I have found the three most common objections to being involved with home business revolve around:-
Our industry
The price
Insufficient time.
In any sphere of life, people will have different views to our own. This often occurs because they don’t have a full understanding of the subject and their opinion may be tainted by inaccuracies.
Our business involves education, marketing and training. This can best be accomplished by using a friendly, sincere and honest approach. Our goal is not so much to sell a particular product but to develop lasting relationships. Confrontation is likely to polarize opinion. However, if anyone has real concerns we should acknowledge them as such. A formula used successfully to accomplish this can be remembered with three simple words:
Feel – Felt – Found (or)
See – Saw – Found (or)
Hear – Heard – Found
NB: Whichever of the above you use, depends upon the predominant approach of the person to whom you are speaking and whether they are kinetic, visual or auditory. Use their own terms for most effective communication.
OUR INDUSTRY:
If the objection is to networking or Multi-Level-Marketing (MLM) - confused with pyramid schemes - we might say:
“I know how you Feel. I and people I know have Felt the same until they Found that pyramid schemes are illegal. They can be differentiated from legal marketing enterprises because they pay commission on signing people up rather than promoting a valuable product. Pyramid schemes are heavily, whereas MLMs are an efficient way of marketing that is attracting business people like Warren Buffet and Donald Trump, both of whom embrace, promote and foster the concept.
In using the three-word formula, we have acknowledged their real concerns by saying that other people have had a similar view until they gained more information.
Did you know that Richard Branson became involved in network marketing by developing one of the most successful direct sales companies in the
Did you know that over 100 billion dollars in sales is generated through direct sales?
Or that this industry has created more millionaires than any other industry?
The more we know about our product and industry the better we can deal with objections. If you don’t know the answer to a question, just ask if you can get back to them, while you consult with a colleague or refer them to your web site as most questions are addressed in our FAQs and Company information.
The two other popular objections are the price of the product and that people don’t have enough time to run a business:
PRICE:
With price concerns we must know what makes our product special. Then use the three-word formula: e.g. “I know how you Feel. You’re not alone; a few people Felt that way too, until they Found that…”
(or) “I can See that... and you’re not alone as others Saw that also, but then they Found that…”
(or) “I Hear what you are saying. You’re not alone; others have Heard that too, but then they Found that…”
Spending a couple of dollars a day to boost your bodies defences is money well spent. You can demonstrate that your product works by referring to the science and also mention the many satisfied customers testimonials. Our product has been verified and quantified by science.
TIME:
Some people who say they have no time just don’t want to change their lives. Yes they complain about the cost of fuel and groceries or they tell you of their goals and aspirations yet they won’t at this stage do anything about their situation.
You should try to explain the benefits of the industry but be realistic; you can’t carry them on your journey to make your goals come true. You might say:
‘I know how you Feel (or I hear what you are saying). You’re not alone, a few people Felt that way (have said this) too until they Found that”:-
They could incorporate this business into their everyday lives by handing out business cards and letting the web site and other tools do their job.
Then follow up with a couple of phone calls. Training helps us succeed and this can be done without cutting into your time. You might listen to CD’s while driving or read information while commuting. Many people soon commit to making a better life for themselves and to doing whatever it takes.
Thought Provoking Questions:
Q. How much would you need in the bank to earn just an extra $200 a month @ 5% interest? A. $12,000. An extra $400 p/m would need $24,000, and to earn an extra $1000 p/m would need $54,000 sitting in the bank.
Q. Would that extra income make a difference?
Q. How long at your present salary would it take to have that amount?
Q. (For mature people). If you have difficulty making ends meet now, how would you like to live on the basic pension? Would it affect your lifestyle?
Q. What are your goals? What would you like to be doing in 3 - 5 years from now? Enjoying a well deserved holiday on a tropical beach; enjoying the company of a loved one; or commuting through the traffic to the same old job?
This business might not be for everyone but I truly believe that everyone can benefit from a regular dose the most powerful anti-oxidants.
