Do you fear the objection handling phase of the selling process? What do you say when someone raises a common objection such as, “I don’t have the money,” “I need to think about it,” or “I don’t have the time.”?
One of the biggest challenges I see sales professionals and network marketers face is what to do when they hear these common but dreaded sales objections.
We know that at the end of a sales presentation the prospect is going to say one of four possible things:
1. “I am ready to sign up.”
2. “I have some questions.”
3. “I am not interested.”
4. “I don’t have time”, or “I need to think about it”, or “I don’t have the money.”
Prediction is a form of power. Because we know what they are going to say, the key is to prepare a powerful, persuasive response that will overcome their objection and move them to buy.
Persuasion is about leading and moving people to take action. If you analyze great network marketing leaders, you will find that they are great at moving others to take action.
At the end of your presentation you are going to ask your prospect to take action and that is when the objection handling phase typically begins. They may say “I don’t have the money”, “I need to think about it”, or “I don’t have the time.”
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