Turning Objections Into Sales Points

Some objections are bound to arise. For example:

• "I'm not sure I want to make a commitment now." If that's the case, propose a trial period. Have your prospect call a few friends within the coming week. If even one signs up, you'll have two new members in your downline; your recruit and the friend he called.

• "I want to think it over." Generally, that's a polite way of saying no. When you hear that, you can counter, "What more information would you like that you don't have right now?" If a prospect truly is wavering, you may be able to convince him right then.

• I've never sold anything before, so I don't think this is for me." When you get this response, tell the prospect that most people have a misconception about selling. A real salesperson doesn't fast-talk the customer into buying something that's unneeded. Instead, a true professional finds out what the buyer wants or needs and then provides the appropriate product or service. You can point out that many "xxx" distributors have become successful without a sales background. What's more important is an ability to work with people, either distributors or consumers.

• "I don't know anyone that I could recruit as a distributor." First, point out that one is not restricted to recruiting close friends. In fact, few people have so many friends that they can make up an entire downline. Your prospect can recruit among all the people he knows or has known, even casual acquaintances like neighbors and store clerks. More than that, stress the fact that the "xxx" organization will provide leads and sales presentations that can be used to find prospects and sign them up. Tell the prospect that all he needs to do is sign up a few good distributors, who in turn will build their own downline networks.

• "I don't have enough time for "xxx"." In truth, most people have more available time than they appreciate. Time spent watching television or talking on the phone to friends can be redirected to "xxx". The average "xxx" worker devotes only five or six hours a week to the job. That's less than one hour per day. Yet the average worker takes in an extra $15,000 a year or more.

• "I can't afford to start a new business." When you hear this, explain how little it costs to start and maintain an "xxx" business. Prospects who voice this objection obviously have financial concerns. That's a perfect opportunity for you to reiterate the potential of "xxx" to increase the prospect's income.

• "How do I know this is legitimate?" At this point, explain all the research you have done into the company. Emphasize the company's history, the size of the organization, the background of the top executives. This explanation not only will establish the company as being viable but also it will show the prospect how diligent you have been. This will increase his trust in you, and thus help you sign him as a downline distributor.

• "I've had bad experience before with a "xxx" company." Say that each company is different. WalMart is a huge success while Macy's is in bankruptcy. Similarly, if you join the right "xxx" company, you can succeed along with it. Remember, every time a prospect raises an objection, he's not saying no. Often, an objection indicates real interest; if you can answer the question, the prospect may convince himself that he should sign up with you. Therefore, after meeting an objection, go for a close. Hand the prospect an application form and encourage him to being filling it out. If a prospect turns you down, to on to someone else. Play the numbers game. There are plenty of prospects out there, and the more you approach, the more you'll sign up.

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