Do you fear the objection handling phase of the selling process? What do you say when someone raises a common objection such as, “I don’t have the money,” “I need to think about it,” or “I don’t have the time.”?

One of the biggest challenges I see sales professionals and network marketers face is what to do when they hear these common but dreaded sales objections.

We know that at the end of a sales presentation the prospect is going to say one of four possible things:

1. “I am ready to sign up.”
2. “I have some questions.”
3. “I am not interested.”
4. “I don’t have time”, or “I need to think about it”, or “I don’t have the money.”

Prediction is a form of power. Because we know what they are going to say, the key is to prepare a powerful, persuasive response that will overcome their objection and move them to buy.

Persuasion is about leading and moving people to take action. If you analyze great network marketing leaders, you will find that they are great at moving others to take action.

At the end of your presentation you are going to ask your prospect to take action and that is when the objection handling phase typically begins. They may say “I don’t have the money”, “I need to think about it”, or “I don’t have the time.”

When you ask the prospect to take action, I want you to imagine that you are giving them a hot potato. When they give you an objection, such as, “I don’t have the money”, “I need to think about it”, or “I don’t have the time”, they are giving you the hot potato back to you.

What do you do next? You need to give it right back to them! Here are some ways to do that.

If the prospect says to you, “I need to think about it”, you can say:

1. Tell me more about that.
2. Other than thinking about it, is there anything else preventing you from moving forward today?
3. Other than thinking about it, I am sure that you have some other concerns. Can share with me your other concerns?

If the prospect raises the objection, “I need to check with my spouse”, you can say:

1. What would you do if your spouse says no?
2. Other than checking with your spouse, is there anything else preventing you from moving forward today?
3. If the decision were up to you would you move forward today?
4. On a scale of 1-10, how motivated are you to get started today?

Instead of you having the hot potato, you have given the hot potato back to your prospect. The prospect now needs to respond back to you, but they are probably not ready to take action yet.

At this point, your next step should be to tell them a story and then ask them to take action again. The objection handling process is like a dance. After you ask them to take action the first time they raise an objection or concern. You respond to the concern and they raise another concern or objection. You respond to this objection with a story and then ask them to take action again.

When you are handling objections, you want to tell a very specific type of story. You want to share a story of someone in a similar situation so the prospect can relate to the story. A great example is a story about someone who had the same concern they did.

For example, if the prospect tells you they don’t have the money, tell them a true story of someone else who didn’t have the money either. Then tell how that person found the money to move forward and now they are financially free because they did.

After you tell the story, ask the prospect to take action. For example, you might say “Based on what you have shared with me so far I really believe getting involved with our company could help you achieve your dreams. What do you say we give it a try?”

This is important. After you say this, be silent until the prospect makes a decision. At the end of each presentation, you want the prospect to make a decision. It’s OK if the prospect says no. A YES is a lot better.

Bottom line? – By using the above sales script techniques you no longer have to fear objection handling. Visit my sales training blog for more sales strategies and tips.

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