Objections keep coming up in your business regardless of what level/rank you are. Yep it is daunting but it is what happens in business.
Regardless of where you are in your business journey there will always be some form of objections (challenges) for you to overcome.
There are so many challenges and this article is going to cover the ones that come up in Direct Marketing the most.
What are objections in Direct Marketing:
Over the 30 years being in the industry many objections come up but there are a few biggies that seemed to come up many times.
- Don’t know anyone: everyone knows at least 3 people (that’s a start)
- Don’t have the money: show them how to get it without up front investment (sales)
- Need to ask my wife/husband: asking permission is ok in this situation
- I don’t know anything about sales: that’s where training comes in
Mindset around objections:
It takes time, patience and practice to have the right abundance growth mindset to be able to overcome objections. It can feel like you are being rejected personally but that isn’t the case.
Check out our Free book: https://bit.ly/RetireYourHubbyV1
There are many techniques that you can use to help with your mindset, one I have used is EFT and check out: https://breakfreewitheft.com/
I also listen to podcasts that have a calming, thoughtful feel to them.
Do what works for you to help you overcome the scarcity mindset around objections and rejections.
The old way…
Old Sales Coaches will talk about the importance of objections – “without objections there are no sales” they would say. It’s true – whether selling online or selling in person. Your prospects will try to come up with reasons NOT to buy your product.
Tips for overcoming objections:
These tips will put you in great stead to get more sales and to grow your business or grow your team (or both). These are just a few short and sharp tips which will start with you having better conversations with prospective customers or team.
1. Don’t jump in straight away, even if you know the answer
As soon as a prospect comes up with an objection you may be tempted to jump in and answer their objection.
This is the wrong approach to take.
You should remain quiet for a few seconds.
This can result in a number of benefits for you:
This avoids the potential for further objections if you actually answer the wrong thing bringing up more objections.
You can better frame your answer and there is also the possibility that the longer you talk the more your prospect will talk, which in turn, means they may answer some of their own objections.
This will also give you the ability to find out exactly what the problem is.
2. Ask questions for clarification and understanding
Keep your prospect talking by asking clarification questions and questions that don’t give Yes/No answers.
Make sure you actually understand what their problem but you can also reframe objections as questions, a good question is “so what you are saying is?”
We generally recommend that you don’t ask someone “why” they have an objection.
The reason for this is because it’s possible that, by doing this, you end up having them reinforce their objections and it makes it harder for you to overcome them.
3. Ask this question – “If I can answer this for you today would you buy?”
This is an important question.
The answer to this question will allow you to know whether you’ve flushed out all of the objections or not.
If they don’t answer “yes” to this question then obviously your prospect has further objections.
You can repeat this questions after every objection until all objections have been dealt with.
Make sure you make them feel comfortable and don’t be pushy.
4. Handle all objections and ask for your order
Once you have handled all of the objections you identify you still need to ask for the sale.
You need to tell your prospects what their next step is to get them to sign up to your team or to buy your product or service.
You cannot be successful in business until you become a master objection handler.
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