People often avoid conversations because of what objections they might encounter.
They worry about how they will respond and if they will be able to answer with confidence. Nobody wants to be seen as “not knowing” and they also want to avoid confrontation. These concerns, however, hold us back from fruitful conversations. Even the expression of “overcoming objections” sets up an adversarial relationship.
There is this notion of disagreement with the outcome being someone winning and someone losing or giving up. This is certainly the wrong approach as we want everyone to win. Approaching objections with the goal of “soothing concerns” has an entirely different feel. It creates an alliance versus a standoff. Attitude is so important, and you want to be careful of not coming off as defensive.
Addressing someone’s concerns is your first chance to show that you are advocating for them and that you are on the same team.
These early relationships are so critical, and you want to demonstrate that you will go the extra mile to find the answers to their concerns. Objections are opportunities to create clarity, build belief, instill confidence, and to let others know that you’ve got their back now and forever.
The attitude you bring goes a long way, as does humility. Showing that you don’t have all the answers, but that you are willing to find them is far more meaningful. You have nothing to prove. Your goal is to create alignment and your hope is that what you are offering is a good fit for them. In the end, it is not you, but them who will make that decision.
Building relationships is part of the process and showing your heart is what it’s all about.
Heavy-handed sales techniques are not the best approach. Respecting the process will go a lot further in addressing their concerns and making them feel heard. One of the greatest ways to deal with objections is to bring them up in early conversations. You can share personal anecdotes and work objections into how you tell your story. This way, you can address objections in a more subtle way versus a head-on debate.
For example, if someone says that “sales isn’t for them”, you should first empathize with them – you may even feel the same way. Share your passion and share the idea of attraction marketing. Creating curiosity, putting the message out there, and finding people that are a good fit is a less salesy approach and one that is much more effective.
It is also important to clarify what someone is asking and what their frame of reference is. When somebody asks me what I do, I like to get it out there. I boldly share that I am in network marketing and ask them if they know what that is. I then show what the business model looks like, what the company culture is like, and what I’m passionate about. This can often avoid awkward or confrontational questions because I have addressed head-on what I do and why. Always go to the heart and share your personal experiences. You can’t speak to other people’s experiences, but you can speak to your own.
For example, if someone says that they don’t have enough time, you can explain how you juggled your own commitments. Explain that you can help them craft a strategy and find pockets of time. Down the road, as their business grows and as their finances become stronger, they will have more options available to them.
With all other objections, always inquire more deeply.
Understand where they are coming from and get a better idea of what they know or don’t know yet. You can then address their concerns more specifically. You can draw better comparisons and point out subtle differences that may change their perspective. Always maintain their integrity while informing them about details they might not be aware of.
For example, someone may use a similar product and have a cost objection. You can show them how they can get things for free or how you can find savings for them in other places. People may also say that they don’t have any money to get started, but when you show them that you really care, you can ask them what they are willing to do to change that. Weighing the risk and the return is also an important comparison. The return that is possible with network marketing far outweighs the risk of investing a little time or money.
There are a lot of benefits to network marketing and it is a matter of sharing them in a personal and meaningful way. Begin with empathy, always dig deeper, and always share from the heart.
A few months ago, I recorded this training for my team. If you get hung up on objections, I think you’ll enjoy it.
