One of the most common questions is how to handle
objections. Expect them, they will come
almost 100% of the time, so get comfortable with them.
There is a three step formula for handling them like a pro:
1. Validate the
objection.
2. Qualify their interest
3. Help them
1. Validate the Objection.
Many people will offer an objection that sounds legitimate, but it may not
be. They do this as a polite way to say
no or tell you they aren’t really interested, but they don’t want to hurt your
feelings, so they offer what sounds like
a legitimate objection or reason for not taking action or buying your product,
service or opportunity.
If they say, “I want
to think about it,” you’ll call them
a day or two later and they end up not taking your call or avoiding you. Now it feels like you’re chasing them and it
ends up damaging your relationship.
The objective of the Validation step is to show your
posture, and legitimately let them off the hook if they really don’t want to do
it! You are looking for a quick and honest no if they aren’t really interested
rather than an excuse that may not be real.
Here’s how to handle the objection, “ I don’t have the
money.” You validate their objection by
saying, “Hey John, I hear you and totally understand, but let me ask you a
question…”
2. Qualify Their Interest
Here’s the question you ask John to qualify his interest and
you are going to qualify it two times! “
Be totally honest with me. Is it really
that you don’t have the money, or are you just saying that as a polite way of
saying no? I’m cool either way because I
just want to help you. “
Now if John responds, “No, I just really don’t have the
money.” You want to qualify his interest.
“So John, do you really want to do this?” You’re letting him off the hook if he doesn’t
want to do it and you’re keeping your posture as a professional. Remember, the last thing you ever want to do
is to chase an uninterested person and attempt to convince him! Professionals sort, amateurs convince.
Then you ask John a second time, “Are you sure you really
want to do this?” You get him to tell
you twice that he really wants to do this and ask him why. He is now convincing you that he wants to do
this and in so-doing, he’s selling himself.
3. Help Him.
Now you offer a solution to help John. There are a couple of ways to do this by asking questions and offering a scenario. "John, who do you love the most in your life?" "If they were in jail for something they didn't do and you needed to come up with $500 to bail them out, would you get the money or let them stay in jail?" If John tells you he would find the money, you could say something like this, "John, you're in financial jail and we need to bail you out. If you're as serious as you just told me, let's bail you out and make you some money! Are you ready to get started?"
Another common objection is "I don't really have the time!" You will again do the three steps above and qualify his interest. You always want to do what's in his best interest not yours. Say something like this, "You know John, aside from the time, do you like the concept. Is this something you really want to do and could see yourself doing?" If he says, "Yes, I want to do this!" Then you respond by saying, "John, I don't need your time. I just need you to introduce me to people you know and let me put some paychecks in your pocket to get you some time freedom. Are you ready to get started?"
A more bold question to the "I don't have the time" objection is for you to ask this question, "How does that make you feel?" Let John get authentic with you and listen to himself explain why he needs a Plan B. Then you become a consultant. "John the reason you don't have time is because of decisions or circumstances that have happened. If you keep doing what you're doing, you'll keep getting what you're getting. If you don't do something now to give you more time freedom, what will change in the next year or two?" "If nothing, then let's get you started. OK?"
A third common objection is, "I want to think about it." The wrong approach is to ask, "What is it that you want to think about." That's confrontational and really doesn't uncover the real objection underlying their response. Again, validate, and qualify before proceeding.
If he reassures you two times that he really wants to do this, then proceed with this question, "John, if you do this, do you want to make a little bit of money or a lot?" "Let me offer some coaching advice and let me know if I'm wrong. People either succeed or fail in life because of the decisions they make, would you agree with that?" "The biggest hurdle that prevents the majority of people from achieving success and working for others is not that they don't have the opportunity, but they don't take the opportunity when it's offered. They put if off, and never get around to it." It's been my experience that people who think about it, never do it. So you either really don't want to do it, or you're making a mistake by not taking action to build your own success. So are you ready to get started?"
It's always good to quote someone else to help a person make the decision that's right for them. "Don't fear failure. Fear being in the exact same place next as you are today!" You ready to get started?"
There is a science to this process and it’s magic. Helping people overcome their limiting beliefs like time and money is where you start becoming a professional and a master rather than an amateur.
Do you want to know the fastest way to a 6-Figure Income in Network Marketing? Here's a free training from a 7-Figure Earner - Todd Falcone! CLICK HERE
Another common objection is "I don't really have the time!" You will again do the three steps above and qualify his interest. You always want to do what's in his best interest not yours. Say something like this, "You know John, aside from the time, do you like the concept. Is this something you really want to do and could see yourself doing?" If he says, "Yes, I want to do this!" Then you respond by saying, "John, I don't need your time. I just need you to introduce me to people you know and let me put some paychecks in your pocket to get you some time freedom. Are you ready to get started?"
A more bold question to the "I don't have the time" objection is for you to ask this question, "How does that make you feel?" Let John get authentic with you and listen to himself explain why he needs a Plan B. Then you become a consultant. "John the reason you don't have time is because of decisions or circumstances that have happened. If you keep doing what you're doing, you'll keep getting what you're getting. If you don't do something now to give you more time freedom, what will change in the next year or two?" "If nothing, then let's get you started. OK?"
A third common objection is, "I want to think about it." The wrong approach is to ask, "What is it that you want to think about." That's confrontational and really doesn't uncover the real objection underlying their response. Again, validate, and qualify before proceeding.
If he reassures you two times that he really wants to do this, then proceed with this question, "John, if you do this, do you want to make a little bit of money or a lot?" "Let me offer some coaching advice and let me know if I'm wrong. People either succeed or fail in life because of the decisions they make, would you agree with that?" "The biggest hurdle that prevents the majority of people from achieving success and working for others is not that they don't have the opportunity, but they don't take the opportunity when it's offered. They put if off, and never get around to it." It's been my experience that people who think about it, never do it. So you either really don't want to do it, or you're making a mistake by not taking action to build your own success. So are you ready to get started?"
It's always good to quote someone else to help a person make the decision that's right for them. "Don't fear failure. Fear being in the exact same place next as you are today!" You ready to get started?"
There is a science to this process and it’s magic. Helping people overcome their limiting beliefs like time and money is where you start becoming a professional and a master rather than an amateur.
Do you want to know the fastest way to a 6-Figure Income in Network Marketing? Here's a free training from a 7-Figure Earner - Todd Falcone! CLICK HERE
