Objections… Why Are They So Objectionable?
Network Marketing is a “numbers game” is that it takes many encounters with different people to develop the communication skills of a good Networker. Five or ten conversations won’t do it! There’s a natural progression here; let’s take a look.
The first time you take your newfound enthusiasm, offer it excitedly to someone, and get “slammed with an objection,” chances are you handle it the way people usually react to criticism—get defensive, retreat and disappear, or fight back. That’s familiar: it’s the famous “fright—flight or fight” response. It’s hardwired human behavior; comes with the equipment. This approach is otherwise known as “Handling Objections With Your Adrenal Glands”: SURVIVAL MODE.
Soon, you start using your brain to control your adrenaline and emotions; you learn to counter “objections” with facts: KNOWLEDGE MODE.
“Well, it might seem expensive, but do you realize that this is a three-month supply, and on a per-day basis, that’s only 75 cents . . .” “Actually, Network Marketing has been around for over 60 years, and there are quite a few Fortune 500 companies that employ its methods, including….”
The information-based approach lets you feel more in control, which certainly feels better—to you. But soon
you notice a problem: It’s not getting great results. Why not? Because people don’t really care about facts. Facts are features, and what people want is benefits. As Peter Hirsch says in his book, Living With Passion, “Millions of drill bits are purchased every year—and you know what all those drill-bit-buyers want? They don’t want drill bits. They want holes.” Besides, in this information-saturated age, people are bombarded with way too much information anyway.
Be Ready to Give an Answer.
“I’m not interested in Network Marketing!”
“I know exactly how you feel, I use to feel that way as well.”
So time and experience make you wiser. You start tempering your eagerness to dump information all over people, and learn to focus on benefits. You learn to anticipate certain objections and “handle” them before they even come up. (For example, if you’ve had people say, “I don’t have time,” you might include a most-people-do-this part-time, ten-hours-per-week benefit in your initial presentation.) You start developing more skillful ways of responding to people’s questions and concerns; perhaps, adopting the famous “feel, felt, found” formula (“I know how you feel, that’s what I felt, but then I found…”).
If you are skillful at handling objections, this is a big step in getting better results. It is still limited: It tends to be more you-based than them-based.
The next thing to help you in overcoming objections is the need to listen to the other person. When you do, you start hearing through and beyond the content of their “objection.”
Use good judgment. Remember that we cannot force people to listen.
Most people’s objections are ten percent, at most, about what they’re saying—and 90 percent or more about what they’re feeling. When you get into LISTENING MODE and respond to the person, you’re ten times more effective than if you simply respond to the information in the question.
You’re becoming not simply excited and enthusiastic about your products, company and profession, but truly confident. The more grounded you feel in your own opportunity, the less you feel the need to defend, attack, escape, out-logic or out-maneuver. Because you yourself no longer buy into the objections you hear, they don’t frighten or rattle you. You’re becoming free to simply be with the person.
Aha—there’s a clue as to the Ultimate Secret.
As you become more and more secure with LISTENING, you gain the ability to overcoming objections.
The only objections that truly challenge you are your own objections, the tendency to feel rejection.
Here are a few objections.
Sometimes you get a complaint from a user that they have problems using a particular product. If you have a problem explaining its proper use, then do not be afraid to get help from people that use that product successfully.
Select three or four objections that may be posed and then practice in overcoming them.
“I have no time.”
“I have no money.”
There are entire legs that routinely get “price objections,” and entire legs that seldom get that objection.
When deciding how to answer your prospect, you may also need to consider your prospect’s view of Network Marketing.
What sometimes happens is that people who seem to have the most trouble finding serious business-builders are those who are not yet totally comfortable themselves with the idea of their own “business.”
Sometimes we are the victims of our own objection.
Often the objections people most consistently offer you as gifts for your development and ultimate success are precise projections of your own objections.
You can be successful in overcoming objections, but you need to get over the mindset in your own mind that you can overcome them.
REPLACE FEAR WITH CURIOSITY Courage Changes Everything.