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Guest post by: Deb Bixler Become an Author

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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.”

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