Make
network marketing objections your friends not your enemies.
Too
often when network marketers are talking with a potential business
partner or customer (prospect) and that prospect asks a question, the
network marketer freezes, becomes defensive or argumentative. None of
those are the appropriate response; all of them make the objection an
enemy rather than a friend.
Instead,
follow the example I teach to my social media marketing clients.
When prospects ask a question, think of it as just that—a question
rather than an objection to what you are saying. When prospects ask a
question, that is the perfect opportunity for you to educate them
further on the business or the product. Your prospects are asking
because they want to know more. Tell them more; don't argue with them
or challenge their beliefs.
When
they ask questions is also the perfect opportunity to engage them in
a conversation, to find out more about them and what they want. It
does not matter how great your business or product is, if the
prospects do not perceive that they have a “need” for it, then no
matter what you have, they will not be interested.
Find
out the “problem” the prospects have so you can present your
business or product as the solution to their problem.
Ask
yourself if the prospect's question or objection is the real reason
or is it perhaps hiding the real reason. Whichever the case may be,
answer courteously. Remember, it's not facts that they're looking
for; they're looking to see how much you care about them.
They
can tell you care about them by how you say what you say. In fact, if
you are face-to-face with someone, your words only count for 7% while
your tone of voice is 35% and your body language is 58%. Make sure
your words and actions are in alignment.
If
you view each question as an opportunity to further educate and to
help the prospects solve their problems, you will be amazed at what a
rewarding experience it is for all involved.
Will
you do it?
Janet:
ReplyDeleteI have made it a personal goal of mine this year to take every objection, find something positive from it and then write about the experience. You make excellent points!
All the best,
Lisa
Lisa, what a great idea. If you are open to it, I would love to have you share your insights and tips with others. Let me know. Aloha. Janet
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