Do you struggle with overcoming objections? What I would say is it’s a very common problem. A couple of tips for you today.
First, objections are never real, and they’re really only an excuse for people. Also, most people respond to their prospects by arguing with them or just saying, “Okay,” and they walk away, and obviously neither of these methods is effective at all
It’s important to realize that there are two types of objections, two categories here.
One is people that have limited belief in themselves and these are the people that would say, “I don’t have enough time. I don’t have enough money. I’m just not a salesperson.”
The other category of objections is people that have a limited belief in network marketing and these are people that would say, “That’s just a pyramid scheme.”
What I would propose to overcome objections is a four-step formula, and this formula involves the feel, felt and found method. Number one, listen. Number two, relate, “I understand how you feel.”
Number three, tell stories. This is the felt and the found part. Number four, ask questions, or you can reverse the last two and ask questions and then tell a story.
What story do you tell? You can tell your personal story or you could tell one of a similar person.
Remember here that the goal is to build rapport and build relationships. Let me give you an example. You do your presentation to the prospect and the prospect says, “No, thanks. I just don’t have enough time for this.” Here’s what you say. Say, “You know what? I understand how you feel.
I actually felt the same way when I was in your shoes. I was working sixty to eighty hours a week and I felt I didn’t have any time either, but you know what I found?
That if I created time for this new business, I created time between the shifts, at lunch, on the weekends, I found that I could work the business and I found that I could be very successful.
I found that I could create time and make time for my family. I could pay off the credit card debt that I have.”
You see, it’s really about creating empathy with people and creating value for people. Again, the summary here, the feel, felt and found method.
Dr. Steve Sabo
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