Some networkers dread objections. That’s the wrong attitude! You should welcome objections (strange as it may seem) because, as long as the prospect is raising objections, she is interested in the product and networking. What she is really saying is: ‘If you can show me my objection is unfounded, I’ll join.’ And that’s a much better situation than the customer who simply walks away and is not interested.
Also, a question is not necessarily an objection. It can be a sincere desire to know more; a sign of interest.
Often the prospect has doubts and uncertainties about network marketing or the value of the products you are selling. She may genuinely need time to think it over because the whole concept is new. An objection means that you have not really sold the prospect the idea of network marketing. You have not dispelled the fear that she is making the wrong decision and that the benefits you promise will not materialise.
The most common objections
Objections tend to be either linked to the opportunity or linked to the product.
Objections linked to the opportunity
These objections tend to fall into four categories: value, time, domestic reason and self-confidence. Typical examples are:
- Value: ‘I just don’t think it’s worth the effort.’
- Time: ‘Look, I have four small children and a busy household.’
- Domestic reasons: ‘My husband wouldn’t like it.’
- Self-confidence: ‘I don’t think I could sell anything.’
Objections linked to the product
These objections tend to fall into five categories: price, product quality, availability, reputation and service objections. Typical examples are:
- Price: ‘I’m sure I can get this product cheaper elsewhere.’
- Product quality: ‘I’m not sure if this will last. I need something a little more robust.’
- Availability: ‘If I can’t get it this week, I don’t want it.’
- Reputation: ‘I’ve never heard of your company.’
- Service: ‘Why should I give you more business? Your last order wasn’t on time.’
When you receive an objection, try to work out what emotion underpins it. Here are some typical objections with suggested responses. The emotional subtext is given in brackets.
- ‘I don’t have the time…’ (Translation: This isn’t a high priority in my life.)
- ‘I understand your concern, Mrs Jones. When you make a lot of money, you can have more free time. You do not do all the work. You build a team; a network of people who make money for you. Most of our successful net- workers are very busy people, but they have a vision. By being busy now, they create quality free time later. If you don’t have much time now, that’s why you should take up network marketing.’
- ‘I’m not the type…’ (Translation: I’m interested, but scared.)
- ‘The wonderful thing about network marketing is that it suits everyone. Our results prove that. In the beginning, I’ll be with you all the way, so it’s a team thing. Give me six names and together we’ll get your network cracking.’
- ‘I’d like to think it over…’ (Translation: I’m not sure. Convince me!)
- ‘Mrs Jones, it makes sense to think it through carefully as many others have. I respect that. There must be something that is worrying you. What is it? Is something unclear to you?’
- ‘Your prices are high…’ (Translation: Are customers getting value for money?)
- ‘Our business is growing rapidly. If our prices were too high, the products wouldn’t sell, would they? Besides, which would you prefer, the best or the cheapest solution?’ (Thereafter talk quality and value.)
- ‘I’ve never sold before…’ (Translation: I have no confidence I can do it.)
- ‘You know, the amazing thing is that you can. Remember that terrific film you saw, book you read or holiday resort you raved about to your friends? They wanted to share your experience, see the film, read the book or visit that holiday resort. You sold them! See?’
- ‘I don’t think I could get a network going.’ (Translation: Help!)
- ‘Many people think they cannot. It’s a natural feeling. The good news is that we show you how to build a network and help you all the way. Here, give me the name of a friend of yours and we’ll go round and see her together. You’ll soon discover how easy it is.
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Posted by: eric
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