Rejection and Overcoming Objections in Building Your Business.
Here as a refresher is the four main objections:
#1. Lack of money
#2. Lack of time
#3. Don’t like network marketing
#4. I am not a salesperson
Now what you have to do is understand what it is they are actually saying when they make those statements. If you can do that you will gain a glimpse inside and be able to provide a solution. The next step is to listen closely, as an example when a person states they lack the money or cannot afford it, they might be saying show me how I can make money doing this. When you hear one of the objections above consider the 4 options below of what might they might actually be saying.
What they Really Saying.
#1. Show me how I can make money
#2Â Explain to me how I can fit this into my busy schedule with everything I’m already doing
#3. Explain how this is different than what I’ve always heard
#4. Tell me I can do this
Now more than likely at one time you probably felt the same way as they did to some degree. If you look at the objections, you can really see that most people are just asking for you to show them how it can be different.
Here is how you might respond, there are actually three ways I suggest you respond when you get an objection.
#1. When you are sharing with someone and they raise an objection, what you want to do is ask them what do you mean exactly by that? You want them to explain what they mean, this also gives you time to respond, this also helps you to be able to zero in on what might be the real issue.
#2. The second way to respond to an objection is to say no doubt you have a good reason for saying that. Is it okay if I ask what your reason is?
#3. The third way to respond to an objection is to express empathy with them or to say I understand how you feel. But what you need to do is make sure that you’re being completely and totally honest if you can relate to what they’re saying. If you have felt that way let them know that, you could say to them I felt the same way at one time. Now if you haven’t, what you would want to say, is others have felt that same way as well but this is what they discovered.
As you practice this over and over what you are learning to do is to disarm people. The amazing thing about it is that most people want you to disarm them. What a lot of people will do is test you by their response to see if you are committed yourself, and if you are honest. I remember years ago when I was out on a sales call and this guy obviously was very sharp, he asked me a question, and I told him that I was not sure of the answer but would find out what it was and get back with him. He laughed and said that would not be necessary, he already knew the answer but wanted to know if I was going to shoot straight with him or try and blow smoke. He became my customer by the end of our meeting. People are looking for solutions, but they are also looking for people they believe they can like and trust.
How about the objection of not enough time
Again what you want to do is have empathy toward them. When you hear the time objection, what you need to say something similar to this; if I understand you correctly you really get what’s going on here and would like to be able to do it, but there seems to be an issue of fitting it into your already busy schedule. Would you say that’s correct?
At this point, you can share with them the when you got started time was an issue for you as well. However, you know what I began to realize was that if I didn’t do something different, I would never be able to find the time to do the things that I wanted to do. Now they understand that you’re on their side, you understand you’ve been there. There is built-in to this business a way for each of us to find the time we need. I ‘ll be happy to show you what was shown to me, once we have done that, will you be ready to get started?
How about the objection but I’m not a salesperson?
So just so I’m clear and understand you correctly, you really do get what’s going on here and even like the idea of being able to do it. However, you’re afraid or concerned that you might not have the skills to do it, would that be correct? What if we could show you a way to build your business, but it wasn’t so much about sales or salesmanship but more about your why. Your why is the reason you are motivated to make this happen. When you really understand your why, you will figure out how to make it happen. In a lot of instances, it is just sharing your excitement and enthusiasm, and being willing to help others.
What about the objection I don’t have the money
Again, if I understand you correctly, you really do get what’s going on here and would love to do it, but you’re not sure you have the funds to invest, would you say that’s right? Now what if you could use a combination of credit cards to do this, would that help? What if there was a way that you could have the money to pay that credit card bill when it came due, if that were the case would you be ready to move forward?
What about the objection I don’t like network marketing
It’s obvious you have a good reason for saying that. Do you mind if I ask what that is? Have you had a home-based business before or been involved in network marketing? Find out what their experience was, an if possible why that was the experience they had. Again keep in mind this not only has to do with your mindset, but it has to do with the mindset of the person you are talking to. Maybe they have tried network marketing before and didn’t have very good results. The truth is most people don’t but here’s the difference, just because you fall off your bicycle while you are learning to ride, do you stop trying? I’m sure the answer is no you didn’t quit. I’m here to tell you that if you won’t quit in network marketing you will get there, you will find success. The only people that don’t attain success in network marketing or anything else, for that matter, is those that quit. Winners never quit and quitters never win. Make that your attitude, adapt that mindset, and when do you, there will not be anything or anyone that can keep you from obtaining your success.
These are all possible solutions to the 4 main objections you will hear and they will help if you implement them. An easier and better solution is to invite people to Own Your Channel, a social network for entrepreneurs. The social network is free to join or one can choose to participate for $9Â a month. Own Your Channel is what we believe to be the future of Network Marketing.
