Locating Prospect Objections
Upon first contact, your prospect may disagree with or object to your opportunity. He or she may express, or not express, this objection to you openly. There is a simple way to handle and clear this away, and open the door to a prospect reaching for your opportunity. If you align with what they need and want, or are trying to avoid, you win.
YOU: “Have you ever considered marketing your own business?
PROSPECT: “Is this about MLM?”
This reveals disagreement, because he did not follow your request; he did not answer your question. The actual objection, however, might not be immediately apparent.
When your prospect doesn’t want to do what you have asked him to do, something else is going on that must be clarified, understood, resolved, and removed.
A prospect willfully expressing his question or objection is a good thing, because his objection is in the open and can be addressed directly. If your prospect withholds his question or objection, you will need to locate it first and only then clarify, understand, resolve, and remove it.
YOU: “Have you ever considered marketing your own business?
PROSPECT: “I have but I’m not sure I’m ready to do that.”
Here your prospect’s uncertainty is obvious but so is his interest: your prospect did answer your question. The degree of expressed interest may, however, be reduced solely because of an unexpressed objection (disagreement) present. Still, you can strengthen his interest by locating and handling his objections correctly.
How to Handle Objections
Questions and objections, expressed or unexpressed, STOP your prospect from participating and obtaining any of his/her stated goals shared with you during qualifying — more money, wanting to work from home, more family time, etc..
A formula exists for handling disagreements and objections, which can help you to remove the stops. If you were only to reply to the words of your prospect’s question, “Is this about MLM?”, you could miss his actual meaning, possibly upsetting him or her and giving extra strength to the real, underlying objection.
The first three steps of the following formula alone often resolve the entire disagreement.
1. Invite your prospect to tell you his complete thought:
Non-MLM is a pyramid!
YOU: “You have mentioned MLM. People have different ideas about what MLM is, so to clarify, would you tell me what MLM means to you?”
Doing this, you show respect to your prospect and his right to communicate. Your silence after asking for the clarification invites your prospect to give you his complete thought. Silence and listening here are important!
PROSPECT: “I heard that MLM is an illegal pyramid scheme that only pays the people at the top.”
2. Confirm your understanding, so that you can handle the real objection or question.
YOU: “Now I understand you better. Thank you for explaining. Would an opportunity that gave anyone participating an equal chance to get paid interest you?
PROSPECT: “Well, that kind of opportunity certainly would.”
Note that you did not put down your prospect or his objection or question. In fact, you invited him to be more in communication with you. You showed him that you understood him. Not many would object to that. You addressed the disagreement, clarified and understood it, but you did not agree with the objection.
Use the same or slightly less intensity
Making a communication important doesn’t mean you have to agree with it. Agreeing would give the stop extra strength. Letting your prospect know that you heard and understand him strengthens your connection with your prospect.
Responding in kind to how your prospect tells you his objection also helps you communicate better with your prospect. It does not overwhelm him. If you are very animated and your prospect is subdued, your level of communication will lessen. Conversely, if your prospect is very animated and you sit there like a stump… same effect. The result will be less understanding when what you really want is more understanding between you.
CORRECT: “Now I understand you better.”
Here the objection is understood, clarified, and ready for resolution.
INCORRECT: “Now that I understand you, I feel the same way!”
Agreeing with the objection validates the objection, not your prospect. Your prospect will actually feel ignored. He will likely get back at you somehow, usually by not buying what you’re selling. Too bad, too, because maybe you offered just what he needed.
INCORRECT: “Oh! I totally agree! I would NEVER do a pyramid scheme!? Are you kidding me? That is so below me!”
Agreeing with the objection with too much intensity simply overwhelms and puts off your prospect. If you’re doing this, you’re buying, not selling: buying his objections!
3. Handle or make easier to handle your prospect’s question or objection.
The most effective way, in the end, to handle an objection is to get the prospect to create his solution to the objection.
YOU (CORRECT): “Many people participate with MLM because they see that if they work hard, they do have the same chance as anyone else in the game. The corporate ladder is like a triangle: the guy at the top gets paid more. With MLM the field is level. There are more ways to participate. What form of participation would you feel most comfortable with in marketing your own business?”
PROSPECT: “Well, I wouldn’t mind promoting the products in person. I’m a people-person.”
YOU: “Good, you can market and have a good business of your own promoting your products in person. Would you like to?”
PROSPECT: “Yes, I think I would!”
YOU: “How would you start doing that?”
You are not handling his objection; you are getting your prospect to handle it. The key is to ask questions that lead your prospect to create solutions.
There is an old saying in sales and marketing: “If you say it, it can be challenged. If the prospect says it, it must be true.”
The Complete-and-Return-to-Previous Step:
(NOTE: Do not move to this step until you are certain the objection(s) is/are handled.)
The “Complete-and-Return-to-Previous Step” confirms that the question or objection handling is completed and it returns your prospect to the step prior to that.
YOU: “Thanks for bringing that up. Now that I know more about you, you sound like you would like to market your own business – is that correct?”
(Back at the qualify step, where his question/objection arose.)
PROSPECT: “Yeah, I would like that.”
YOU: “That’s great – and you understand now that MLM is marketing within a team of people helping each other to succeed?”
YOU: “Since you know that, would you consider now marketing your own business with MLM?”
PROSPECT: “Now I’m open to that.”
Focus on Training and Help
By focusing here on how to locate and handle your prospect’s disagreement when prospecting, we’ve done some training.
Training in MLM goes hand-to-hand with success. Winners in MLM never stop training, including on these formula steps, which now you can use to market your opportunity and products.
“You get the best out of others when you get the best out of yourself.” – Harvey Firestone, tire executive
Your prospect needs your help. His objections block his pathway to wealth and success, whichever way he defines them. You can help him or her, and he/she will appreciate you for it. These four formula steps will help you to help your prospect overcome his objections and return to using solutions, which he will teach to his downline, too.