OVERCOMING OBJECTIONS:
Most sales stringers teach salespeople how to overcome objections. They say, "If the prospect says this then you respond with this." The problem is the prospect does not often follow the script.

Reality is you cannot overcome objections. You may minimize them in the prospect's mind so they become unimportant. You do this by turning the objection into a question and then answering the question.

If you do it the way the average sales educator tells you to do it the interview becomes a contest between you and the prospect.

The prospect brings up an objection and you answer it. That starts the contest. You say or think, "OK, I answered that one now how about throwing me another one."

PROSPECT: "I never take pills or capsules."
YOU: "I understand, others have told me the same thing. In your opinion do you feel you would like something to help you safely increase your energy, stamina, and weight loss?"

Words are important! Never use the word "think". People do not buy logically. They buy emotionally only. Always use the first part of the sentence above with the words "feel" and "opinion" in it. No one ever asked anyone's opinion. Everyone has an opinion on practically everything even if they know nothing about the subject. Most people will respond favorably to you with this type of question even if they do not buy. You never want to burn a bridge. You always leave the prospect with a good feeling about you and your company.

As you gain experience you'll find that there are only about 10 objections that people can raise. Figure out how to change those objections into questions. It takes a little effort but it will pay off handsomely or beautifully depending upon your gender.

My sales course, (persuasive speech) has three sessions on objections. My problem is that I cannot figure out how to briefly put them into the Blog. There is too much that leads up to those sessions. I am still working on that problem.
Bob

HANDLING OBJECTIONS:

If you want to master sponsoring, you must become a master at handling objections! The bad news is that most networkers don't have a clue how to handle objections or even what they are!

Most networkers are disappointed and scared when prospects they thought were going to join raised objections. They think "oh great, I thought for sure this gal was going to join!"

That is before they realized that almost EVERY serious prospect will have objections prior to signing up. it's just part of the process. The trick is how YOU handle them.

Objections are a GOOD thing!
THEY ARE A SIGN THAT YOUR PROSPECT IS THINKING SERIOUSLY ABOUT YOUR OPPORTUNITY and is listening to you.

They're either:
*Your prospects way of "slowing down" the process so as not to make a mistake and jump into something they don't understand.
OR
*A test. That's right, experienced networkers and/or savvy prospects will sometimes launch objections at you to see how you handle them and how well you do it.

Why? Because they know they'll be ask questions too, and they're interested in one of several things:
*Are there good answers for those questions?
*DO YOU know what you're doing?









































































? Can you answer the hard questions?
*Are you the type of person who's going to be able to help them get to where they want to go?

Don't be concerned with the number of objections listed here. Most prospects only have three objections and few have five.

Most sales educators tell you how to overcome objections. Realize you can not overcome them. Objections are just questions in the customer's mind. You can minimize them but you can not overcome them.

Think of the last new car, house, or some other expensive thing you purchased. You probably had some objections. Perhaps the color was wrong. It did not have all the accessories you want it or it had too many. Some of the rooms were too small. There was not enough closet space. Most people have three objections to whatever they buy but they buy it anyway after the objections are minimized in their mind.

This category has samples of common objections and commentary on what to say or not to say and WHY, along with how to say it in order to minimize them and collect a, "YES" or "NO" decision from ANY prospect!

If you have a difficult time remembering things, write each objection and its answer on a card and lay them out on your desk before you call. When you receive an objection go to the appropriate card, glance at it, and give the answer to the prospect. You should have practiced long enough so that you do not sound like you are reading something. As you gain experience you will find you can dispense with the cards.
Bob

what kind of training is available?
(This is a great objection because it means you have someone that is interested.)
YOU: " We have:
*flash presentations on your personal web site.
*"after dark". A link on your web site that teach you up to date on company business and events.
*access to experience members of your upline.
*Conference calls every week with successful Independent agents. Keith Struxness, our CEO often takes part as do other company executives.
*national meetings and conventions with qualified speakers.
*Bob Hager's Blog:
bobhager711.eponym.com
Bob's Blog is dedicated to increasing the professionalism of everyone in every multi-level marketing company. His idea is the more professionals with integrity there are, the easier it will be for everyone in the industry.
Bob

I do not know if my wife will let me do it.
Ah, my favorite. I love this one. I'm always amazed whenever I hear words like these come out of someone's mouth. So, hang on to your hat. Here's THE reply:

YOU: "John, let me ask you a question. Did your wife give you permission to stay in a job that's keeping you broke?"

I love it! This is fun, and you know something, it works! When you say it though, you have to be PERFECTLY SILENT afterwards and not say anything till they respond. I've had prospects where I get stone cold silence in return for about 10 seconds which feels a lot longer and then a sigh on the other end of the line and a voice that quietly says: "you're right. let's do it. " GOT TO LOVE IT! Other times, people say, "Yeah, I know, you're right. I still got to ask her. " These are generally not the people I want in my business anyway so I'll usually just take it away and tell them.
YOU: "That's ok Dave. I'm really only interested in working with people who are driven, decisive and serious about achieving their dream. That's doesn't sound like you so I'm going to go ahead and let you go".

Now it's do or die time. If they come back with, "no wait." and make a decision, I'll probably sponsor them. Otherwise, I simply hang up and move on.
Bob

Can you guarantee me that I will make money?
YOU: "Nope. I can guarantee you that if you keep on doing what you have been doing for the last five years then five years from now you will be in exactly the same financial position you are in now. Dave, we you are in my position would you guarantee anyone they would make money?"

