Overcoming Objections During Recruiting
Overcoming Objections During Recruiting
Concern: I don’t have enough money to get started now.
Response: I certainly can understand how you may be feeling. We are all being affected by money issues now. How quickly would you need to earn the $97 (or whatever it is) back to make it worth your while?
Concern: The income from a party business isn’t good enough. I need a real job.
Response: I felt the same way too when I first looked at XYZ Company. What kind of income would you be looking for per month?
Concern: I do not have enough time.
Response: I hear that all the time and I certainly have a busy life too. What kinds of things keep you busy?
Concern: No one would have a show.
Response: I felt the same way too, and what I found was that it wasn’t as hard as I thought. It is my responsibility to teach you how to find business. What makes you think that?
Concern: I can’t speak to groups. I hate public speaking.
Response: Many people feel that way. Actually it is the number one fear in the world. Is that something you would like to overcome?
Concern: I don’t want my family and friends to feel obligated to help me.
Response: I can understand how you feel. Most of us do ask a few family and friends to have a show, yet I have not done a show with my close friends or family since the first month. Can you think of anyone who already does host home parties?
I could go on forever and yet I think you are getting the idea.
Listen to the objection/concern.
Validate it with some clarifying information in less than 10 seconds, and then ask another related question to gather more information.
Then continue to follow the system of listening and asking to gather information so that you can overcome their concern. Avoid talking too much. Don’t try to talk them into it. Use the system of listening, sharing clarifying information then asking a question and you will sort out your prospects and find which ones will be a match with your business opportunity.
Overcoming Objections During Recruiting - To learn more about this author, visit Deb Bixler's Website.
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An objection is really not an objection. The classic statement that we all refer to as an objection is really just a concern. A concern is a need to know more information. Do most objections end up being a no? Yes, because we treat it like a no and try to talk them out of it. If you consider an objection for what it is: a concern and a need for more information, then you will start to turn those concerns into new consultants. Here are some classic concerns along with some not so classic answers:
Concern: I don’t have enough money to get started now.
Response: I certainly can understand how you may be feeling. We are all being affected by money issues now. How quickly would you need to earn the $97 (or whatever it is) back to make it worth your while?
Concern: The income from a party business isn’t good enough. I need a real job.
Response: I felt the same way too when I first looked at XYZ Company. What kind of income would you be looking for per month?
Concern: I do not have enough time.
Response: I hear that all the time and I certainly have a busy life too. What kinds of things keep you busy?
Concern: No one would have a show.
Response: I felt the same way too, and what I found was that it wasn’t as hard as I thought. It is my responsibility to teach you how to find business. What makes you think that?
Concern: I can’t speak to groups. I hate public speaking.
Response: Many people feel that way. Actually it is the number one fear in the world. Is that something you would like to overcome?
Concern: I don’t want my family and friends to feel obligated to help me.
Response: I can understand how you feel. Most of us do ask a few family and friends to have a show, yet I have not done a show with my close friends or family since the first month. Can you think of anyone who already does host home parties?
I could go on forever and yet I think you are getting the idea.
Listen to the objection/concern.
Validate it with some clarifying information in less than 10 seconds, and then ask another related question to gather more information.
Then continue to follow the system of listening and asking to gather information so that you can overcome their concern. Avoid talking too much. Don’t try to talk them into it. Use the system of listening, sharing clarifying information then asking a question and you will sort out your prospects and find which ones will be a match with your business opportunity.
Overcoming Objections During Recruiting - To learn more about this author, visit Deb Bixler's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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