Handling Objections Made Easy

I remember when I had my first targetted lead many years ago in my first MLM business, I had a name and telephone number, they kindly left me a voicemail saying that they wanted me to call back and that they were interested in my products. It took me a good two hours to pluck up the courage to pick up the phone and dial the number. Right at that point the phone loomed up like a scary monster, I got a serious attack of stage fright and my heart was beating ten to the dozen. Do you know the feeling?

Since then I have managed to get over my fear and have made hundreds of calls to both clients and to prospects. Remember, if someone has taken the effort to leave their name, email and telephone number they WANT YOU TO CALL! The ball is therefore in your court.

Now there are two different scenarios we could go into here. Right now I am going to write about enrolling a new team member and the possible objections that you may face.

So how do you go about handling objections? First off before you make the call, sit down and make a list of the criteria of the caliber of potential business partner you would like to deal with. If you have it in your head and on paper of the type of person you looking to have on your team it will make it easier for you to focus on what type of questions you need to ask to determine if that person meets one or more of your criteria.

Always remember, they contacted you, they left you their number for more information. So, when you call them you should be the one in charge not them.   Ask open ended questions ones that would force them to give a more meaty answer no just a yes or no type answer.If it helps jot down a few key questions you need to ask, just so that you keep on track.  Sometimes you can get drawn into lengthy conversations with prospects, but you need to ensure you are not on the phone for any length of time.  Just ask your questions, leave them with more information either go back to your site, or you will send them something in the post, then get off the phone!

Yes, it is important to build rapport with your prospect, but also ensure you command respect. Don't let them try to 'rule' the conversation, always ensure you have kept charge.

Some prospects can seem to be pushy, and remember if the type of person who you are recruiting is also a 'leader' or strong character, it is not always a bad thing.  After all you want leaders in your team.

Leaders respect other strong leaders, so you need to ensure you can stay out front with type of person. The secret is don't feel intimidated by someone who has a higher education or corporate job than yourself. After all they are looking tor a work from home business, and you have the added advantage of already being in a home business opportunity, and therefore you already know more than they do. Besides you have your upline to call on in such cases and they are there to help you with such strong characters.

How about, if they say, ' I have to talk to my spouse', before they can commit, or I need to look into this further.  In the first place, you should have given them all the information they require, they should have also gone through the information on your website or information you mailed or emailed them, so what more do they need to think about?  Honestly, in these scenarios there is only one thing you can do or say and that is, ''Sarah, or Jim, you have all the information at your finger tips I am not sure how much more you need to think about.  You wanted to start a home business didnt you?" At this point you may wish to refer them back to their WHY, their reasons for looking and close with a call for action. 

For more on how to deal with objections read this great book Black Belt Recruiting by Jim Yaghi and Mike Dillard.  I found this extremely useful and there are some great objection handling techniques handed out in this book.