Overcoming Objections before the customer says “No”
It’s pretty difficult to hear “No” when you’re whole heart is wanting to hear a yes.
Sometimes “No” actually means “I don’t have enough information.” If you think about it this way you can easily avoid some, but not all “no’s”
You’ve probably heard all of the objections when offering someone you’ve met at a party the opportunity to be a hostess and earn free product.”I’m too busy,” “I don’t have any friends,” “My house is a mess.” Those objections could have already been addressed in your presentation. First, talk to your guests and find out what they love. This can be done through a getting to know you game where everyone goes around and says their name, how they know the hostess and what they do for fun. So, Jane goes to book club, Susie volunteers at church, and Beth is a teacher. Yes, they’re all busy but you now know an in when offering the opportunity to hostess. “Jane, hostessing a ______ party is a great way to have fun with your book club friends. I could come for a little while with these beautiful products and then sneak out while you guys get your book club started. It would be a two for one!” You’ve now addressed her busy-ness and who she would invite. You can also give a way free product or a gift card at the party if they give you the names and numbers of three friends who they think would enjoy seeing your products. It’s ok to pay for names. They don’t really think of it that way…they just want a $5.00 coupon. If they complain about the size or condition of their house you can easily overcome this objection by either offering your home or meeting space or by reminding them that most of their friends have already been to their home and they really don’t mind. Also, encourage store bought snacks to make it an easier event. You can say these things sprinkled through out your presentation.
Sometimes “No” actually means, “I’m not sure what your offering or how much it’s going to cost me.”
You’re only trying to offer a sample but a little background information can be helpful. For example, there are people in the mall that hand out lotion samples at a kiosk. I never stop. The sample is obviously a lure, not a gift. Likewise, I met a direct sales consultant at a birthday party and she gave me a free pair of leggings. That was clearly a gift and I became her customer. Make sure you’re not luring potential customers with free sample bait but instead offering a gift. You’ll have to carefully guide your script here to suit the product you sell, giving just enough information with out becoming a stalker. Make sure what ever you say you’re not asking for their time or money at that moment. Make sure your sample is truly a gift.
Sometimes “No” can mean, “Not right now.”
When you love what you do you want to tell every one! You want them to have the same opportunity for advancement and you don’t understand why they wouldn’t want the same thing. Some people are going to immediately see your vision. Your enthusiasm is going to be contagious. But, sometimes it won’t be. That isn’t your fault. Different personality types and life situations can prevent someone you think would be “perfect” from seeing that perfection themselves. In these situations, you’ve got to give them time. Make sure you always leave the door open. Even when someone seems interested in the business opportunity they might need more time to make a decision. It is always nice to leave yourself with options. ANYtime someone says no, you can ask them something like this, “Sometimes I need to take a guest to company events, we get prizes for bringing people (or something else that is true about taking a guest) and I’ll give you a little something too for coming. Would it be ok if I invite you when one of those events comes up. I really enjoy spending time with you and I understand that you’re not interested in the opportunity but it’s still fun to hang out.”
In all of these situations the most important thing is planning and knowing your answer before the question is asked. That way, you don’t walk away with a concrete “no.” If you can overcome booking and selling objections before the customer or potential customer even has the chance to say it you will raise your chances of getting a yes. Think through other occasions and plan your words ahead of time. Learn to work smart and be more successful!