How many times have you heard that you want me to spend my money on your show? Why do they always want me to spend my hard earned money on this? Or maybe it’s the ever popular It cost me what a month I’ve never paid for a job and I’m not starting now! Have you heard this before or am I the only one? Of course you’ve heard it and it’s probably the main objection that prevents you from getting those sales that your sponsors say are so easy. I don’t know about you but as for me these are the two most common along with the most popular, I’ll see how they do and if they make good money I’ll join! If you believe that, maybe you still believe in Santa Claus!
So what is a person to do with these objections? How can you personally overcome them and overcome mediocrity? Because that’s what we’re really talking about, I’m sorry to be honest with you, but that’s just the way I am. Every day we, which means you too, have to deal with our destructive side that doesn’t want to be positive and do our best and be successful. These two questions are really one and the same and it breaks down to the part where the money comes in and they don’t want to part with a single penny. In fact, they believe that it costs them nothing to go to work at their job. This is of course a fallacy and they are really spending their hard earned money and more than they realize! So how do you overcome this objection? What is the magic bullet? You can take some time and look at the expenses they have and break it down like that, like how far do they drive to get there and it’s not worth your time? It can point out that their transportation is costing them gas, maintenance, and repairs. Another thing is the cost of the clothes they have to wear due to their job or the stress and strain they are putting on their bodies that will cost them their health. These are all valid points that one should consider when getting a job and also keeping it, but they still don’t answer the real question behind the question. So what is the real problem, what motivates them? OK, here it is, they don’t think it’s going to work. Deep down they are at war with the conventional ideas they have been brainwashed with since they were knee high as a grasshopper!
They do not believe in themselves and that is why they will not dare to dream or if they have the dream they do not have the strength to get up and make it come true. They have been told that they have to work hard to get by and save all their money and have a savings fund to fall back on when they get old so they can retire and live out their days rocking in the rocking chair on the front porch. That’s the dream that they’ve been force-fed and they think that’s the good life. And yet, when we take a look at what’s happening today, we see millions of people who have had this dream shattered into a million little pieces and wonder, how am I going to retire and keep my home? ? Questioning themselves and the system that has been completely removed and facing the hard facts that the game has changed and the rules are different. You can’t trust the conventional wisdom that has gotten you this far because it doesn’t work anymore! Many are bankrupt and jobless with foreclosures looming over their heads and for millions more the boom has been ugly.
I hear you say OK, but what do I need to do to be successful? That is the million dollar question that everyone is asking today. With the massive layoffs and job losses close to 10%, we have entered an area very unknown to most people. Many have lost their jobs and along with their income are behind on their mortgages and if not in foreclosure they are getting close. It’s not a joke and nobody laughs. So we go on the internet and we hear them say that you can make a lot of money if you just follow their program. Have you heard, some guys have a proven program that someone made a lot of money with and now we’ve packaged it up and you can do the exact program for only $99.98 a month? They say this is just a dumb change and you buy it and end up with a couple dozen eBooks that you could have found for free on the internet. Guess what they forgot to tell you you are the fool and yes someone makes money but it’s not you.
Why did you fall in line? Because he may not have been taking care of himself and saw the money and had an impulse buy moment. Now after you’ve done this a couple of times you start to get tired and you don’t trust anyone and you’re like, This internet is bullshit and no one is good and this is a scam! It’s all a scam and why did I think I could make money online? In fact, there are people who are earning quite a living on the same internet that you say is full of scammers and charlatans. It’s true and you can earn good money too! So how do you find the right company and how do you make money online without ripping people off? First of all, you need to establish some sort of way to tell good from bad, right from wrong, and the company you are going to pay for and not rip you off.
I learned a long time ago about the “T” closure and I think this really works. The story goes more or less like this; “Everyone knows about one of the wisest men in the early United States, his name was Benjamin Franklin. He was one of the signers of the Declaration of Independence and wrote Poor Richards’ Almanac among many other accomplishments. Now when Benjamin Franklin wanted to make a decision he would take a blank piece of paper and draw a “T” on it by dividing the paper in half. On the left side of the paper he would put the word Yes and on the right side he would put the word No. Today we would use the words Yes and No respectively, then he thought of all the reasons for and against the problem or decision he was facing and listed the Yes’s and No’s on the paper and stuck to the answer that was evident by the number of Yes’s and No’s. No that were on the paper. If the Yess were more than the Nos, he would do what the Yess said and, conversely, if the Nos won, he would not do what he was considering. Now, this was a closing technique that used very effectively in the sales business I was involved in at the time. It completely works because you can really form your opinion that way.
So now, when you come across a business opportunity that seems like a good deal, you can use Benjamin Franklin’s “T-closure” on yourself. Take an honest look at the business and do that T on your blank piece of paper and list on the left the reasons why it would be a good decision and on the right the reasons why it would be a bad decision and then you will have a basis for making a decision based on reason. This is just one way of making a decision that turns out to be one of the best closings you can use in the sales business. It’s old but reliable.
This article is titled How to Respond to Objections and may not have handled the many objections we all face in marketing today; in fact, you may not have even handled the objections I wrote about in the first few paragraphs. They are; you heard, you want me to spend my money on your show? Why do they always want me to spend my hard earned money on this? Or maybe it’s the ever popular It cost me what a month I’ve never paid for a job and I’m not starting now! What I’m saying is that this isn’t really about the money about 90% of the time. Instead of money, it’s about perceived value, the perceived value of the product you’re selling. They don’t believe in what you’re giving them when you give them your sales pitch. Because? Maybe you have become pushy or maybe tasteless. Maybe you haven’t brought everything together to a point where they can see that what you’re trying to tell them is beneficial to them.
People are funny that way! What are you doing at this moment? Do you keep the pressure or do you clear? It is 4th and goal and you have the ball, what is your play? This is the point where most give up and settle for less than perfect. So what is the answer? Have you thought about what the customer needs and wants? There is something missing in the sales business and that comes down to something called customer service! We all want what we want, but when it comes to those things called human beings, there’s some baggage that comes with it. Your job is to figure out what kind of baggage it is and deal with it. Not only that, but also treat it in a way that is good for the customer. It all comes down to what a lot of people call the rule of thumb that says this; “Do to others what you would like them to do to you”, in other words, if you don’t like someone lying to you about a product, service or business opportunity, don’t lie to them! Even easier, you don’t like being ripped off, so don’t do it to others! If you say you’re going to do something, do it!
Handling objections becomes easy if you are living up to your obligation to your customers, it just works that way. So as you strive to succeed in your line of work, you’ll find that when you help those you serve as a representative of the business you own or work for, you’re really helping yourself. So do the world a favor and try to bring someone with you.
reverend steven potts