Again, you're being honest and you're pointing out something people often fail to consider: that there is RISK in doing nothing as well. The risk that if they "do nothing", then nothing will change. The right people will not want to risk doing nothing. THOSE are the people you want to be working with!
Bob

it sounds great but I really do not want to have to sell.
You: "I understand. Others have told me the same thing. If you ask most people if they like to sell the answer almost always will be, "no". That is why we are lucky not to be in the selling business. We are in the information giving business and we are in the leader building business. We allow people to decide for themselves if they want to become involved in multi-level marketing and achieve their dream. Have you noticed me making a big selling effort here?"
Bob

I still do not like doing it.
YOU: "John, do you think I am a crook?"
If he answers yes to that question do you think it might be possible you did not build a great relationship with him?

You will be astonished at the comments that are positive about you after you asked this question.

"I just do not like giving my private information out.
YOU: "that makes sense but we do it all the time. You give your credit card to 17 year old kids behind a counter all the time and they even have access to your three digit security code on it. There are a multitude of forms in which you have to give your Social Security number. Sometimes you have to give your drivers license to someone and they have access to all the personal information on that. It is unfortunate but that is the way of the modern world.
Bob

I have to try the product first.
This is a beginners error.. And tell people that straight out.

YOU: "Actually Dave, you don't.. that's a beginners error a lot of people make in our industry and I'm telling you so you don't make it whatever business you end up joining.

Here's why I say that: If you stop and think about it, I believe you'll agree that you already know our product works and our service is great. If it didn't, we wouldn't have experienced the kind of growth we have. Success like our company has experienced is a CLUE that something is working. Ultimately, it's not about YOU.
It's about others. Dave, you may get no noticeable result whatsoever with our product, but I guarantee you if you share it with a few people you trust to give you honest opinions and they come back to you with "WOW Dave, this is incredible --it's changed my life, I want more", then Dave you'll be all over this and recommending it to everyone you know

having seen the results in people you care about. So with that said, why don't we go ahead and get you started?"

This is a powerful approach, not only to handling this particular objection but to working with prospects in general. That's because it positions you as a coach
Exactly what they need in an upline. It also gives you INSTANT credibility, and really cranks up your "attraction factor" which can substantially increase your sponsoring results.

ALTERNATIVE RESPONSE:
"I have to try it before I can offer it to anyone."
That question is one an untrained amateur always brings up. Certainly they don't need to try it first. "

(If you lose them on this question then they are not coachable and you don't want them anyway.)

YOU: " You already know our product works for if not we would not be experiencing the kind of growth we are having. The
Success of our company is proof that the product is working and another proof of that is the very high percentage of reorders we have every month.
It's possible you may get no noticeable results from ENERGY PLUS or LITE at The beginning and maybe never. That is not likely that it is possible. When you share the product with others many will come back with positive feedback and many will tell you it is changing their life. You will see the results in people you care about.

Assume you a selling battleships, 747's, locomotives, cats cans, surgery equipment, or multitudes of other things that you can not use yourself. Would you insist on learning how to use them all yourself or would you take the companies word for it?"

The initial question should not be if it works for you. It should be if it works for your customers."
Bob

I have to try the product first.
This is a beginners error.. And tell people that straight out. Best Response:
YOU: "Actually Dave, you don't.. that's a beginners error a lot of people make in our industry and I'm telling you so you don't make it whatever business you end up joining.

Here's why I say that: If you stop and think about it, I believe you'll agree that you already know our product works and our service is great. If it didn't, we wouldn't have experienced the kind of growth we have. Success like our company has experienced is a CLUE that something is working. Ultimately, it's not about YOU.
It's about others.

Dave, you may get no noticeable result whatsoever with our product, but I guarantee you if you share it with a few people you trust to give you honest opinions and they come back to you with "WOW Dave, this is incredible --it's changed my life, I want more", then Dave you'll be all over this and recommending it to everyone you know having seen the results in people you care about. So with that said, why don't we go ahead and get you started?"

This is a powerful approach, not only to handling this particular objection but to working with prospects in general. That's because it positions you as a coach
Exactly what they need in an upline. It also gives you INSTANT credibility, and really cranks up your "attraction factor" which can substantially increase your sponsoring results.

ALTERNATIVE RESPONSE:
"I have to try it before I can offer it to anyone."
That question is one an untrained amateur always brings up. Certainly they don't need to try it first. "

(If you lose them on this question then they are not coachable and you don't want them anyway.)

YOU: " You already know our product works for if not we would not be experiencing the kind of growth we are having. The Success of our company is proof that the product is working and another proof of that is the very high percentage of reorders we have every month.

It's possible you may get no noticeable results from ENERGY PLUS or Lite. That'snotlikely buit is possible. When you share the product with others many will come back with positive feedback and many will tell you it is changing their life. You will see the results in people you care about.

Assume you a selling battleships, 747's, locomotives, cats cans, surgery equipment, or multitudes of other things that you can not use yourself. Would you insist on learning how to use them all yourself or would you take the companies word for it?"

The initial question should not be if it works for you. It should be if it works for your customers."
Bob

How much will I make?
YOU: "I don't know. What you make is ultimately up to you. I don't know you well enough to know if you will make a dime. You may go on to huge success or you may not make a dime. There is risk in every business. There is considerably less risk and this business then and any other business when you consider the minimal investment to start your own million dollar company in league with a very successful company with a very popular product. What we are offering isn't a guarantee, it's an opportunity. If you're looking for a "sure thing", then your not cut out to be an entrepreneur in any network marketing company. All businesses have risk attached. "

Tell them that. Note that practically everyone else they have talked to has probably told them they will make a fortune and it is all very easy. People respect honesty, so be honest.
Bob

I have to believe in the product in order to sell it."
YOU: "You will believe in it once you see the results in your customers."
Bob