How to Locate & Handle Your Prospect's Objections
by Tim Sales
Locating Your Prospect's 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.
Look at my examples below to see how you can do this.
YOU: “Have you ever considered marketing your own business?
PROSPECT: “Is this about Multi Level Marketing?” 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.
Handling Your Prospect's 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 Multi Level Marketing?”, 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.
Here's a look at that formula.
The First Four Steps of the Formula Are For Handling Objections
STEP ONE: Invite your prospect to tell you his complete thought: Non-MLM pyramid structure Non-MLM is a pyramid!
YOU: “You have mentioned Multi Level Marketing. People have different ideas about what that is, so to clarify, would you tell me what it 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 Multi Level Marketing is an illegal pyramid scheme that only pays the people at the top.”
STEP TWO: 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: you’re buying his objections!
STEP THREE: 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 Multi Level Marketing 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 Multi Level Marketing 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?”
And you can offer him then a chance to listen to Brilliant Compensation by Tim Sales.
You see, 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.”
STEP FOUR: 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 Multi Level Marketing 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 Multi Level Marketing?”
PROSPECT: “Now I’m open to that.”
About Tim Sales
He Began as a Bomb Defuser and He Took That “Survival Mentality” to MLM
For eleven years, Tim defused bombs as a member of the US Navy’s Elite Team, known as EOD (Explosive Ordnance Disposal). The US Navy must select only men who execute procedures perfectly because these men are responsible for the lives of others.
Tim learned that the secret to perfect execution was to break the procedures down into simple steps and then practice (called drilling in the Navy) each step in the correct sequence, over and over until he couldn’t do it wrong. To this very day it is still Tim’s only philosophy to succeed in any profession.
In 1989, near the end of his tour with the US Navy he entered the multi level marketing (MLM) Industry by answering an ad in the Washington Post newspaper. Five years later his network marketing income had risen to over $150,000 per month with over 56,000 people within his organization and more than 2,400 new distributors per month were entering from 20 different countries.
Tim’s successful experience and knowledge has made him a legend. He is one of the most sought after advisers, speakers, trainers and mentors in the industry. His products and training are the only known products that have stood the test of time. While many trainers come and go, their products suffering a short shelf life, his products carry on because they get results, setting the standards that many strive to achieve in their own training products.
Simply put, he is the master of multi level marketing. He is not a “motivation” speaker. He is a pragmatic trainer who takes Multi Level Marketing and makes it something anybody could succeed at. He’s delivered well over 10,000 presentations and training sessions all over the world.
Tim’s signature training approach involves his ability to teach mastery of each component within the business. In addition, he possesses a clever capacity to simplify the most complex issues in the network marketing learning process.
His contributions to the Network Marketing Industry include the 1998 production of the Brilliant Compensation Video and the online version which was released in 1999. Over 1 million people have been educated properly about network marketing through Brilliant Compensation. It has quickly earned the distinction of “the standard” by which all tools will be measured. Many people also attribute his tools Professional Inviter and Professional Presenter as the primary reason the MLM industry shifted from a “part-time thing” to a true profession.
In addition, Tim was a teacher at the only university-affiliated Network Marketing Certificate Seminar offered for the industry. Sponsored by the University of Illinois at Chicago, this course was taught on the UIC campus, but was also sponsored at various other international locations, including Seoul, Korea, Singapore, Melbourne, Australia and Bogota, Colombia.
**"The Navy Explosives **Ordinance specialist is the individual in the military that is trained to encounter any explosive or munitions type situation. Navy EOD personnel are considered to be the worlds foremost battle hardened combat premier anti terrorist force in dealing with explosives, IED devices, and even weapons of mass destruction. They work with all different types of weapons, and are an elite warrior team. They operate as part of Special Operations SEAL teams qualified to operate in any environment in any location around the world.” Read the complete US Military article explaining what the EOD is and its relationship to Navy Seals with this link: https://www.usmilitary.com/2813/navy-eod-explosives-ordinance-specialist/.
If There Was One Thing I Could Teach You ...
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 goes hand-to-hand with success. Winners in Multi Level Marketing 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.
The complete Professional Inviter Course will give you much more than I can give you in this short blog post.