Handling Objections: Trying To Convince Your Prospects? Try This Instead.

One of the skills most vital to your network marketing success is handling objections. If you are unable to handle objections, you are going to fall flat on your face.

No one is born with an objection to network marketing. Objections are created somewhere.

If your prospects have objections to network marketing it is because someone gave them the idea at some point. When handling objections, you must be able to help a person go back and figure out exactly where it was they made that determination.

I recently had a conversation with someone who gave me an objection around supplementation. They said that you get all the nutrients you need from what you eat.

I started to laugh and I said, "Please help me because I used to think that as well, but I never could figure out where I got that thought. Maybe you know the origin of that belief. Where did you get it?"

The person responded by saying, "Wow. I'm not sure. Everybody knows that though."

"I know everybody knows it," I said, "but where did everybody get it?"

Pretty soon the person started laughing. They could see that they didn't know why they had this absolute position on the subject with no basis whatsoever. They didn't know where they got it from.

Often times when you're working with people on objections, you can simply take them back to the origin of the thought that created the objection and it's usually just hearsay.

I have seen people handle objections as though it was a boxing match.

It's not.

You're not trading fists. You are not there to win an argument. You are not there to create an argument, to get mad or make your prospect feel guilty. You are not there to win.

The one and only purpose of handling an objection is to help your prospect get past what is currently stopping them from getting what they want.

You should only put as much effort as it takes to get the person past what's stopping them from getting what they want. Any more is a waste of time and energy and can backfire on you.

The motivation for handling an objection should not be simply to get the person into the business.

If you are talking with a prospect and they give you an objection, your thought process shouldn't be, "Oh, no! This objection is going to mean they're not going to sign up."

You should be thinking, "Okay. This objection is stopping the person. Let me help them."

Your success depends on little nuances like this thought process. The prospect will be able to tell what your true intentions are. If you simply answer their questions in ways to try to convince them to join the business, they will not trust you.

Do not answer their questions only with your interests in mind. If you do this, then you are fighting with that person and they are automatically going to take the opposition.

On the other hand, if all of your conversations are based around your prospect's interests, you will do far better because they will trust you.

Win your prospects over by building trust. Give them answers that help them, not you.