Some people are taken back when they ask me about objection handling in network marketing and I tell them not to do it.
And I am very serious when I say do not get into dealing with objections when building your downline.
Objection handling is a skill set that is paramount for a successful sales person, not a network marketer. And this is network marketing not sales and there is a HUGE difference between the two.
We do not sell we share. Your opportunity is either for someone or it is not. End of story, onto the next prospect.
If you are attempting to deal with objections that tells me you have the wrong mindset about how this business is built.
The secret to your success is to be able to get a large group of people to perform simple activities consistently over a long period of time.
And guess what objection handling is not? A simple activity.
In fact sales people who get paid to sell for a living and who are put through extensive sales trainings are still 9 times out of 10 terrible at objection handling.
Your mind set in this industry needs to be that your prospect either sees the opportunity or they don’t. The opportunity is either for your prospect or it is not.
This is a numbers game. Your job is to get good at prospecting which includes developing the skill of always having prospects to share your opportunity with.
In this post I am going to give you 4 very important reasons not to get into objection handling and then I am going to share with you 2 powerful strategies to do instead.
Alright let’s take a look at the 4 reasons why you should not use this sales tactic…
Reason #1 – No Duplication Means No Business
This is huge my friend. Remember the secret to success? It is found in your ability to get a large group of people to engage in a few simple activities consistently over a large period of time.
This means that every and all activities that you engage in must be duplicatable. Meaning your team members must be able to do them.
They must have the skill set to be able to do the business building activities or your business is going to go nowhere.
And guess what? Objection handling is NOT duplicatable at all. Far from it. It takes years of training and experience to become even remotely good at it.
You will not be able to teach your downline how to do it, it will not happen and if they get the feeling it is a skill they need to develop in order to have success they are out, they will quit.
Reason #2 – Your Prospect Will Not Join
Even if you are successful in dealing with their objections guess what will happen the majority of the time?
They will not join anyway.
This is because everything you are doing to recruit someone the prospect him or herself is watching. They are processing it all.
They are thinking to themselves that whatever you are doing to recruit them they are going to have to do to other people to get them to join their downline.
So guess what? Not many people in this world want to be sales people. Not many people in this world want to sell.
So let’s say you give them a super duper sales pitch, they fire some objections off at you and you are all practiced up and have your objection handling game on and knock each objection out of the park.
Guess what happens?
Your prospect says to you:
“Hey Robbie ol’boy wow man you nailed that, holy jumpings you are going to crush this thing, I am excited for you, but I can’t do what you just did, in fact I don’t want to do what you just did, it’s not for me, I’m out”!
People don’t want to sell. They do not want to be perceived as a pushy sales person.
Reason #3 – Objections Are Excuses Not to Join
The truth is if someone is throwing them your way they are doing their damndest to find an excuse not to join your network marketing business.
You are wasting your time and they are also wasting your time. They don’t want to just come out and say no to you so instead they are delaying the inevitable and beating around the bush.
I was a sales guy prior to getting started in this industry and I am pretty good at selling and I when I first started I did try to convince people to join. I tried to sell them on it.
I very quickly realized it was a waste of time. Even if I nailed the objection most times they just found another one to throw my way and eventually they mustered up the courage to finally say it was not for them.
I wasted my precious time allotted for building my business. Instead I could have been out sharing the opportunity with 10 other people rather than being stuck dealing within someone who was just delaying saying no.
Reason #4 – You Come Across Weak
Objection handling is basically a form of trying to convince someone to join your business.
Convincing people comes from a mindset of Lack instead of Plenty or Abundance. In your mind you think you need this person to join your business.
You need to understand that prospects are everywhere. There are people all over the place who are just waiting for an opportunity like yours. They are just waiting for you to show up.
Your posture is a big deal when it comes to recruiting. You want to come across confident and in charge.
Change your mindset. Come across strong. Come across powerful.
You have something people need. You do not need anyone person. You mindset needs to be that you are building this regardless of who joins you.
People can sense weakness. Your prospects will be able to tell if you are desperate for them to join.
They are repelled by weakness. You want people to be attracted to your posture and think wow this Robb guy he is very confident in this, he seems like he has it going on, maybe I should take a more serious look at what he is doing.
And there you go 4 very serious reasons why you want to stay away from objection handling.
Now let’s look at the 2 things that you should do instead…
Point to 3rd Party Tools
The reason why people create large downlines in network marketing is because they embrace this concept of duplication.
Keep the activities as simple as possible so anyone on the team can do them.
3rd Party Tools play a huge role in this.
3rd Party Tools are anything that takes YOU out of the equation when it comes to sharing your opportunity with people.
Again remember your prospect is watching everything you do.
If you are selling to them they are not going to join because they do not want to sell.
If you are explaining the compensation plan to them they are not going to join as they will think it is too complicated to learn and have to share to their prospects.
If you are answering all of their questions they are not going to join as they will think it is too much for them to learn.
3rd Party tools could be:
- A website that has a video overview of the business opportunity and products
- A weekly recruiting webinar put on by your upline that you invite your prospect to attend
- A business presentation at a local hotel.
- A Facebook group designed to present the opportunity, compensation plan and products
- A 3 way call with your upline.
- Etc., etc.
Again it is anything besides yourself that can present the opportunity, compensation plan and products to your prospects.
And guess what else it is?
Anything or anyone besides you that can answer your prospects questions and handle their objections.
So instead of stumbling and bumbling around trying to answer someone’s objection or question send them to a 3rd party tool to find the answer.
3 way calls or 3 way Facebook messenger chats are the best for this.
If someone says to me:
“Ya Robb it looks interesting BUT I need more information on the compensation plan, how does this binary thing work”?
I do not try and explain it to them. Instead I say:
“Great question Jim-boo. I’m actually not that great at explaining it, here is what I am going to do for you. I have a business partner he knows the compensation plan instead and out, he will definitely be able to explain it to you or answer your questions on it, let me just get him on the call (or let me set up a 3 way messenger chat)”.
Bam I’m out and my upline business partner is in.
Now what do you think your prospect is thinking?
He is thinking Ok that was pretty easy. I had a question and Robb simply pointed me to a 3rd party tool (source) to get the answer. OK I can do this.
You just showed them how simple the business is.
Do this instead and you are going to see a lot more success in your network marketing business I can guarantee it.
And the last thing you want to do instead of getting into objection handling is…
Work the Numbers Man
The number one skill set that will virtually guarantee your success is getting good at creating an ever expanding contact list.
This means always having people to share your opportunity with. Which means meeting new people on a daily basis.
The more people you meet, the more people you will be able to share your opportunity with and the more people you share your opportunity with the more people are going to join your network marketing business.
It is as simple as that.
Do not get bogged down with one person. You are not in the convincing business, you are in the sorting business. Your job is to find people and then see if they are open to your opportunity and if they are not move on to the next 100 people.
And do not lie to yourself, finding people is easy my friend. Social Media and particularly Facebook has been a game changer for network marketers.
If you use the right strategies on Facebook you will easily have a minimum 10 people every single day to share your opportunity with.
Instead of learning objection handling in network marketing learn the skill of building an ever expanding contact list. And focus on doing so with Social Media.
Here are some trainings to help you do just that:
Let me know if you have any questions in the comment section below and I will be sure to help you out.
That’s it for today my friend, I trust you got value from this post. If so do me a favor and also let me know in the comment section.
Cheers my friend!
P.S. If you want more serious business building trainings like this sent directly to your inbox be sure to sign up for my newsletter on the side of the blog.