Overcoming Objections by Edgar Mojica

Edgar Mojica

As you build your business, you will most certainly encounter some objections.

Being prepared for them is one of the primary keys to success in dealing with them. In other words, you don’t want to be surprised when you hear them.

Success Tip: Do not take objections personally.

Another key is to understand why your prospect is voicing a particular objection. Often, what they say – is not actually the true objection. Finally, being prepared with a method of handling objections will be instrumental to your success.

Important Note: There is no one method that works perfectly for everyone. This article contains some powerful information to assist you in finding the method that works best for you. Be creative and develop your method!

6 Steps to Handling Objects:

1. Hear them out: When someone is taking the time to voice to you what is bothering them or their concern, take the time to listen. Don’t jump the gun and try to address every concern they bring up immediately when they bring it up. Give them time and encourage them to tell you the whole story behind their concern and all their concerns.

2. Deliver it back: By rephrasing the concern(s), you are essentially asking for more information and confirming you have the concern correct. You want to be certain you understand the real concern. In doing this, you are asking your prospect to trust you.

3. Question it: Your tact comes into play on this step. How you ask this question is critical. If the prospect objects to the way you are asking the question, you could offend or lose them. Your intention here is to clarify the objection. Confirm you understand. And, most importantly, often when a prospect hears the objection coming from someone else, they may realize it is not really an objection after all. Ask the question, gently!

4. Answer it: Once you are sure you understand the true nature of the concern(s), you can address the concern with confidence.

5. Confirm your answer: After you have answered the question, make sure you take a moment to confirm that your prospect has heard your answer and accepts it. Super important! If you do not complete this step, it is possible that your prospect will raise this concern again later on. You can confirm your answer by simply using a statement. If for some reason your answer is not acceptable, this is where you will find out.

6. Transition: The objection is handled and now you need to transition back into your presentation/conversation. Know these three words: by the way. These three words are extremely useful to change gears and move on to the next topic or get back on track with your conversation. You need to take some type of action that signals you are moving forward. And, if they are not yet ready, they will let you know.

Every network marketer who is successful at selling his or her product and recruiting others quickly learns to overcome an objection by turning it to the customer’s advantage. The key to overcoming objections lies first in understanding why the prospect objects.

Here are some common objections:

The prospect wants to say yes, but has limited funds. Basically, he/she wants you to show them why they should spend their money for this. When it comes to recruits, watch for signs of fear. Take steps to reassure your prospect that they can recover the investment quickly. Most companies have a generous buyback policy if people find the business is not for them. Point out the company’s buyback policy and product benefits.

The prospect doesn’t understand what you’re saying. Often the person doesn’t want to appear ignorant and therefore gives a negative response. Never assume a prospect understands everything, regardless of the person’s background in business. Ask your prospects frequently if you’re explaining things clearly. (And, most importantly, do not get caught up in presenting everything. Let your tools and resources handle this part.)

The prospect has a difficult time making decisions, large or small. You have to help them decide. Help them see the benefits of a home business. Use your story or the story of your upline as inspiration.

The prospect is doubtful they can be successful in the business. Reassure them. The objection is really a question. Your prospect wants more information. Send them back to the Marketing Site to get more information. Use an opportunity call. Use a 3-Way Call or other resource.

Something you’ve said or done has offended the prospect. There is no obvious way to overcome this emotionally based objection.

As we mentioned earlier, there are many methods to handling objections and no one method fits all. Use the information in this document (and your experience) to develop the method that works best for you. Here is another 4 Step Method.

Another 4 Step Method for Handling Objections:

1. Add information. Start by telling the prospect: “I’m glad to hear you say that. I know exactly what you mean,” or “Thank you for bringing that up; it’s a good point. In fact, many people who have taken advantage of my company’s opportunity have had that same thought.” Then present the information that addresses the perceived problem.

2. Treat an objection as a question. For example, if the objection is one of delay, say, “Yes, I understand your point, but the question is whether this is the right time to join my company, correct?” Or, if the prospect claims he can’t afford it, reply, “That’s an intelligent approach. You’re wondering if you can handle this investment without upsetting your budget, aren’t you?”

