Pre-Planning for Objections

Over the last 23 years, I've written dozens, if not hundreds, of direct mail sales letters. Many have produced six-figures in sales, while a handful have produced seven-figures. During that time, I've uncovered the "tricks of the trade" in terms of writing powerful, mesmerizing copy. From writing killer headlines to crafting heart-stopping offers, there are proven strategies for getting your prospect to whip out their credit card and buy whatever it is you're offering.

One of the most important strategies is being prepared for the inevitable objections that keep prospects from becoming buyers. You've presented your opportunity or product as the solution to the prospect's problem, but those ghostly "what if's" keep them from taking action.

Unfortunately, many network marketers wait until they hear objections before they jump in and try to come up with an answer "on the spot". Many miss the opportunity to present the right answer - and only later say to themselves, "Oh yeah. If I'd only said that!"

Before you promote any opportunity or product, you need to create a comprehensive list of all objections your prospect may come up with. All of the excuses and reasons for not taking action. These include (but are not limited to):

- Not enough money

- Not enough time

- Don't trust you

- Need more information

- Friends/Family will disapprove

- Need feedback from friends/family

- Want to do more research/Check it out

- So many other competitive offers

- Someone else is promising more/asking for less

- Confused by options/don't understand

...and on and on. You'll be surprised at the number of objections people can come up with. In fact, as you promote your opportunity or product, you'll discover more. As you do, add them to your list.

Next, you'll want to create answers for all of these objections. You'll want to have these written down, ready-to-go, so you're confident in answering any and all objections that are thrown at you.

Don't try to "sell". Simply answer the prospect's concerns. There may be some cases when an objection is legitimate. If that's the case, move on. However, if you can prove that the objection is not a barrier to purchase, you have the opportunity to move the sale along. Your focus isn't to back the prospect into a corner where they can't say no. Answering objections is an opportunity to build your relationship with the prospect, build trust, prove that you're a knowledgeable leader, and that you're willing to help them understand before asking them to join.

Being prepared with quality answers to common objections will give you the opportunity to confidently move your prospect toward joining your opportunity or purchasing your product. A little time spent in preparation will help you close more sales than ever before.