MLM Business Success - The Truth Behind the Objection
Have you ever found yourself in a situation where you've had to handle an objection, you're sure that you recognized the prospect's concern, you're positive that you did everything correctly and handled the objection well - but you still lost the prospect? I know I have.
The objections as the prospect stated them to me were different from the prospect's most precise reasoning, but the underlying truth behind their objection was the same.
I can recall two instances which may help to illustrate my point here.
The first involved a gentleman who I had qualified, and who was eager to make $5,000 a month.
I took him along to a business meeting.
We had a guest speaker who I think at the time was making about $40,000 a month and so, after the meeting is over, I'm thinking this is a slam dunk, because my prospect only wants to make five grand a month.
He thought the speaker was great.
So after the meeting, I turned to him and I said, "So, can you see a way to make five grand a month?" And he goes, "Well, it was really interesting.
I just don't have time.
" I thought I'd lost this prospect because I focused on resolving his time objection.
On another occasion, discussing MLM with another prospect, he told me that he just didn't have the money to invest in a network marketing business, yet he had cable T.
V.
, high-speed internet, and a high-definition television that he paid $6,000 for! There are times when the objections you have to handle may not seem logical to you and, in fact, the stated objection is actually disguising the truth of the real objection.
So, if all of these objections are disguises, what is the truth, the real objection? The real objection is likely to be only one thing, and that is: "I think I can't do it.
" Of course, it would be a heck of a lot simpler to deal with the objection if the prospect would just come straight out and admit that's the fear, that's the concern they have.
The problem is, for someone to actually admit that they aren't able to do something can be quite a dent in their self-esteem.
As a result, instead of saying - because this would be a very strong cut to a person's ego - "I am sorry, I don't think I could do this," instead, the prospect throws out, "I don't have the time," or "I don't have the money.
" Because the prospect believes you'll buy that, and that you won't push your prospect any further.
So, can you see where objections are not what you might think? They are almost always disguises for the one and only truth behind nearly every objection, and that is: "I don't think I can do it.
" When you suspect that's the case, it won't work for you to go in with both guns blazing and say, "You know what, that's not really your objection.
Your real objection is that you don't think you can do it.
" Don't ever take that approach because you can actually do a great deal of harm, and any relationship you may have started to build is likely to disappear and not come back.
You need to listen to what your prospect says, and acknowledge it.
Then, you need to have them come to their own conclusion, instead of you telling them what the conclusion is.
When I followed up with the prospect who "didn't have the time," I discovered through our conversation and asking a few questions about his thoughts on the MLM business meeting we had attended.
It turned out that this prospect had a fear of speaking in public which was only emphasized by having him sit and listen to someone he regarded as a professional.
Now I was in a position to effectively handle the real objection, the real fear, by discussing the advantages and benefits of our training programs along with the levels of support that the prospect could look forward to.
Remember, if you say it, it can be challenged.
If they say it, it must be true.
So, what you have to do is ask questions to guide your prospects to where they too can see the truth, where they are at least comfortable with admitting the real concern they have, that is, the truth behind the objection.
Then you will be able to handle the real objection and move forward in a positive way, the same as I did.
The objections as the prospect stated them to me were different from the prospect's most precise reasoning, but the underlying truth behind their objection was the same.
I can recall two instances which may help to illustrate my point here.
The first involved a gentleman who I had qualified, and who was eager to make $5,000 a month.
I took him along to a business meeting.
We had a guest speaker who I think at the time was making about $40,000 a month and so, after the meeting is over, I'm thinking this is a slam dunk, because my prospect only wants to make five grand a month.
He thought the speaker was great.
So after the meeting, I turned to him and I said, "So, can you see a way to make five grand a month?" And he goes, "Well, it was really interesting.
I just don't have time.
" I thought I'd lost this prospect because I focused on resolving his time objection.
On another occasion, discussing MLM with another prospect, he told me that he just didn't have the money to invest in a network marketing business, yet he had cable T.
V.
, high-speed internet, and a high-definition television that he paid $6,000 for! There are times when the objections you have to handle may not seem logical to you and, in fact, the stated objection is actually disguising the truth of the real objection.
So, if all of these objections are disguises, what is the truth, the real objection? The real objection is likely to be only one thing, and that is: "I think I can't do it.
" Of course, it would be a heck of a lot simpler to deal with the objection if the prospect would just come straight out and admit that's the fear, that's the concern they have.
The problem is, for someone to actually admit that they aren't able to do something can be quite a dent in their self-esteem.
As a result, instead of saying - because this would be a very strong cut to a person's ego - "I am sorry, I don't think I could do this," instead, the prospect throws out, "I don't have the time," or "I don't have the money.
" Because the prospect believes you'll buy that, and that you won't push your prospect any further.
So, can you see where objections are not what you might think? They are almost always disguises for the one and only truth behind nearly every objection, and that is: "I don't think I can do it.
" When you suspect that's the case, it won't work for you to go in with both guns blazing and say, "You know what, that's not really your objection.
Your real objection is that you don't think you can do it.
" Don't ever take that approach because you can actually do a great deal of harm, and any relationship you may have started to build is likely to disappear and not come back.
You need to listen to what your prospect says, and acknowledge it.
Then, you need to have them come to their own conclusion, instead of you telling them what the conclusion is.
When I followed up with the prospect who "didn't have the time," I discovered through our conversation and asking a few questions about his thoughts on the MLM business meeting we had attended.
It turned out that this prospect had a fear of speaking in public which was only emphasized by having him sit and listen to someone he regarded as a professional.
Now I was in a position to effectively handle the real objection, the real fear, by discussing the advantages and benefits of our training programs along with the levels of support that the prospect could look forward to.
Remember, if you say it, it can be challenged.
If they say it, it must be true.
So, what you have to do is ask questions to guide your prospects to where they too can see the truth, where they are at least comfortable with admitting the real concern they have, that is, the truth behind the objection.
Then you will be able to handle the real objection and move forward in a positive way, the same as I did.