If you are going to be in business for yourself, overcoming objections is something you will face multiple times in your career. There are many objections a person may give to you from a plain “NO” to “I just don’t want it”. I’ve found that you can master almost any objection by helping them understand why they said no in the first place. Maybe you didn’t explain your service well enough for them to grasp the concept, or they may know you personally and don’t feel comfortable with you because of your relationship to them.
Most of the time, when a person says “no”, it isn’t anything personal. Maybe the timing just isn’t right for them, or they don’t have the funds or can’t afford another bill at this time. They could be having some type of family crisis going on at home that will prevent them from getting involved with what you are trying to show them. Through experience, you will develop ways to turn “no’s” into that “yes” you want, but only with a lot of PRACTICE! A tip I use when someone buys from me, gives me referrals, or even says that dreadful “no” is to ask them, “May I keep you informed as to how my business is doing?” Almost everyone will say “YES”, so even when you don’t make the sale or recruit the new prospect, you can keep them in your “pipeline” and reintroduce them to your service or opportunity at a later date.
Most of the people I ever shared my business with that told me “no” eventually bought my service or became an associate because I keep them “informed” with what was going on with the business and industry at least once every 30 to 60 days afterwards. The may not have needed my service or even wanted additional income at first, but their situations changed and now they were ready. So unless they tell you an unequivocal, flat out “NO”, keep in touch with them via a monthly newsletter, or occasional phone call. You’ll be surprised as to how many people will appreciate you keeping them in the loop, while you continue to grow your business!
G. L. Giddings, Executive Director
GLG and Associates, LLP
The POWER Group Organization Team
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