I still remember the very first time I started prospecting and how rattling it was when the objections came flooding in.
The problem however, wasn’t that the objections were hard or difficult to answer, it’s that I wasn’t equipped and trained well enough to answer them.
When this realization finally dawned on me – years down the road by the way – the profession of Network Marketing became POSSIBLE in my mind. It was something I finally believed I could accomplish.
As we delve into the best ways to answer these objections and questions I want to leave you first with a word of caution. ALWAYS, ALWAYS, ALWAYS ensure you have a solid mastery of the fundamentals before moving on to other strategies.
Your ability to properly qualify and invite a lead, follow up with a prospect, enroll a prospect, and train them will ALWAYS override other skills you develop in your journey.
For example, if you jump into this industry and the first thing you begin learning is SEO or creating capture pages then you’ll NEVER succeed. You’ll be toast.
What would you do with a lead if you didn’t know how to invite them properly, or handle their questions?
Mastery of the fundamentals will always be key in your business growth.
Don’t forget that.
Anyone that tells you otherwise simply isn’t running a Network Marketing business. More than likely they are running an internet marketing business disguised as a Network Marketing business.
Don’t get me wrong, internet marketing has its place in the Network Marketing world nowadays, but only after the fundamentals are mastered.
Before we get into objections handling I want to give you one last word of advice.
One of my biggest leaders, a senator and very successful business lady at that, would NEVER have joined our team had I not called her.
So what I’m saying here is, if you think you can sponsor people like senators and million dollar business owners by plugging them into an automated follow-up system – like an autoresponder for example – you’re sadly mistaken.
And again, autoresponders are great, there is nothing wrong with them, but you should be building your email list in ADDITION to everything else you do.
Really big leaders capable of putting solid teams together don’t sign up into Network Marketing teams through autoresponders.
They do it with people they can actually talk to and communicate with.
Remember, not every question you get in the follow up is an objection. And not every objection is a question. You need to determine the MINDSET of the prospect.
Sometimes they may be asking you a question, but really what they’re doing is trying to talk themselves OUT of joining the business. If this is the case, it’s an objection.
If they simply need more information to make a decision, then it’s simply a question, not an objection.
Let’s get to the reason you are here, handling objections.
Below are 12 of the MOST COMMON objections or questions you’ll get in your Network Marketing business and how to answer them.
This answer may surprise you, but I’m going to make sure you NEVER get this objection ever again! Rather than try to handle this objection, I want you to build the following into your invite as a qualifying question before you send the prospect information on your business.
You say something like this :
- Before we send you information, how much time do you have each week to put towards a side venture?”
- Before we send you information, how much time do you have each week to put towards a home business venture?”
If they give you anything less than 10 hours a week, I recommend asking if they can commit at least 10 hours.
Here’s how you do that :
You say something like this :
- “We honestly can’t send you any information with that kind of time commitment since it’s going to be difficult to get you profitable. Can you commit at least 10 hours a week?”
Once you get a commitment of at least 10 hours from them, move on to the rest of your invite.
Once again, I’m going to make sure you NEVER get this objection.
Understand this, I NEVER buy the money excuse.
This industry is the cheapest investment you can make in starting a business, hands down, and it’s extremely easy to at least break even on your investment if you reach out to the warm market.
Don’t buy into this excuse. No matter what.
I’ve had people with $5.00 in their savings account come up with the money to start.
I’ve had people on fixed incomes find a way.
People on food stamps have found a way.
The list goes on.
If a person’s truly interested in changing their situation they will find a way, and they’ll do it without using a credit card or going into debt.
So once again, build the following question into the invite to make sure you never get this one again.
You say something like this :
- “Can I ask you a straight forward question [Lead’s First Name]?”
And follow that question with :
- “How long has not having enough money been a problem?”
Ask with a concerned heart and wait for their answer.
Then you say :
- “Isn’t it fair to say then that this money issue will continue for the same amount of time if we don’t make a change then?”
Wait for their response (sometimes you’ll get silence).
Then ask :
- “So can I get a commitment from you then that we will find a way to start, and that money isn’t going to be a barrier? I have a few suggestions that should make it simple to start without using debt or money from your paycheck.”
If they can’t commit, then they are simply disqualified for your business.
Remember you aren’t looking for EVERYONE in your business. You’re looking for the RIGHT people.
If they can’t commit to finding a way to generate a few hundred dollars, they aren’t ready mentally to work with you.
And if they do reluctantly join they’ll constantly complain about how expensive autoship is, or how much the products cost, and they’ll always be in a state of worry and doubt.
You’ll always be babysitting.
And I’m guessing we all joined this wonderful industry for the leverage, not to babysit.
So in summary here, build the money question into your invite, get a commitment there, AND ONLY THEN send them information on your opportunity. Don’t waste your precious time sending unqualified people information.
This is one of the worst questions a new person can get. It almost seems impossible to answer without losing instant credibility.
As a note, there are two other questions that are effectively the EXACT same thing :
- How big is your team?
- What is your rank or title?
Here is what you say :
- “I have to be straight forward with you here. I simply can’t answer that question, but it deserves an explanation. I have to think about what the newest person can say when they come on board. If they can’t say they make a lot of money, then it’d be wrong for me to do the same. On the other side, if I tell you I’m making nothing you may think I can’t help you, which wouldn’t be the case if I’ve been fully trained. I can however, send you an average earnings income report, but I’d encourage you not to consider yourself as average.”
This is simply the straight-forward truth.
Anything you say that is not capable of being duplicated simply hurts your prospect, so don’t do it.
Seriously, even if it’s an unfair advantage, DON’T DO IT.
Did you hear that leaders out there?
