Learning to overcome objections takes time and practice. With each objection, ask yourself: “Is this the real concern?”
95% of the time, the objection you hear is really your prospect saying one of two things:
- “I lack belief in myself.”
- “Can I do it?”
- “Will it work for me?”
- “Will you help me?”
2. “I lack belief in Tranont, the products, or the direct sales industry.”
- “Does it work?”
- “Is it real?”
5% of the time, the objection you hear is real. In that case, remember there is never a bad prospect, only bad timing. Tell your prospect that you understand and ask them permission to follow-up later. Then, make a note to circle back with that person in 3 months.
Feel, Felt, Found
Feel, Felt, Found is a classic communication technique. When someone objects:
1. Let them know that you know how they feel
2. Let them know others felt the same way
3. But, share a way that someone tried “A” and found that “B” is the real result.
Example: “I just don’t have enough time for this.”
Feel: “I understand how you feel.”
Felt: “I work with a lot of busy people who felt exactly the same way- very busy with little to no free time.”
Found: “However, once they got started and used a simple daily system for building their business (the DMO), they found that Tranont easily fits into their spare time. They’re able to build their business when and where they want – and we’re able to create some really amazing results together.”
In this specific example, it would be very easy to show the prospect a success story from Prosper Magazine featuring a busy person who found success and freedom with Tranont.
Neutralize The Objection, And Dig Deeper
Sometimes the objection you hear isn’t the real objection. In this case, you can try neutralizing the objection by validating it and then asking more questions.
Prospect: “I just don’t have time for this.”
You: “O.K.” (Neutralize the objection by agreeing.)
You: “Well, is that the only thing that’s preventing you from getting started?” (Simple question to confirm that lack of time is the real reason.)
Prospect: “Yes. I just don’t have enough hours in the day.”
You: “What makes you feel that you don’t have enough time to start the business?”
(This is the most important step. You’re now asking for the reason behind the objection, which will lead you to the real issue.)
Prospect: “Well, I guess I’m not sure it will be worth the time and effort. If I do something like this, I need to know how to be successful right away.”
(They’ve just stated their real objection: lack of belief in Tranont as a system, and lack of belief in themselves because of lack of knowledge.)
You: “Wow… I guess I failed. I failed to show you this isn’t a business where you start and we just toss you out there to figure it out all on your own. When you enroll with me, I personally work with you to start making a profit ASAP. Plus, we have a whole training program that teaches you step-by-step how to host your first few home meetings to get you comfortable with acquiring customers and growing your own team.”
If I, Would You?
(Now insert an “If I ______, would you ____” statement.)
You: “If I can show you the launch system for your new business and promise to personally work with you so you get a paycheck ASAP, will you trust me and start today?”
(Now you’ve reaffirmed trust in you/Tranont, and that the prospect can trust themselves because there’s still a training program where they can learn more and grow.)