Whatever objections it may be; “It’s too expensive”, “I don’t have the time”, and “It’s too late to join now”. They are all excuses and the objective is to make you go away. To convince them is probably the hardest thing to because you are trying to change his mind.
The better way is to listen and turn his objection into his reason for signing up. For example if his objection is “I have no money” then making money should be the reason for signing up.
Listen and look for emotions like frustration, anger, disappointment and fear. These are the signals for breaking out, for changing their current lifestyle. It pays to be a good listener.
People want to be heard and the real issue is that the person wants somebody, anybody for the matter to hear how frustrated they are about their life, about a product, about a service or virtually about anything.
Listen and be on their side. This will create a rapport between you and the prospect and he is going to like you. You give him an opportunity to express himself and you did not attack his objection head on, so you’re not his opponent. Instead, there will be trust, a connection, and respect, admiration in establishing the relationship and sponsoring will come easy.
“Always hold your head up, but be careful to keep your nose at a friendly level” - Max L. Forman
Be The First To Comment
Related Post
Please Leave Your Comments Below