how the business will help them avoid number 1 and get number 2. The prospect will say yes many times before we are finished because I ask them questions like,,,,can you see how this will…….(benefit) or can you see how this will (avoid something they don’t want).
When I’m done, there should be no objections.
Hi Randy
I don’t exactly where to point the subject, but, one of the most feed backs I recieve after presentations/training, is the fact that people feel I’m “Results oriented” instead of “Goals oriented”
By the end of the track, I feel the magnetism, but it’s extremly difficult to switch by myself, to the right way
Will appreciate your words
Thanks
G.
Hi Randy
I don’t exactly where to point the subject, but, one of the most feed backs I recieve after presentations/training, is the fact that people feel I’m “Results oriented” instead of “Goals oriented”
By the end of the track, I feel the magnetism, but it’s extremly difficult to switch by myself, to the right way
Will appreciate your words
Thanks
G.
Hi Randy
I don’t exactly where to point the subject, but, one of the most feed backs I recieve after presentations/training, is the fact that people feel I’m “Results oriented” instead of “Goals oriented”
By the end of the track, I feel the magnetism, but it’s extremly difficult to switch by myself, to the right way
Will appreciate your words
Thanks
G.
I think the “times are tough and I can’t spend the money” objection is pretty common.
i’d like to think that most people have a way to address it, because some variation is always at the top of the list!
I think the “times are tough and I can’t spend the money” objection is pretty common.
i’d like to think that most people have a way to address it, because some variation is always at the top of the list!
One more.
I can’t spend money ‘cos now is crisis!
One more.
I can’t spend money ‘cos now is crisis!
Hi Randy,
Thank you for all you do.
I think the scariest objections are the unspoken ones. You just can’t respond appropriately without actually knowing what the issue is. Maybe “I don’t have the money” is the universal answer, but it just can’t be the real objection. No one has ever had the money, will ever have the money or knows anybody with the money to start a Network Marketing business. However, if their car broke down they could find the cash to fix it! “I don’t have the money” is an excuse, not an objection. The objection is a deeper issue.
Where is Sigmund Freud when you need him?????
Hi Randy,
Thank you for all you do.
I think the scariest objections are the unspoken ones. You just can’t respond appropriately without actually knowing what the issue is. Maybe “I don’t have the money” is the universal answer, but it just can’t be the real objection. No one has ever had the money, will ever have the money or knows anybody with the money to start a Network Marketing business. However, if their car broke down they could find the cash to fix it! “I don’t have the money” is an excuse, not an objection. The objection is a deeper issue.
Where is Sigmund Freud when you need him?????
I guess the most common ones are:
1. I don’t have the money now.
2. The products are expensive.
3. Is this a pyramid thing?
4. I am not good at selling
5. I don’t have the time to do what you are doing?
6. I don’t know that many people
7. This is the same as (Put NM Company here). In this one they usually have a friend that tried it, and wasn´t successful so they base their case on that it is not easy. WHO SAYS IT IS SUPPOSED TO BE!! But at the same time its supposed to be easier. Its about expectations regarding time and money.
What I findf amusing is that most objections are exactly the reasons why they should do it! (Money, time, health, etc)
Federico
I guess the most common ones are:
1. I don’t have the money now.
2. The products are expensive.
3. Is this a pyramid thing?
4. I am not good at selling
5. I don’t have the time to do what you are doing?
6. I don’t know that many people
7. This is the same as (Put NM Company here). In this one they usually have a friend that tried it, and wasn´t successful so they base their case on that it is not easy. WHO SAYS IT IS SUPPOSED TO BE!! But at the same time its supposed to be easier. Its about expectations regarding time and money.
What I findf amusing is that most objections are exactly the reasons why they should do it! (Money, time, health, etc)
Federico
Unfortunately there are some new to network marketing that don’t have the attraction that some top leaders might have therefore you are going to get every objection you can imagine. You might have even had your sponsor drop out because he couldn’t see it through. If you can’t get through it yourself you have a problem. I find that the most important thing to focus on is building your knowledge in everything about network marketing, systems and ongoing education in your field. Then you will be seen as a leader that people will want to join without much problem.
For any objections though I suggest writing them down and don’t rely on anybody doing it for you. You have to get used to it and keep moving forward and don’t get discouraged. It takes time.
For example if you get “it’s to expensive”, as this is one of the major ones. You can find out if they even see value in your product. Ask them if they think they can build a business with it. If they think so see if you can revisit in a couple weeks. If they agree to revisit and don’t answer after the second call don’t waste your time on them. It’s your business and you can choose who would be best for your business and who would only waste your time. Let them know what unique skills you posses that separate you from everybody else. Your time is spent much better talking to the ones that are interested and getting access to those people because you can wind up wasting a lot of valuable time learning the business thus making it a lose, lose situation.
Don’t worry about making large amounts of quick money (this would be great though and it happens). Worry about building your team of leaders that will carry the business for years to come. Never try to fight objections because you will always loose – even if you think you have won.
Hope this helps.
