Recruiting For Your Direct Sales Business
Recruiting For Your Direct Sales Business
Basic Steps To Overcoming Objections
An objection does not mean NO!
Understand that an objection is the need for more information.
Understand that an objection is an emotional need unfulfilled.
Keep the focus on the prospect by sharing your response in less than 10 seconds and ask another question.
Always end a statement with a question.
Use thermometer questions.
Ask for the close more than once.
Craft answers to the common objections.
Become fluent at those answers.
Beware not to project your concerns into the interview.
Ask a question. Be quiet!
If someone is definitely against your opportunity or service they would say NO! NO means no thank you I am not interested. Most often though, we hear an objection and take it as no. When you look at an objection as being a clue that you have not provided your prospect with enough information, you can begin asking questions that will help you understand what the potential prospect needs to make a decision. All human beings shop or buy on an emotional level. If they are not “buying” your opportunity, then whatever objection they put forth is stemming from an emotional concern that you have not answered. You can prevent objections along the way by asking the right questions. For example, asking: “Is there anyone else who will be involved in the decision-making process that you would like to have join us?” could preclude the objection: “I have to ask my wife.”
Look at an objection as an opportunity to get more information and to close the deal. Overcome the objection, satisfy the concern, and ask for the close. Respond to the concern in less than 10 seconds, and follow your response with another question. After you feel that you have addressed the issue adequately in this manner, your question may be: “Did I answer your question regarding compensation?” “YES” “Do you have any other questions, or are you ready to get started?” Ask for the close. If they come up with another question/concern, then do the same thing. Address it in less than 10 seconds and always end in a question such as: “Does that help? What else do you need to know regarding the training?” This process keeps the focus on them and draws out the questions/objections. If they do not have any other questions, go back to: “Are you ready to get started?”
Asking thermometer questions gives you an idea of their level of interest. “Have you thought about who would do your first few shows?” is a thermometer question. If their answer is: “Oh NO! I haven’t even thought about it!” then they are not close to a decision. If their answer is: “Well, I am sure that my Aunt Mary and my sister would, and all the girls at work already said they would have one at lunch hour….,” this person is already thinking like a consultant. Your response to her/him should be: “Wow! It sounds like you are ready to get started… what are you waiting for?”
Examples of other thermometer questions are:
When were you thinking you would like to do your first show?
What month would you like to get your first paycheck?
How many shows would you like to do your first month?
Thermometer questions give you a feel for the readiness of your prospect
Crafting the answers to the common questions puts you in a state of readiness. When you are prepared with the answers, you will do a better job of alleviating concerns or objections. Take some time to write a list of common objections, then script out a few answers for each. It doesn’t mean you are going to memorize the answers and say them like a script, it just will prepare you to become more fluent at addressing concerns.
When you ask a question, be quiet until the person answers. This requires some patience. If you speak first, you lose. When you ask a question, it is important to wait for the answer. Most sales reps are impatient and do not wait for the answer.
Frequently a sales consultant creates the objections for their potential consultants. If you continuously hear the same concern or objection, then it is important to look at what you are doing to create that objection. If you constantly hear the objection: “It is too expensive!” then possibly you believe it is too expensive. If the objection: “It will take too much of my time…” comes up over and over again, then look at your feelings about this issue.
When you look at sharing your opportunity as a way to help others and keep the focus on them, it is easy to see that an objection is just a emotional concern or unanswered question disguised as an excuse. Remember that no means NO and an objection means: “I need more information.”
Recruiting For Your Direct Sales Business - To learn more about this author, visit Deb Bixler's Website.
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Becoming an expert recruiter requires the ability to field and answer objections smoothly. The first step in mastering objections is to understand that an objection is not a no. It is often not an objection at all, it is a concern. To become a master at overcoming objections, you must master the mind… your mind. When you hear an objection, it is important to recognize it for what it is. The potential sales consultant has a concern or a question that has not been satisfactorily answered.
Basic Steps To Overcoming Objections
An objection does not mean NO!
Understand that an objection is the need for more information.
Understand that an objection is an emotional need unfulfilled.
Keep the focus on the prospect by sharing your response in less than 10 seconds and ask another question.
Always end a statement with a question.
Use thermometer questions.
Ask for the close more than once.
Craft answers to the common objections.
Become fluent at those answers.
Beware not to project your concerns into the interview.
Ask a question. Be quiet!
If someone is definitely against your opportunity or service they would say NO! NO means no thank you I am not interested. Most often though, we hear an objection and take it as no. When you look at an objection as being a clue that you have not provided your prospect with enough information, you can begin asking questions that will help you understand what the potential prospect needs to make a decision. All human beings shop or buy on an emotional level. If they are not “buying” your opportunity, then whatever objection they put forth is stemming from an emotional concern that you have not answered. You can prevent objections along the way by asking the right questions. For example, asking: “Is there anyone else who will be involved in the decision-making process that you would like to have join us?” could preclude the objection: “I have to ask my wife.”
Look at an objection as an opportunity to get more information and to close the deal. Overcome the objection, satisfy the concern, and ask for the close. Respond to the concern in less than 10 seconds, and follow your response with another question. After you feel that you have addressed the issue adequately in this manner, your question may be: “Did I answer your question regarding compensation?” “YES” “Do you have any other questions, or are you ready to get started?” Ask for the close. If they come up with another question/concern, then do the same thing. Address it in less than 10 seconds and always end in a question such as: “Does that help? What else do you need to know regarding the training?” This process keeps the focus on them and draws out the questions/objections. If they do not have any other questions, go back to: “Are you ready to get started?”
Asking thermometer questions gives you an idea of their level of interest. “Have you thought about who would do your first few shows?” is a thermometer question. If their answer is: “Oh NO! I haven’t even thought about it!” then they are not close to a decision. If their answer is: “Well, I am sure that my Aunt Mary and my sister would, and all the girls at work already said they would have one at lunch hour….,” this person is already thinking like a consultant. Your response to her/him should be: “Wow! It sounds like you are ready to get started… what are you waiting for?”
Examples of other thermometer questions are:
When were you thinking you would like to do your first show?
What month would you like to get your first paycheck?
How many shows would you like to do your first month?
Thermometer questions give you a feel for the readiness of your prospect
Crafting the answers to the common questions puts you in a state of readiness. When you are prepared with the answers, you will do a better job of alleviating concerns or objections. Take some time to write a list of common objections, then script out a few answers for each. It doesn’t mean you are going to memorize the answers and say them like a script, it just will prepare you to become more fluent at addressing concerns.
When you ask a question, be quiet until the person answers. This requires some patience. If you speak first, you lose. When you ask a question, it is important to wait for the answer. Most sales reps are impatient and do not wait for the answer.
Frequently a sales consultant creates the objections for their potential consultants. If you continuously hear the same concern or objection, then it is important to look at what you are doing to create that objection. If you constantly hear the objection: “It is too expensive!” then possibly you believe it is too expensive. If the objection: “It will take too much of my time…” comes up over and over again, then look at your feelings about this issue.
When you look at sharing your opportunity as a way to help others and keep the focus on them, it is easy to see that an objection is just a emotional concern or unanswered question disguised as an excuse. Remember that no means NO and an objection means: “I need more information.”
Recruiting For Your Direct Sales Business - 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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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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