Why do customers buy and why they don't? If you don't know the answer then you're attracting dead end leads. Contact me for more.
Do You Face Objections? Here's How To Overcome Them...
Are you sick and tired of trying of trying to handle objections like..
- "Oh, well, let me get back to you on this."
- "Is it a pyramid or I'm busy.
- "I haven't got the money."
- "The products expensive."
You've been prospecting for sometime now and you're being bombarded with what may seem like excuses. You want practical advise on how to overcome objections but all you get is...
'You never convince prospects. Show the presentation and if they get it, they'll jump at it. If they don't, then they are not serious.'
So you do that and...you are still getting bombarded with objections. No one signs up.
Then you go back to your upline and say..
'Hey, I did what you said! But it ain't working.'
'Oh, you must be doing it wrong. You are not leading with value. You need to read more books. You're self talk is wrong. You're showing the presentation wrong..'
Good luck to you if you getting such advise because you're screwed. 97% fail by doing these steps. 97% are teaching each other in doing it this way.
They shouldn't be teaching anything until they know what they are talking about.
Your Prospects Sees You As A Threat
There is a reason why they mysteriously back away and don't sign up. There is a scientific reason why your prospect rebels against you.
Your....information...is irrelevant to your prospects brain. Their brain has a filter system. It's like two bouncers in a night club.
If the brain's bouncers don't see you got a VIP pass, they won't let your information in. It will see your information as noise and filter it out.
The bouncers will grab your information and throw it on it's butt, in the street.
When that happens, your prospect is in three modes..
- Flight Mode.
- Freeze Mode.
- Fight Mode.
So they either lose interest in what you're saying. They either just sit there staring like a zombie. Or they are in a fight mode - giving excuses, arguing over matters they really don't know about.
That's because their brain has alerted them of a threat.
It's in every human being's DNA.
The brain's job is to protect us. It helps us stay alive. It warns us of any danger and it is a remarkable gift but it can also work against the person too.
Even when something good for someone, it will work against that person because of:
- Perception which is stored in your prospects memory bank.
- Experiences they faced before which is stored in their memory bank.
- And because you do not talk in the language of THEIR brain.
So you need to help your prospect's brain to not see you as a threat. There is a way of doing this and I've been doing it for years now.
Like most beginners, when I started - I did what uplines told me to do. They'd dangle a carrot, give me motivational speel and all you read right now on some articles and videos.
Stuff that will never help you because it doesn't give you the practical steps and the information to equip you to do your job with the full potential that you have.
It's suicide. You're thrown in a world that does not work with what you are being taught. Unfortunately, many will keep doing what they doing and not figure out what you are about to right now...
Here's How To Handle Objections...
Don't do a presentation first. You heard me right.
DON'T do the presentation first.
You are not equipped to do so when you have missed the first step in getting to know your prospect. I don't mean weeks, months or years of getting to know them.
I'm not talking about being friends, pals and most Network Marketers will try and teach. I'm talking about doing what professionals do.
They qualify their prospects first.
They care enough to not waste their time and their own time. They ask questions first to assess if the prospect suits what they have to offer.
Home work needs to be done first. Imagine, if you wanted to date someone, you'd find a friend of theirs and find everything you need to know first.
You'll find out...
- What they really like. Are they easy to get along with or trouble?
- What they dislike. Is there places, food, music, anything they don't like?
- What they love. What excites and motivates the person?
- What to say. How to approach this person instead of cliche chat up lines.
- What not to say. What negative experience they had.
- And what's the magic word to get the 'YES! It's a date!'
You did that with someone you're with right now. You do the same with your prospect. You do your homework and stay away from the time wasting tactics many teach today.
What Are The Consequences If You Don't Qualify Prospects First?
You'll not get a date. You'll not get the meeting. You'll mess up in the presentation even if did happen. You'll be winging it and hope you get lucky.
And you'll follow impractical advise like this:
'You don't need to convince. Just show the plan and if they don't jump at the chance, then hey, some will, some won't blah blah.'
That's the worsed advise you can ever recieve. You never do a presentation without doing your homework on your prospect first.
You will won't have.
- Control of the conversation
- Your prospects will dominate the presentation
- You'll face rejections after rejections.
- You will face objections you can't handle.
- You will waste time
- You will waste money
- You will exhuast yourself
- Get humilated
- And frustrated all the time
- You will live in fear
- And build the business with uncertainity
- Lack of results in sign ups and sales.
It's a frustrating way to build a business and it's where most Network Marketers are just winging it.It will will demoralise you.You'll lose self esteem and you'll not know why it's not working.
You'll waste resources which could have been targeted on prospects who are interested in what you are offering. That's why you qualify big time!
Your team will not respect you because you are not achieving on the things you teach. They too will not make money and leave your team.
Step 1: Ask questions first and listen.
You qualify a prospect BEFORE showing them a presentation and any invitation.
Qualifying a prospect stops you wasting your sweet time.
It seperates you from the majority who go out with the mindset of sponsoring, showing a presentation and hope the prospect gets it.
Sit with any top sales representative of a company and when a customer walks into their business, the sales rep knows who they will serve.
Not everyone is their prospect and potential customer.
The sales rep will ask questions to find out..
- What problem the prospect wants to solve.
- What's their budget.
- What's their comittment level.
They got a job to do and the boss doesn't want them wasting his company time on prospects who do not qualify for their service. Time is money.
So you do the same and ask yourself..
- Has a prospect a desire for extra income.
- What's their reason why so you can use it later.
- Has the prospect the comittment to do something about it.
- What the prospects objections.
- What's the risk reverals that will get the prospect move from A - C.
Risk reverals is where you see an advert. It says...
'Buy a $35.95 meal.' then they reverse the risk, 'if you are not satisfied with the meal, you get your money back!'
Like Pizza hut. They give a time limit for delivery. If the Pizza arrives over the time limit the customer doesn't pay for the Pizza or gets 50% discount.
Like online, where you buy a course, it also says, 30 Days Money back Guarantee.' Or 'Try before you buy for 30 days for $1'
So find out what that Risk Reverals would be for your prospect. They will tell you everything you need to know if you ask questions and...just.....listen.
Step 2: Where is the prospect coming from?
Are they cold and at level A or B? or they hot and at level C?
Find out what would prevent your prospect to make a decision and move from where they are to C.
Step 3: Invite or Show Presentation
You can show it face to face or give them a link to go to your video online to learn more. You can teach while building a list and then lead to the video presentation.
If you're going to invite to a hotel or you're going to show the plan at their place then the presentation will reveal....
- What their needs are. Use their story on their reason WHY.
- Reveal their objections next
- Disarm their objections by asking your prospect questions to answer you.
- Reveal the consequences if the decision is not made.
You will have the answers because you have asked questions first and listened. You are not willing to go to the next step until this is in order.
Objections about time, money, and all the rest are disarmed in a way that your prospect does the work for you....
"Joe, what does it take for someone to be successful in a business.'
The prospect is going to say, skills, knwoledge, expertise, training, capital. Your prospect handles their own objections by you asking the....right...questions.
That's how you handle objections or...how you get your prospect to handle their OWN objections.
The next time you're about to talk to someone about a product, services, a presentation, an invitation to hotel meeting; ask yourself these 5 questions.
- Have...I...qualified the prospect for my time first?
- Have I found out what the prospects needs are?
- Have I found out what their objections are?
- Have I found out where they are...A...B or C?
- And what Risk Reversal suits this prospect?
If you haven't.....you are wasting your sweet time, your family time, your money.