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Sales And Party Plan Companies: 7 Steps To Overcoming The Objections That Lead To Buying Resistance

Guest post by: Patricia Makhulo

Article Overview: Every person has some form of buying resistance. Your role, your objective as a party plan business owner is, MUST BE, SHOULD BE overcoming your potential hostess’ customers and biz opp potentials buying resistance while persuading them to take action.

Sales And Party Plan Companies: 7 Steps To Overcoming The Objections That Lead To Buying Resistance

Sales and party plan businesses go together like a horse and carriage. Can't have one without the other! Party plan consultants have three burning questions:

• The number one questions many party plan consultants ask is why will they not buy from me?

• The number two question is how can I get them to buy from me

• The number three question is how do I keep them coming back for more!

Every person has some form of buying resistance. Your role, your objective as a party plan business owner is, MUST BE, SHOULD BE overcoming your potential hostess’ customers and biz opp potentials buying resistance while persuading them to take action.

Whether you are working on getting someone to host a party, buy your product or listen to your home party business presentation, we all have to overcome the same stumbling blocks.

These hurdles are manifested in the dreaded word NO!

No doesn’t mean No!

What they are really saying both in spoken and unspoken comments such as:

1. “You don’t understand my problem”
2. “How do I know you’re qualified?”
3. “I don’t believe you”
4. “I don’t need it right now”
5. “It won’t work for me”
6. “What happens if I don’t like it?”
7. “I can’t afford it”
8. “I have seen others do it and they look ridiculous!”
9. “I tried this before and I failed”

So how do you resolve this basic customer resistance:

1. Brand Yourself: Get Attention. You must learn how to be an attention grabber. Do you have a well crafted Elevator Pitch? If not get one pronto!

2. Identify The Problem: You do this by asking questions! Everybody is tuned into two stations WIIFM [What’s In It For Me] and MMFSAM [Make Me Feel Special And More]!

Party Plan Pat’s Instant Party Plan Business Success Tips:

• YOU CANNOT GIVE INFORMATION, BEFORE YOU GET INFORMATION!
• Verbal Diarrhea is the sure-fire way to kill a sale.
• Use The SLOW Method

3. Provide A Solution:- You know what they say, if you are not part of the solution you are part of the problem. And when people look at their list of problems and they feel you are adding to it, they will avoid you.

e.g., I know the areas in which party plan consultants struggle. So I say:

My clients report improved perception of the services and products they offer, knowledge base, ability to deliver and compete effectively among vendors, contractors and peers thereby increasing their income base!

4. Present Your Credentials: What this does is answer the question in your prospects mind “Why should I do business with you?”

Here is one thing I will tell you:

Women shop by soliciting the opinion of other women. And we all know how that goes. If someone doesn’t like you…no matter how credible you are its over!

How you fight back:- Get testimonials. Get recommendations. People like to know that you are in the in crowd! NEVER let your customers leave without writing something good about you. Get pictures too of results that your services and products have given!

Why do you do this?

• You show benefits. No one likes a dog and pony show. Features are great, but what good are they if I see no benefit. Before and after pictures are the best.
• You give what we call social proof. People are like lemmings, we flock where everyone else is. Compel the social proof in your favor!

5. Make Your Offer: Now that you have established rapport, make your offer.

WARNING: Do not confuse your prospect. Confused people ALWAYS say no!

If you lead with an offer to host a party then don’t switch to I know you would do very well in this business.

If your offer is to buy, don’t push them into being a hostess.

How To Win: Samples…Been to Costco lately? Well if you are like me a trip to buy one thing ends up being a shopping spree. Notice how the samples are strategically placed to entice you walk down the isle so that you can buy things you didn’t know you needed!

6. Follow Up & Follow Through: Get contact information.

• Create a monthly newsletter that allows you to be a solutions provider
• Follow up with calls [please don’t hound people, stalking people is not cool]
• Send note cards
• Do promotions

7. Sit back, Relax and watch yourself succeed!

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  Dealing with Sales Objections: General
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Article Tags: home party, party plan businesses, party plan consultant, party plan pat, sales and party plan companies



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