Nine Common Objections You Must Answer

Objections. You're going to get them, so be ready. Here are nine common objections that salesman and author extraordinaire, Brian Tracy, distinguishes for us:

1. Unspoken Objections. This is where the prospect has concerns but doesn't tell you anything. The solution is to let the prospect talk more. Ask open-ended questions and find out what is stopping them from signing up.

2. Escuses, Exuses. These look like,
"We are really busy right now and don't have time to think about it"
"We already have what we need"
"We are not interested right now"
These are just excuses. They are not really serious. Here is what you can say, "That's all right. Most people in your situation felt the same way when I first called them. But now they have become our best customers (or distributors), and they recommend us to their friends."

3. Malicious Objections. This is where people take out their "crappy" lives on you. They are very negative and criticize your opportunity or product. The way to deal with this is to realize you are not the target. Your job is to remain calm, confident, positive, and polite throughout. Very often this behavior will soften the prospect and encourage him to open up to you.

4. Requests For Information. This is AWESOME! This means that your prospect is genuinely interested. Compliment the person for asking the question. Take the time to answer it (or refer them back to the marketing site while you are still on the phone where they can get the answer) and ask them, "Does that answer your question?"

5. Show-Off Objections. Your prospect may try to show-off how much they know about your product, opportunity, or industry. Respond by showing how impressed you are. Make them feel important and they will eventually warm up to you.

6. Subjective Objections. These objections are aimed at you as a person. Whenever a person becomes critical of you, it could be a sign that you are talking too much about yourself. Start asking more questions and talk about the prospect rather than yourself.

7. Objective Objections. These are directed at your product or opportunity and the claims you are making about them. The prospect might say, "I don't think Zrii will do what I need it to do". Or, "Zrii sounds like like a great opportunity but it won't work for me". The solution is to provide testimonials that your prospect can relate to. Assure your prospect that they will get the same benefits.

8. General Sales Resistance. This always occurs at the beginning of the conversation. Lower initial sales resistance by using the approach close. Say, "Mr. Prospect, thank you for your time. Please relax. I'm not going to try to sell you anything today. All I want to do is ask you some questions and see if there is some way that Zrii can help you achieve your goals in a cost-effective way. Would that be alright?" When the prospect relaxes and gives you permission to ask him questions you can begin finding out what he really wants and how you can meet that need.

9. Last-Ditch Objections. You have made your presentation, and the prospect clearly sees how she would be better off with your product or service. She knows and understands what you are selling and how much you are asking. She is on the verge of signing up but still hesitates. "How do I know this is the best opportunity?" Or "Will this really work for me?" Just assure the prospect that they are making an excellent choice and that everyone else who has signed up is happy with their choice.

Once you handle an objection go to the closing question:
"What level of the business would you like to start?"
Business Builder ($1500), Part Timer ($1000), or Novice ($500)?

"Can you afford to wait another day?" The opportunity is now, don't you agree?

"How much money do you need to make each month?" Then you need to take advantage of the Premier level to fast track your cash flow.

"Is there any reason why you can't get started today?"

"Which auto shipment do you want to be on?" Product user or Business Builder?

"What credit card do you want to use?" Visa or Mastercard ?

"What day do you want your product shipped out every month?" 10th or 25th?

Then be silent.