Handling Objections To Business Opportunity
When you share your business with others you will always hear what most reps call objections.
The first step in handling objections is recognizing that they are not bad… a concern is normal when making decisions so welcome them. It was not a NO!
In a recent direct sales recruiting teleclass series with Jodi Keller and The Day Dreamers Tribe of L’bri consultants I was invited to be a part of their team Facebook group.
After one of the classes discussing the Process Of Becoming A Dynamite Recruiter, Jodi posted a status update in the group asking for the leaders to create a list of common objections or concerns they often hear when inviting people to join the team.
Methods Of Handling Objections
The best way of handling objections is to validate, educate and get more information. This is most often referred to as the feel, felt, found method.
After the Day Dreamers’ list got a mile long, I went through and using the 10 second rule, answered all the concerns as if I was the distributor responding to a potential rep’s concern.
These are those concerns and my replies:
I don’t have time.
I get it, we are all busy. What I’ve seen is that the busy people are the best distributors! They seem to be able to get more done! What kinds of things keep you busy?
I already know several people who sell L’BRI.
Good point…. I actually have more business sometimes than I can service well, and have no problem with competition, is that your only concern?
My friends seem to really be into another skin care line.
Oh well, yes that is true there are many different lines… I have found that there is room for everyone and every company. L’BRI is well branded but not two reps on every block… do you like the other products?
I don’t want my friends and family to feel like I am pushy.
Oh, I understand; did you think I was pushy tonight?
I don’t want to ask my family to do parties (or I don’t know enough people to have a party).
That is probably one of the most common concerns that I hear. When I first started I did a couple shows with friends and family but not so after the first couple weeks. Actually we have an event next Tuesday, would you like to join me at the Vendor Show and I can show you how to network and find business outside your friends’ circles?
My friends don’t have any money.
Good point, I can see that that would concern you. Actually what I have found is that after the first couple of parties you don’t depend on friends for your income. We have a Vendor Event next Tuesday – would you like to join me and see how we network with strangers to find business?
I don’t know if my significant other would be supportive.
I talk to a lot of people who worry about the same thing… what do you think he would object to?
My (niece, sister, cousin, etc.) sells XXX Skincare line.
OH – Yeah – they are everywhere!! One of the greatest thing about L’BRI is that we are well branded and yet not one on every corner. Do you like her products?
I’ve tried being a rep for other companies and I never got anywhere.
Well I have sure heard that before!! Direct sales does take effort and we have an awesome mentoring program that pretty much guarantees success. Would you like come to our next meeting on Monday just to see what it is like and rub shoulders with other distributors?
I don’t really like to drive out of my area.
Well, that makes sense, I do shows pretty much all over the USA because we have no territories but many reps only stick to their own town or even neighborhood. Where do you live?
I don’t have the money to buy the kit.
I understand, and we do have resources for kit scholarships. If the money problem was solved and we could start you earning income quickly, is there any other issue that would hold you back?
I don’t know enough about skin care.
When I first started I did not either; one thing I love about L’BRI is the great training and mentoring program – free – What is your best learning style?
I don’t even use anything to take care of my skin, how can I ask my friends/family to buy from me?
Oh – yes that is a good point. L’BRI is a great service and when we are in business we don’t ask people to buy from us – we find a solution to their skin care issues. (If someone does not use any skin care products you may not be justified in asking them to join!)
I don’t like driving at night.
You know, I am getting that way too so I understand…. I have a rep who only does daytime parties. We get to work when we want on the days that we want. Is there a particular day of the week or time of day that would work for you?
I don’t want to do shows or go to strangers’ homes.
Oh – I’ve heard that before; what about doing shows concerns you?
I don’t have many friends.
That is probably one of the most common concerns that I hear. When I first started I did a couple shows with friends and family but not so after the first couple of weeks. Actually we have an event next Tuesday, would you like to join me at the Vendor Show and I can show you how to network and find business outside your friends’ circles?
I am uncomfortable talking in front of people.
Yes – that is a typical concern, you are not alone, actually it is the number one fear in the world. Fear of public speaking… Is it something you’d like to overcome?
I don’t have enough time – my family comes first!
Family is definitely important!! I often take my kids to parties and my hubby loves the one day a week with the kids when I am out. How many kids do you have?
When I get home at night, I just want to sit and relax! I don’t want to work another J.O.B.
Hmm.. I get that, there are not enough hours in a day sometimes. What kind of work do you do?
I’m too shy for that.
I can see how that would concern you… I know a rep who was so shy she hardly talked at the home party and being a L’BRI rep has helped her to make more friends and get out of her shell a bit. Is that something you would like to change?
You and I know the same people and my friends already buy from you.
Good point…. I actually have more business sometimes than I can serve well, and have no problem with competition; is that your only concern?
I already have a part-time job (or another job on the side).
OH – OK great. Are you happy with that?
I’m not a salesperson.
Yes, I know a lot of reps who said the same thing before they started and are doing awesome. Sales actually means “to serve” and when we focus on service it is not selling. What do you do for a living?
That’s not for me.
Oh, OK – then that’s cool. I will be your L’BRI consultant for the rest of your life, so if that ever changes just let me know.
My husband would not like this!
I talk to a lot of people who worry about the same thing… what do you think his objection would be to what I do?
More added stress/pressure…..why would I want that?
I know how you feel, I used to have a ton of stress in my life too, and what I have found is that doing parties is fun and a great stress release; what kinds of things do you feel stressed about?
Notice how each one validates, educates and ends in a question to get more information but does not always use the exact words: feel, felt and found.
Customize these answers to the common concerns, practice this system and you will get spontaneous at overcoming the common concerns that people have about joining your team.
Can you add one to the list? Please share it in the comments below!