Have you seen the first part of how to overcome objections in sales?
Professional sales people and professional network marketers are often pre occupied with handling objections. Although this is an important topic, there are several ways to overcome objections. If you focus some time and attention on how to overcome objections in sales, you will most likely, make more sales.
There are several ways to get better at handling objections. The more value you add, the less objections you will have. The better you get at solving problems for people, the less objections you will have. Einstein says if you change the way you look at things, the things you look at change. If you want to know how to overcome objections in sales and in prospecting, expect questions from your prospects, instead of expecting objections. You know they will have questions at the end of your presentation, so when they give you a couple of objections … just answer their questions.
How to overcome objections in sales, from Washington Square Park in NYC
As you get better at your presentation, you will handle most objections before they come up. If cost is an objection you hear too often, handle it during your presentation. Bring it up casually in conversation. Something like “you know, often people like you and I think about cost when making a decision like this, and right we should. Our most educated customer (client, new associate, new team member etc) is concerned with cost and, more importantly concerned with value. Here is why the cost makes sense – insert benefit, benefit and a cost analysis or price comparison. For example in my network marketing company, we market a solutions based product that not only helps people get healthier and even lose weight, but our program often costs less then the food our new associates are buying, and often able to save money on their food bill. I bring that up right in the presentation.
How to overcome objections in sales and in Network Marketing
I have one favorite way. It’s the same answer for every question, the same response to every objection. Ready? Here goes
“It costs to much” – I respond with,”I understand what you are saying, that’s exactly why you want to take a closer look”
“I don’t have time” – I respond with,”I understand what you are saying, that’s exactly why you want to take a closer look”
“I’ve tried these things before” – I respond with,”I understand what you are saying, that’s exactly why you want to take a closer look”
Folks, have fun with this. There is no magic pill you can swallow so that you will automagically know how to overcome objections in sales and when prospecting for your network marketing company. But if you get good at presenting, at having high quality conversations, at solving people’s problems … Then you will get better at overcoming objections.
To your success
PS – if you want help building your business – email me and put “I want help building my business” in the subject line.
If you want to make some extra money and want to check out my business email me and put “I want to make more money” in the subject line.