3. Find out if the voiced objection is the only one. This is important! Ask: “That’s a good point to consider. Your question is whether this is the smart thing to do right now, isn’t it?” When they reply it is, follow up with: “Well, you do like the opportunity, don’t you? If you were sure cost wouldn’t present a problem, would there be no other objections?” Basically, you need to ask the prospect, “If you could satisfy yourself on this one point, you wouldn’t have any objection to starting immediately, would you?”

4. Use the same line of reasoning as the prospect’s objections. Agree entirely with the prospect. For example, say: “Mr. Prospect, you are so right! You can’t keep taking on additional obligations forever. But really, this opportunity doesn’t add obligations–it helps you remove them! Here, let me show you how it can.”

Some Habits to Avoid

1. Make sure you understand the objection. Many prospects get lost when you sum up the objection too quickly and you don’t hear the prospect’s entire objection.

2. Don’t interrupt or try and anticipate what the person is trying to say. You’ll probably misunderstand and offend the prospect. The person will be much more relaxed and receptive if you let him finish the question.

3. If possible, delay confronting a prospect’s objection until you’ve completed addressing the current point you are addressing. However, don’t appear to avoid the question entirely (“Mr. Jones, that’s a good point. I’ll answer that in just a minute, OK?”). It is important to handle one issue at a time and keep the flow of the call.

4. Don’t place undue emphasis on any objection. It may simply be a question. Always ask a qualifying or clarifying question to make sure you got it right.

5. Never treat any objection as an unjustified question, either by facial, vocal or body expression.

6. When answering an objection, avoid an argument by using such phrases as “I suggest” and “as you know” or “consider this.”

As you build your business, you will most certainly encounter some objections. Being prepared for them is one of the primary keys to success in dealing with them. In other words, you don’t want to be surprised when you hear them.

Success Tip: Do not take objections personally.

Another key is to understand why your prospect is voicing a particular objection. Often, what they say – is not actually the true objection. Finally, being prepared with a method of handling objections will be instrumental to your success.

Important Note: There is no one method that works perfectly for everyone. This article contains some powerful information to assist you in finding the method that works best for you. Be creative and develop your method!

6 Steps to Handling Objects:

1. Hear them out: When someone is taking the time to voice to you what is bothering them or their concern, take the time to listen. Don’t jump the gun and try to address every concern they bring up immediately when they bring it up. Give them time and encourage them to tell you the whole story behind their concern and all their concerns.

2. Deliver it back: By rephrasing the concern(s), you are essentially asking for more information and confirming you have the concern correct. You want to be certain you understand the real concern. In doing this, you are asking your prospect to trust you.

3. Question it: Your tact comes into play on this step. How you ask this question is critical. If the prospect objects to the way you are asking the question, you could offend or lose them. Your intention here is to clarify the objection. Confirm you understand. And, most importantly, often when a prospect hears the objection coming from someone else, they may realize it is not really an objection after all. Ask the question, gently!

4. Answer it: Once you are sure you understand the true nature of the concern(s), you can address the concern with confidence.

5. Confirm your answer: After you have answered the question, make sure you take a moment to confirm that your prospect has heard your answer and accepts it. Super important! If you do not complete this step, it is possible that your prospect will raise this concern again later on. You can confirm your answer by simply using a statement. If for some reason your answer is not acceptable, this is where you will find out.

6. Transition: The objection is handled and now you need to transition back into your presentation/conversation. Know these three words: by the way. These three words are extremely useful to change gears and move on to the next topic or get back on track with your conversation. You need to take some type of action that signals you are moving forward. And, if they are not yet ready, they will let you know.

Every network marketer who is successful at selling his or her product and recruiting others quickly learns to overcome an objection by turning it to the customer’s advantage. The key to overcoming objections lies first in understanding why the prospect objects.

Making sure to recognize the true meaning of an objection is a primary factor that leads to success in this industry.

Making sure to recognize the true meaning of an objection is a primary factor that leads to success in this industry.

Edgar Mojica
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