One of the most daunting parts of our job in network marketing is handling objections.
For a beginner, these objections can sometimes compromise confidence, and hamper motivation.
But as you gain confidence in yourself and what you are doing, you learn to love objections for the value they provide you.
Most importantly, they help you to get to know your prospects.
This helps you to build rapport, and the essential Know-Like-and-Trust.
It also shows your prospect how much belief YOU have in what you are doing!
Handling Objections
How you are handling objections will show your prospects whether or not you honor and fully appreciate and respect their fears and concerns.
- The first thing you have to remember is to remain calm and not change your demeanor or go on the defensive. Stay grounded in your own belief!
- And then just listen, without interrupting.
- When they have described their objection, you might think how you may have experienced this same fear at one time yourself, and validate their fear by telling them that you felt that same way at one time.
- Then, by asking a few questions to better determine the source of those fears, you can get at some surprisingly simple answers (like their realizing on their own that their fears were unfounded!)
Handling Objections; Staying Calm
By staying calm in your own conviction, you present an air of confidence that puts your prospect at ease.
If you focus on listening, and not defending, you maintain control of the conversation through a foundation of calm demeanor and confidence.
If you go on the defensive, you will have lost them altogether!
Finally, by asking a few questions you allow your prospect to resolve the fear by themselves.
Once you have accomplished the listening, validation and acceptance of their objections, you will detect a change in their posture and energy to the positive.
Any time you go on the defensive, you will notice the energy change to the negative!
Once they see that you are confident and have recognized and honored their objections, their position will often relax.
Handling Objections Caused by Fear
And by listening and validating their fears, you let them know that you have heard their objections and respect them.
Often someone’s initial reaction is based in fear, which is often irrational.
The fear of success or failure, or of something not real, it is up to us to get to the bottom of those fears and concerns.
This is where key questions come in. Often part of the questions may be to get a their true desires, which becomes their ‘Why’.
Handle objections effectively can mean the difference between failure and success.
These aspects of handling objections are very related to my Three Top Sponsoring Tips, including some of the same considerations.
And for some powerful free training from industry leaders, stay tuned in to the free Wednesday webinars at MLSP!
But keeping in mind the two primary keys to handling objections, staying calm and listening, just look for that energy level to change.
When a person begin to relax (once they feel that we completely understand and honor their objections), then we’ve accomplished the most challenging and important part to handling objections!
My first instinct towards an objection surely is the typical overreaction, everyone strongly believes to be the best possible human being in the world and his ideas are the best possible solution to every problem, it kinda is part of the human psychology. But with time and experience you kinda learn that the key to success is to be open to objections and changes.
Even though I *strongly* believe the creative process starts with an individual and his vision, I also think perfecting that vision and shaping it into reality is a cooperative process: you can’t be a monolith and force others into your mindset, being open minded will improve yourself as well.
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Absolutely Gabriele! Thanks for the addition, you are right, being open and flexible allows you to grow through understanding.
Great to see you again, thanks for taking the time to add some value here!
Wishing You Brilliant Success,
Hi Vicki,
If you ask the right questions, and then, like you say, listen to how they answer, you can almost avoid objections altogether. By looking at the conversation as an interview, you can usually determine fairly quickly if this person would be a valuable member of your team.
If you feel they would not be a good fit, no problem. Just shorten the conversation, keep it nice, and move on. At worst, you’ve made a new friend.
A lot of times, even if you do believe this person would be a valuable team member, they still might object. What to do then? Like you say; Listen. Many times, if you ask them the right questions, they will address the objections by themselves.
Awesome post, Vicki. Thanks for sharing! Talk soon.
Gregory
Gregory McGuire´s last [type] ..Network Marketing Prospecting – Do You Take More Than You Give
Absolutely right Gregory! You don’t want to continue the conversation any longer than necessary when you detect that the person is just not a good fit. Once it becomes apparent (which is usually within the first couple of minutes) that they are entirely negative in their personality or just someone sure that it’s all a pyramid scheme, then don’t waste your time! But then the listening will generally put someone at ease long enough to realize their objections are based on fears or misinformation!
Thanks for stopping by, always a pleasure to see you!
Wishing You Tremendous Success,
Great post as always Vicki. Remaining calm is so important because usually that objective has an underlying reason.
As human beings I think most people are conditioned to be reactive if they here something that’s not to they’re taste.
Being patient is so key. Thanks Vicki!
Ryan Yokome´s last [type] ..“Get Traffic 30″ – Jonathan Budd Has A New Facebook PPC Course…
Thanks Ryan!
You’re right, people are pretty much conditioned to be reactive, and so that includes both you and your prospect! If you can control your reactions to their negativity, then you can remain in control of the conversation!
Great to see you, thank you for stopping to comment!
Wishing You Fabulous Success,
Hi Vicki..
what a brilliant post you have in here Vicki.. To remain calm is the most effective way to have our mind think clearly and act smoothly.. Thanks for sharing this and I will be following your post I am sure of that
Thank You Martha! I think calm has a LOT to do with successfully allaying someone’s doubts, especially if they are for the most part unfounded except for in fear!
I’m glad you stopped by, great to see you here!
