Objections are not always a refusal, but objections can cause most new network marketers blood to run cold. Every human being wants to be received in a loving way, and we all are ultimately seeking approval. By the time we reach adult hood we have learned to fear the word “no”. When we represent a product or service we are in effect saying this is something good and you should get it. When we ask for the order or for the person to join our business we risk receiving that terror causing word “No” and this may leave us feeling hurt .

I recall my first few years in marketing and they bring back memories of having sweaty palms and a trembling voice. I wanted this person to join my business and yet I was scared that the she might say no. If my prospects said “no” I often felt hurt, because it felt she wasn’t rejecting my business she was rejecting me and my business. After a time I realized a “No” response wasn’t a personal rejection and I didn’t need to feel bad. I was offering my prospect a way t0 make some money and in return my company would give me a commission and it was a win win. By helping them get into my business I was doing my prospect a favor,  because I was giving her an opportunity to create extra income for her family.

I eventually realized that I was not supposed to be selling, just sorting. I was only looking for the people were interested in creating a secondary income or replacing their existing one. Once I came to terms with this, my marketing efforts became far less stressful and far more profitable. Often times a prospect will listen to a business presentation and then raise an objection but it did not always mean no. So if an objection is not always a refusal then what is it? My mentor told me that when people are looking at doing a business from home they typically have a number of fears or concerns and before a business transaction happens those concerns or fears must be put to rest.

Throughout history there has always existed thievery and deception. When a person would say, “I’ve never heard of your company. ” my knee-jerk reaction was to become defensive. I automatically took that comment as an indication they did not want to work with me or join my business. I learned over time that sometimes when people say they’ve never heard of your company, what they’re really saying is that never heard of your company and they have no hidden agenda. An easy way to respond to a comment like that would be to simply echo back their response eg. “You’ve never heard of my company?”. To which they reply that they haven’t and you tell them about it.

People are often concerned that if they invest their money in your company its products or services they may be taken advantage of. It is a well documented fact that people prefer to do business with individuals that they know, like and trust. When trust or conviction about the opportunity is low prospects will often respond with “Let me think about it.” And I would say that about 99% of the time the last time they think about it is when they say goodbye to you. During my early years in marketing I happily accepted this objection, because they hadn’t really said no and I didn’t want to sound pushy. What I have learned is that people generally say “Let me think about it.” when you haven’t adequately shown them how your business, products or services will benefit them or that you will help them achieve their goals. They are not saying no what they are really saying is I need more information or you have not convinced me I can trust you.

I learned that the easiest way to respond to this objection is to follow up with:”When you say you want to think about it, what is it specifically that you feel you need to think more about. It sounds to me like you still have some questions that you need answered.” In a book called the One Minute Millionaire written by Mark Victor Hansen and Robert G. Allen a reference was made to the fact that most people cannot handle their first rejection in sales and as a result never become wealthy. When water is heated to 211° very little happens but a 212° the water begins to boil. You may be only one honest answer away from closing a deal but you will never know if you don’t risk hearing the word no.

My coach said Chuck some will, some won’t, but it’s okay someone’s waiting. Another one of my mentors told me that if I was hearing the word no I was talking to the wrong person I needed to talk to the person who would say yes. So I would encourage you to go find that person that says yes. Understand that an objection does not have to mean no, it may be an indirect request for more information.

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