If you’re doing this, STOP IMMEDIATELY.
You’re simply hurting your new people.
On top of that if you’re one of those that are making huge income claims you’re actually DAMAGING the industry and its reputation.
We can do better.
The industry deserves better.
You deserve better.
This is by far the EASIEST question or objection to answer once you know how. There are two ways this question can be asked. In one way the prospect is attempting to talk themselves out of something they “believe” to be illegal. The other way they might ask it will imply they “hate” MLM, possibly because they’ve tried it before.
Here’s how I answer it, regardless of which person they are:
Say this :
- “What do you mean by that?”
Wait for their response and then say this :
- “That’s not what this is. What we do is legal, it’s ethical, and it works. What else is on your mind?”
I have never in my time heard someone accurately describe a REAL pyramid.
NEVER, and I repeat NEVER attempt to defend the industry and turn their mindset around by explaining how “great” MLM is, or how “Warren Buffet supports it,” or anything like that.
You’ll simply offend them.
This is another easy one.
You say this :
- “I understand. Do you know any real estate agents [prospect’s first name]?” You can insert any profession that involves sales or commitment; even “someone that uses the gym” will work.
Wait for their response and then say :
- “If that person never succeeded at selling homes, would you go to them for real estate advice if you decided to get into real estate?”
Wait for them to say “no” and then continue with :
- “Great. Well you’ll have access here to plenty of successful people in this industry and if you’d like to talk to one of my partners that’s doing this full time I’ll gladly set that up.”
Keep in mind this is different than the “how much money do you make?” response. In this answer you’re edifying an upline, which is perfectly acceptable.
Here is what you say :
- “What if I told you there are many introverted non-sales type people that succeed in this business?”
Wait for their response.
Then continue :
- “You don’t have to be an expert sales person to build this business, you just have to acquire a few new skill sets you’ve never developed before. Do you think you can manage that, especially if we train you?”
Wait for them to say “Yes”.
Say this :
- “That’s not a problem. In fact most people that build successful businesses in this industry did it outside of their social circle. Does that give you some comfort?”
Say this :
When someone says this, refer back to objection #4 above, Is This One of Those Pyramid Deals? for the appropriate response. Typically after you ask them for clarification they’ll use the word pyramid, then you can ask them one more time what they mean by “pyramid.”
Although this technically isn’t an objection, it is a question that comes up quite often during the follow up call.
Say something like this :
- “If we get you some information on how the compensation plan works, would you be ready to start?”
If they tell you “depends on what it says” then say :
- “What exactly are you looking for in a compensation plan that will get you to a place where you’re ready to start?”
Remember, your job is to collect a decision in the follow-up call, don’t settle for anything less or you’re setting yourself up for a long series of hourly calls that lead absolutely nowhere.
I’ve even challenged prospects with comments like this :
- “It sounds to me [prospect’s first name] like you’re looking for a way to leave the back door open. Honestly, there’s nothing you’re going to find in the comp plan that tells you you’re not going to make money, it’s simply going to be a matter of whether or not you believe you can. My job here is to find out whether or not I’m on the phone with someone that has a mindset of championship potential, so you tell me, is that the case?”
Feel free to send them more comp plan information, but only after you get a “YES” on setting up an enrollment date.
The primary reason you’re getting this objection is because you neglected to find out they were married in the first place. Make sure to find out whether or not they’re married during the invite call.
I like to get both spouses on the phone during an invite, that way I don’t run into this on the follow up call. It’s extremely difficult to overcome on the follow up call since the spouse most likely hasn’t been through the material.
You absolutely need them both involved in the entire process to stand a good chance of succeeding here, so make sure you’re either building that into your invite scripts or asking these questions during the first call :
- “[prospect’s first name], are you married or is there another decision maker in the house?”
If “YES” then say :
- “Great, are they there right now?”
If “YES” then continue :
- “Have them jump on the line and we’ll go through this call together.”
Another easy one. Here is what you say :
- “No problem [prospect’s first name]. Since we have to be careful with where we put our time I’d like to be fair and give you the next day to think it over. After that, the offer to work with our team will be off the table and if you decide our company is for you then you’ll simply have to pick a less marketing savvy team to partner up with. Does that sound fair?”
Regardless of what they say, simply sympathize with them, but let them know you have to operate this way to make sure you’re partnering with people that take action after time has been invested into their training.
If you’re thinking “boy this sure blows them out of the water,” think again.
It disqualifies people that are going to drag their feet, and qualifies people capable of making decisions in a timely manner.
Which of those people do you want on your team?
It also has the added benefit of elevating your team up above the crowd as a privileged organization to be a part of.
And the last thing you sound when answering this way is desperate.
It’s a win-win situation.
Keep in mind that most of these questions and objections take place during the follow up call.
If you build the right questions into your invite you’ll stand a much better chance of NOT having to deal with them after having the prospect watch your company business presentation.
And finally, always remember that the ONLY purpose of a follow up call is to collect a DECISION.
You’re looking for a YES or a NO, nothing else.
Even NO’s make me happier than indecisiveness, since indecisiveness is a recipe that leads to hours of meaningless phone conversations, and I never do those. Not after learning my lessons painfully years ago.
Here are a few final tips you can use to ensure you get a YES or a NO.
After a prospect tells you an objection, ask them: “Is that the only question or concern you have?”
This allows you to deplete their objections and questions.
Once they’ve given you everything, simply ask :
- “If all of these questions or concerns were answered, would you be ready to get started?
This will tell you quickly whether they are simply looking for the back door, or trying to build up their courage to get going.
Take this training and share it with your team. You will be VERY glad you did.
Best wishes in your Network Marketing business.
Credits (c): Jason Lee
Source: Networker Blog