- The prospect has a difficult time making decisions,
large or small. You have to help her decide.
- She's doubtful she can be successful in the business.
- The objection is really a question. Your prospect
wants more information.
- Something you've said or done has offended the prospect.
There is no obvious way to overcome this emotionally
So how do you overcome objections? Here are four steps:
1. Add information. Start by telling the prospect:
"I'm glad to hear you say that. I know exactly what you mean,"
or "Thank you for bringing that up; it's a good point. In
many people who have taken advantage of my company's
opportunity have had that same thought." Then present the
information that dispels the perceived problem.
2. Treat an objection as a question. For example,
if the objection is one of delay, say, "Yes, I understand
your point, but the question is whether this is the right
time to join my company, correct?" Or, if the prospect
claims he can't afford it, reply, "That's an intelligent
You're wondering if you can handle this investment without
upsetting your budget, aren't you?"
. Find out if the voiced objection is the only one.
Ask: "That's a good point to consider. Your question is
whether this is the smart thing to do right now, isn't it?"
When he replies it is, follow up with: "Well, you do like the
program, don't you? If you were sure cost wouldn't present a
problem, would there be no other objections?"
Basically, you need to ask the prospect, "If you could
yourself on this one point, you wouldn't have any objection to
starting immediately, would you?"
4. Use the same line of reasoning as the prospect's
objections. Agree wholeheartedly with the prospect. For
example, say: "Mr. Prospect, you are so right! You can't keep
taking on additional obligations forever. But really, this
opportunity doesn't add obligations--it helps you remove them!
Here, let me show you
how it can."
Other Habits to Avoid
1. Try to pinpoint and understand the objection. Many
prospects get lost when the sponsor sums up the objection too
quickly and doesn't hear the prospect's entire objection.
2. Never interrupt, anticipating what the person is
trying to say. You'll probably misunderstand and offend
the prospect. The person will be much more relaxed and
receptive if you let him finish the question.
3. If possible, delay confronting a prospect's objection
until you've completed your presentation. However, don't
appear to avoid the question entirely ("Mr. Jones, that's a
good point. I'll answer that in just a minute, OK?"). Chances
are, you'll answer the question in your presentation, but if
the answer is not to his satisfaction, he'll raise the
4. Don't place undue emphasis on any objection. It
may simply be a question.
5. Never treat any objection as an unjustified question,
either by facial, vocal or body expression.
6. When answering an objection, avoid an argument by
using such phrases as "I suggest" and "as you know."
I hope some of these tips help you overcome objections.
Learning to recognize the real meaning of objections is a key
factor to success in network marketing.
Michael L. Sheffield is the CEO of Sheffield Resource
Network, a full-service direct sales and multilevel marketing
(MLM) consulting firm. He is also the co-founder and chairman
of the Multi Level Marketing International Association (MLMIA).
He can be contacted through