Deb Bixler

Direct Sales - Recruiting Made Easy

Overcome Objections And Become An Expert Recruiter

Becoming a master recruiter in network marketing, direct sales, home party business or any MLM requires the ability to effectively field objections.  Understanding that an objection is a question or concern in disguise is the secret to becoming an expert recruiter. An objection does not mean no, it means please give me more information.

Steps To Overcome Objections And Get To A Yes

1. An objection does not mean NO!
2. Understand that an objection is the need for more information.
3. Understand that an objection is an emotional need unfulfilled.
4. Keep the focus on the prospect by sharing your response in less than 10 seconds and ask another question.
5. Always end a statement with a question.
6. Use thermometer questions.
7. Ask for the close more than once.
8. Craft answers to the common objections.
9. Become fluent at those answers.
10. Beware not to project your concerns into the interview.
11. Ask a question. Be quiet!

If someone is definitely against your opportunity or service they would say NO!  NO means I am not interested, not I hate you for asking.  Do not take a no negatively and at the same token do not take an objection as no.  When you look at an objection as being a clue that you have not provided your prospect with enough information, you can begin asking questions that will help you understand what the potential prospect needs to make a decision.  All human beings shop or buy on an emotional level.  If they are not “buying” your opportunity, then whatever objection they put forth is stemming from an emotional concern that you have not answered.  You can prevent objections along the way by asking the right questions.  For example, asking: “Is there anyone else who will be involved in the decision-making process that you would like to have join us?” could preclude the objection: “I have to ask my wife.” Direct Sales Training

An Objection Is An Opportunity

When you look at an objection as an opportunity to give more information frequently you will have an opportunity to close the deal.  Overcome the objection, satisfy the concern, and ask for the close.  Respond to the concern in less than 10 seconds, and follow your response with another question.  After you feel that you have addressed the issue adequately in this manner, your question may be: “Did I answer your question regarding compensation?” “YES”  “Do you have any other questions, or are you ready to get started?”  Ask for the close.  If they come up with another question/concern, then do the same thing.  Address it in less than 10 seconds and always end in a question such as: “Does that help?  What else do you need to know regarding the training?” This process keeps the focus on them and draws out the questions. If they do not have any other questions, go back to: “Are you ready to get started?”

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