Overcoming Objections

Many people view objections as a bad thing when in reality, they indicate that people are interested enough in your products, company, or industry to seek answers and solutions. When you have high personal effectiveness, it's generally pretty easy to overcome most people's concerns. And once you help them resolve their concerns, most will feel comfortable and educated enough to move ahead with you.

It's natural for people to have one or two concerns or objections. However, there are some people who don't really want to say "No". They might not want to hurt your feelings, or damage your relationship. Typically these people continue making excuses or come up with more objections. When this happens, leaders with high personal effectiveness stop them and ask one simple question: It seems like you have a lot of questions and concerns. If I could overcome all of your objections, will you enroll in the business?

Most associates feel like they need to spend time trying to convince people to join. They think, once this prospect sees this business the way they see it they'll want to join! But the reality is, that your persistence in trying to convince them makes you look like no-one else will get in your business and so you are spending time trying to get them in the business as your only hope for success. This doesn't build confidence in them that their family and friends will join them in the business.

The odds of turning this prospect into a leader are slim to none. Convincing them is an exercise in futility.

For example: I once had a friend who went to our high-school prom and there were dozens and dozens of girls waiting to be asked to dance. My friend asked a girl to dance the first dance with him, but she said . . . No!

He spent the rest of the evening handling her objections, changing her attitude, manipulating her feelings with any cheap line he could think of. And when the last dance was playing he was still convincing the first girl to dance.

What he could have done is simply to move on to the next girl who wanted to dance with him.

By the time he convinced the girl to dance, the dance was over. He missed the entire dance and all the other girls that would've eagerly said "Yes!" While you are busy convincing somebody to join your business you are missing all the other good prospects that want to join your business.

After all, how many people do you need to be successful in this business? Three or four people just like you -- and this person isn't one of them. Take a hint. Move on to the next person. This business is built upon leaders - not people you convince to join your team. If you have to convince them to join, you will have to continue to convince them over and over and over. You simply don't have time for this if you are going to make it big!

As you listen to your prospect, there are three very important questions you should be asking silently to yourself:

  1. Is this person looking to find a solution or are they just looking for an excuse? Remember that people can make excuses or they can make money, but they can't make both.
  2. Do I really want to spend my time and effort trying to help this person?
  3. Does this person really want to be helped?

You can always help the person who has a valid concern, who truly wants to overcome the obstacles to achieve their dream. When someone is just looking for an excuse, nothing you say or do will matter because they're not interested in being helped.

Stay confident in what you are doing, remember that you are interviewing them, not the other way around.

Ask high yielding questions to see if your prospect is committed to take action to alleviate their circumstances or if they would really rather complain than do anything.

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