Handling Objections

People will offer objections as to why they don’t think a Direct Sales business is right for them. But there are really only a handful of objections we get, and once you’re comfortable handling them, you can confidently help your prospect make an educated decision to join you. You want your prospect to feel heard.  An effective format for answering an objection is with Feel – Felt – Found:

“I understand how you feel about ______, I felt that way too, but here’s what I found.”

I don’t think I have enough time to do this   “I’m looking for busy people because I’ve learned that busy people get things done. I understand how you feel, I wasn’t sure how I was going to fit this in, but most of us work this business in very part time hours around everything else on our plates. It requires consistent efforts of doing a little bit each day and working it into your everyday life and conversations.

And let’s be honest, we can find time for the things that are a priority; the things that we really want.”

I don’t have the money to do this   “What if I can show you how to make the money back by adding customers and team members and capitalize on company bonuses? I will keep you laser focused on the income-producing activities that will get you a return on your investment.”

If they say they need time to get the money together, schedule an enrollment appointment so they have a deadline to work toward, and assign them the homework of their Why and their List. This will give them a head start and see how serious they are. If they ultimately don’t join you, they’ll have their referral list ready to hand over to you.

I don’t want to bother friends  “Great because that’s not what we do. We share products that  can enhance or change lives.  If you’re coming across like you’re bugging someone, you’re not being coach-able and you’re not following the system. We’ll teach you how to casually talk to people you know and people you’re referred to. And look, not everyone will want your products or want to join your business. But that’s okay.”

I don’t know enough people    “I know it seems that way, but here’s what I’ve found. We all know several people. One of the many things I love about this business is that it’s not necessarily who you know, but the contacts of those that you know. Plus, this business is a great way to get to know new people as well. We’ll teach you how. And remember, don’t prejudge what someone else is looking for. You never know who doesn’t love what they see in their mirror or on their bank statement.”

I’m not a salesperson  “That’s great because I’m not looking for sales people. I’m for passionate people who love to share about things they love. And I’m also looking for people who enjoy helping others. Does this sound like you? If it does, we can teach you how we do what we do.”

The timing just isn’t right for me to start a business.  Make sure you know why. Don’t be afraid to ask, “What is it that’s challenging right now?” Then say, “I’d still love to tell you about our business. Even if it’s not a good time for you now, you may know someone who might be perfect for this. And, once you hear what we do and how we do it, you might actually find that it is the right time to start.” (If they still say not right now, ask your prospect if you may contact them at a later date.)

Is this a pyramid?    “What do you mean by pyramid?”   Pause and let them answer.  If they answer referencing a “pyramid scheme” then continue, “Pyramid schemes are illegal. With pyramids there is no selling of product. We have an amazing product and a very loyal and huge customer base.  What other questions do you have?”

If they answer with reference to “one of those things where you build a team and the team makes you money” then continue, “If you’re asking if this is the network marketing model, yes, absolutely. I wouldn’t be doing it if it weren’t. We get to build an organization of team members and customers, and we teach others to do the same thing. And we earn commissions on our organization that can grow exponentially every month. Instead of just getting paid because of my efforts, I get to earn based on the success of my whole team. And unlike most jobs, where we’d never expect to earn more than our boss, it’s not uncommon for someone to earn even more than the person who invited them into the business. What other questions do you have?”

Dig in further what your prospect would like to do with this. “So you’re telling me you’d want to build an exit strategy from your job/be able to afford big family vacations every year/ pay for your kids’ college. In 10-15 hours a week – 10 minutes here, 20 minutes here, half hour there, you can invest your time in achieving those goals. Are you willing to invest that time toward (repeat their why)? This business can end up rewarding you with much more time flexibility than you currently have. But you’ve got to want it.”

Once you’ve handled all their questions and objections, then say “Can you see yourself doing this?” or “Do you have any other questions or are you ready to pick your business building kit and get started?”  If your prospect still says no, simply ask, “You’re hesitating; what’s behind that?” In their answer lies the objection that they haven’t shared.