Wishing You Fabulous Success,
Hey Vicki, Great article. I always enjoy reading your posts. You never fail to provide relevant, and useful content. Knowing how to listen effectively is a great skillset to acquire. Certainly, being centered and focused on what your client or prospect is saying, asking questions, and deciding to not attach rejection to us is key. I have shared this, my friends deserve to read this. Thanks for sharing! Life is great! Sye-
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Thank You Sye!
Same to you as well, I always enjoy reading yours! And thanks for your comment! It made me realize I should have added, that if you decide not to attach an expectation to the outcome, it helps you to relax and stay focused better on what your client or prospect is actually saying or concerned about!
Great to see you again, thank you for stopping by!
Wishing You Brilliant Success,
Hey Vicki,
lol yeah too many people are looking for a way to defend them and they just don´t get it. Instead of arguing and defending we should rather seek for rappor and a mutual solution.
After reading this post I definitely got smarter.
Thanks for the hot content,
Gerald
Gerald Gigerl´s last [type] ..“Task Management” -Hoping Into The Right Approach
I loved this post vicki!
Hahaha, I really need to focus more on #2! Its not that I interrupt, but the if someone is speaking of about something I think I know more about….I am thinking of interrupting. But I don’t
Kris
Kris´s last [type] ..Get Traffic 30 Secrets â�� Stealing Jonathan Buddâ��s Facebook Secrets
Thanks Kris!
Yea it is sometimes tempting to interrupt, but it’s nice when you find how much better it works out when you don’t isn’t it!
Wishing You Awesome Success,
People are not all in. Their minds are wandering off. They are thinking about what are they going to be doing with their friends this comming Sunday and they miss out on what the prospect wants and no wonder they are viewed upon the pushy sales person. Because they proved that they are only for themselves.
Lawrence Bergfeld
Lawrence Bergfeld´s last [type] ..You Must Be Emotional Or Else You Are Toast In Network Marketing Today
Hi Lawrence,
Well, I am writing this post to people who are all in, but have a bit of difficulty dealing with objections. The key is that you ARE interested in your prospects’ needs, and you are not only out for yourself. Of course no one will succeed with this attitude.
But if you are truly hoping for success, then recruiting people into your business requires that you be able to deal with objections successfully, which means, calm and confident demeanor, focus on your prospect and great listening skills. This means that you focus on your conversation with them, listen carefully and ask the right questions. Of course your mind should not be going elsewhere!
Thanks for your comment, and I wish you Terrific Success!
Handling objections the right way is oftentimes difficult for some. Perhaps the enemy here is the ego. If we could only see objections as information over which we could learn then perhaps we would stop being defensive. You are wise with the method you have shared here Vicki.
Hi Walter,
I agree completely! Ego, and also pride, will definitely get in the way of our success, particularly in dealing with people. They actually prevent our effectively listening as those are the emotions that have our minds focused on what we want even while the other person is speaking and conveying their thoughts and feelings.
Thanks for stopping by, and adding some great value here!
Wishing You Tremendous Success,
Hi Vicki.. I love your post.. being open-minded is definitely help a lot in many different ways… We are able to think clearly and move freely… Thanks a lot for sharing this.. I will surely keep coming back.. Your blog rocks!!
Zutchelli Morales´s last [type] ..The Top 5 “Must Have Plugins” for WordPress That Make Gigantic Differences in Your SEO Results
Hi Zutchelli,
Thank you so much! I’m glad you enjoyed it. Yes being open minded helps with communication of all kinds, giving light and clarity where often it gets muddled if you’re too busy thinking about what you want to say and where you can jump in.
I’m glad you stopped by and thanks for the comment!
Wishing You Fabulous Success,
I’m an avid reader of your blog posts Vicki I keep on coming back for some informative post that you shared with us… keep it up and have a very Merry Christmas..
Zutchelli Morales´s last [type] ..The Top 5 “Must Have Plugins” for WordPress That Make Gigantic Differences in Your SEO Results
Thank you so much Zutchelli! I so appreciate your saying that – you have a Very Merry Christmas as well, and Happy New Year!
All the Best,
This is indeed a very empowering post Vicky.. Thanks a lot for sharing..
Hey Vicki!
It can be easy to be vague about this – thanks for not being vague.
As a former top collector (turned business developer) I can tell you objections are a powerful asset! I love ‘em.
As you said, listen! When collecting, I had the (accurate) belief that I was in the right. So whatever objection was presented I listened intently for the key policy, contract point, or pay history that rebutted the objection and then when appropriate presented those facts to them.
When selling, I (accurately) believe that my product is the best and I guarantee it. So whatever objection is presented I listen intently for the product feature, guarantee, or follow-up service that rebuts the objection and when they are done, I present those facts to them.
My point? You can always overcome objections when the facts are on your side. It’s when I am in doubt of my position that I fumble.
Thank You Jason!
I am glad you think I was able to be clear on this topic, and given your background I really appreciate your insights! Yes, your positioning, belief and posture are everything when it comes to handling objections, and as you listen you will always know how to handle them.
Thanks for stopping by to comment!
Wishing You Tremendous Success,
