Handling Objections

The first rule of handling objections is this;

Win an argument, lose a friend.

Not a good thing and totally unnecessary. Objections are simply little hurdles in the education process and if approached with confidence and humor they can actually be quite fun.

Here are a few simple rules about objections and then I will share a few of my favorites with you sharing the formula.

1. Expect them…it’s part of the game
2. When you don’t have a great response, you can always rely on asking them if
    they like what they just objected too. “Do you like pyramids?”
3. Have fun with it. Sometimes the best answers are the ones your prospects
    would expect the least.
4. Be honest and don’t make stuff up.
5. Don’t allow it to turn in to a battle. Once you know the prospect is just being     ignorant, get away from it. “You know Fred, we can talk about this at another
    time if you would like but for now, let’s go get something to drink.”

Is this a pyramid?

“Gosh, I sure hope so…if it’s a square I could get in big trouble!”

“Of course it is…duh.”

“Well, here’s the deal….my brother in law is an attorney and after he looked at it he said we could make all kinds of money and if we caught we wouldn’t do any time.”

“No, pyramids are illegal and our company is a legitimate business model that uses referral marketing to build it, much like insurance agents do.”

So how much money are you making?

“Enough to know it works”

“I just got started and I would be happy to show you how my income is being generated.”

“You wouldn’t believe it if I told you!” (Can be used if making a lot or nothing:-)

Is it saturated?

“Are you in it?”
“It’s getting close…I think our total number of associates world wide is less than 1% of the state of California…we better get you going before it all ends!”