Amateurs hate objections.
Objections can make the conversation awkward and uncomfortable unless we know how to respond properly. Professionals have learned the words to say when prospects throw these outlandish objections our way. Here’s what we’ll cover today:
- Why do people have objections?
- Are objections real or made up?
- What causes objections?
- What to say to an objection?
People have issues.
Let’s face it, people have issues.
They love to buy but hate to sell.
They don’t have the time but engross themselves in activities that make them even busier.
They don’t have the money, but rack up credit card debt to purchase the things they want.
They don’t know anyone but spend hours is social settings catching up with friends.
They need to think about it but never do.
Yes, people have issues.
Instead of using rational thinking and reason, people allow their lives to run on autopilot. They don’t think about it. They’d rather not have to think about anything, and continue bumbling aimlessly around for the rest of their lives.
Why?
Internal programs in people’s brain protect them from harm. These programs run on total autopilot and were instilled at an early age by well meaning parents, teachers and friends.
Here are 5 proven scripts to help you handle your prospect’s next objection with confidence and ease, yours free to download right now:
Where do these issues come from?
People were taught at an early age to say “no”. They were taught to never trust strangers. They were programmed that if someone tries to sell them something they should run for the hills.
That’s why when they hear the word “network marketing” they scream “pyramid scheme”.
They find out it only takes a couple hours a week and they magically say “I don’t have the time”.
At the sight of a product we offer that could improve their lives, they claim it’s too expensive.
When they go to pick up the phone and share our products with people they suddenly “don’t know anyone to talk to” and are paralyzed be fear.
People tell us these little white lies all the time.
It’s not fair, but it is normal.
That’s why, when given the chance to improve their life, they’ll blurt out something profound like “I need to think about it.”
And never do.
Y’see, amateurs fall for these lies and can’t figure out why no one will ever join.
However, professionals realize that people are running their lives completely on autopilot, and know what to say to keep people’s attention and keep the ball moving forward.
So what can we do?
First, let’s realize this.
If most people would enjoy making more money…
And most people want to spend more time with their families…
And everyone would love to escape from their dream-sucking vampire boss…
Who is actually triggering the objection?
The answer?
Us.
Wait a minute… isn’t it the prospect’s fault?
Nope.
We are the ones triggering the objection.
But… how?
The answer?
By what we are saying.
Say what?
Imagine for a moment, a husband and wife are out to a classy restaurant having dinner for their anniversary. The man’s wife is elegantly dressed, and throughout the entire meal he is doting over her and making wonderful conversation.
He looks up adoringly to her and says “honey, when I look at you, time stands still.”
How would that make her feel?
“Aww. What a guy, what a wonderful man I am married to” she thinks to herself.
Now, picture this…
If that same husband turned to her and said “honey, your face could stop a clock.”
Oooh. Ouch.
What is running through his wife’s head now?
“Boy, what a gem I got stuck with. Keep stuffing your face fatso.” she is probably thinking to herself.
And the entire evening has been ruined.
But why?
He said the same thing didn’t he?
Well…
Not quite.
You see, contrary to popular belief, “it IS what we say, not how we say it.”
Better words = better results.
If we want better results in our business we will need to learn better words. Knowing better words will make it fun to build our business again. And when we can teach our team members better words, they will become more confident.
So what objection should we learn to handle first?
Let’s start here…
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