Rick Salas
whyiloveagel.com
Unfortunately there are some new to network marketing that don’t have the attraction that some top leaders might have therefore you are going to get every objection you can imagine. You might have even had your sponsor drop out because he couldn’t see it through. If you can’t get through it yourself you have a problem. I find that the most important thing to focus on is building your knowledge in everything about network marketing, systems and ongoing education in your field. Then you will be seen as a leader that people will want to join without much problem.
For any objections though I suggest writing them down and don’t rely on anybody doing it for you. You have to get used to it and keep moving forward and don’t get discouraged. It takes time.
For example if you get “it’s to expensive”, as this is one of the major ones. You can find out if they even see value in your product. Ask them if they think they can build a business with it. If they think so see if you can revisit in a couple weeks. If they agree to revisit and don’t answer after the second call don’t waste your time on them. It’s your business and you can choose who would be best for your business and who would only waste your time. Let them know what unique skills you posses that separate you from everybody else. Your time is spent much better talking to the ones that are interested and getting access to those people because you can wind up wasting a lot of valuable time learning the business thus making it a lose, lose situation.
Don’t worry about making large amounts of quick money (this would be great though and it happens). Worry about building your team of leaders that will carry the business for years to come. Never try to fight objections because you will always loose – even if you think you have won.
Hope this helps.
Rick Salas
whyiloveagel.com
Money seems to be the biggest issue right now, here is what I’ve done to overcome the money issue.
Instead of asking them to buy when they have them interested I ask them if they have access to $500 in anywhere, a bank account, credit card, checking, parents or wherever. when they say yes I start filling out the paper work for them.
other lines you can use
always come down to there level!
I’ve been there to, I know the feeling and that’s why I thought of you, when I started out I didn’t have the money either. I plugged in to the training and made my money back the first couple of weeks
If you keep doing what your doing do you see yourself able to afford it next year? Most people will realize they will never have the money and need to do something else.
Try those, there are a bunch of other but them ones work for me.
Money seems to be the biggest issue right now, here is what I’ve done to overcome the money issue.
Instead of asking them to buy when they have them interested I ask them if they have access to $500 in anywhere, a bank account, credit card, checking, parents or wherever. when they say yes I start filling out the paper work for them.
other lines you can use
always come down to there level!
I’ve been there to, I know the feeling and that’s why I thought of you, when I started out I didn’t have the money either. I plugged in to the training and made my money back the first couple of weeks
If you keep doing what your doing do you see yourself able to afford it next year? Most people will realize they will never have the money and need to do something else.
Try those, there are a bunch of other but them ones work for me.
Hello Randy,
I believe that you said it in your request. How do we structure ourselves so we do NOT get the objections, but more of questions to answer.
I look forward to your replies.
Judith May
Florida
Hello Randy,
I believe that you said it in your request. How do we structure ourselves so we do NOT get the objections, but more of questions to answer.
I look forward to your replies.
Judith May
Florida
I think the money thing is not going to be as much of an issue as we all think. The recession is having the opposite effect than what you would expect. People are scared. People are looking. People are open to new ideas more now than ever before.
Network Marketing used to be lead with the product and look for the business builders through that process.
Now we should be leading with the opportunity! We are all in the same boat. We all have great products but that’s not what matters right now.
Show the prospect your economic stimulus plan for them that doesn’t involve a government bail-out! The plan doesn’t involve using great products,,,,,it involves making money fast!
People want to know,,,,,what exactly do I have to do to earn $ 3000 per month and how long will it take.
As Cuba Gooding Jr said,,,,,”show me the money”
I think the money thing is not going to be as much of an issue as we all think. The recession is having the opposite effect than what you would expect. People are scared. People are looking. People are open to new ideas more now than ever before.
Network Marketing used to be lead with the product and look for the business builders through that process.
Now we should be leading with the opportunity! We are all in the same boat. We all have great products but that’s not what matters right now.
Show the prospect your economic stimulus plan for them that doesn’t involve a government bail-out! The plan doesn’t involve using great products,,,,,it involves making money fast!
People want to know,,,,,what exactly do I have to do to earn $ 3000 per month and how long will it take.
As Cuba Gooding Jr said,,,,,”show me the money”
The less I say the more success I have. My companies tools do the work for me. I seldom get objections and if I do I refer to the relevant section in the business tools. My last enrollment into my business from an absolute cold market took me a total of 49 words. I counted them as I did the business on Skype.
I am getting…”How much are you making?” or “How long have you been doing it and how are you doing at it?”
And that’s hard to answer effectively when you are not really doing all that well…yet.
That is understandable that money makes people free. But what to do when one has no cash? The only one way is to get the personal loans or just term loan.
I whould like to shair with you about all the objecttion you have been
first ” you ask back to your PP every question once ”
second ” You have to said
the golden sentence…..
1.I known how you feel……
2.I felt the same way befor……..
3.but you known what i found ……..”
and Pls be close all job you will do….
Lady &Gentlemen ,Pls believe me It work al the time….
thaks
no time