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
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DESCRIPTION Dedicated to improving the professionalism of all Multi-Level & Network Marketing (MLM) companies and their Independent Agents with particular emphasis on the best and most exciting one: XTREME HEALTH FORMULAS Manufacturers of ENERGY PLUS & ENERGY LITE an all day equivalent energy drink in a one a day capsule. ENERGY is an Ephedra free herbal capsule formula that actually works and safely increases Energy, Stamina, Metabolism, Appetite control and Weight loss. ENERGY is considerably less costly than the clumsy drinks and has no sugar and no calories. The income For Independent Distributors that follow a simple, short step-by-step plan that quickly teaches others how to solve their problems is substantial. The distributor works at his own pace and may make a few hundred a month or decide to fire the boss. The price to join my team is $119.95. For this you received: *an upline Mentor (Me) who will be constantly available to help you. *a Jump Start Distributor Kit containing: Books and CD's by famous authors, helpful literature, and more product then you paid for. *Your private website such as: http://keytosuccess.tryxhf.com/ A back office that keeps track of everything in your business. *a shopping cart. *on line training and outstanding conference call training. *the ability to start immediately upon enrolling and to receive your first check next week. *the potential to achieve permanent financial success. *a variety of other benefits. I am an Independent Agent and am solely responsible for the content of this Blog. I believe only the uninformed buy Leads so I have several other MLM programs here that not only generate leads but they make a profit for us at the same time. If you feel you would like to solve your financial problems while helping others please call me to see if we are compatible to work together. Bob Hager (559) 298-6906
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Overcoming Objections-You Can't
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