Dealing with Objections

Are you like most people and do everything possible to avoid handling objections from your prospects?  Without a doubt, most people try to avoid dealing with objections.

Why Do You Avoid Objections?

Why do so many people avoid objections?   The first reason is most people seem to relate objection handling to being too much like a sales person, so instead of learning appropriate ways to handle objections, most avoid it completely.

Many also see it as confrontational and seem to get defensive when responding to objections.  Not only does this not work, but it would obviously make most people tense.  If you get defensive, you’ve lost.

A third reason people avoid dealing with objections is because the level of their belief and their posture is not very convincing.  I you want to answer objections effectively, you have to have the confidence and posture that what you have is of great benefit and value to your prospect.

The Problem With Avoiding Objections

The big problem with avoiding handling objections is you miss the opportunity to help people see that this is something they can do.  Objections are not evil and objections do not need to be scary!  But when you avoid them, that IS scary because you are leaving money on the table, not helping the people who were open to the opportunity and not allowing your  business to grow and expand they way that it could.

By avoiding objections, you do not get to the close and do not ask your prospect if they are ready to get started.  You deny your prospect the opportunity to help change their life.  ….is that worth avoiding answering a few questions?  Not hardly!

The Best Way To Handle Objections

The best way to handle objections is by enjoying the process.  Seriously, it is something you can enjoy.  After all is said and done, there are only like five objections you run into anyway.  Learn some good scripts and responses for those and approach them with posture and confidence.

Objections, when handled honestly and genuinely, allow your prospect to see that you truly have their best interest at heart.  It’s when they come to the conclusion that your opportunity is something they can seem themselves doing.  It’s when their life begins to change.  And just think, YOU were the person who provided the vehicle for their success.

Learn to handle objections with confidence.  Learn to love this part of the process, allowing yourself to experience fun instead of stress.  When you enjoy doing something, you’ll do it much more effectively.

Does it mean you shouldn’t pursue and recruit people who have objections?  Not at all!  The saying “every dud knows a stud”  reminds us that every recruit is important because they may just lead us to our next “ace.”

…but never try to convince or beg.  Just “sort and sift.”

Hope you found value today. Please feel free to comment and share. If you have any questions, please feel free to reach me directly at 612-562-8219. Have a beautiful day and we will see you tomorrow!