Eric Lofholm Training For Sales Mastery

If you want to close more sales, you need to develop the skill of objection handling. One of the biggest challenges I see network marketer’s face is what to do when the prospect says I need to think about it, I don’t have the time, or I don’t have the money.

This is a challenge for the network marketer and it is also a challenge for most everyone on their team.

We know that at the end of a presentation the prospect is going to say one of four things.
1. I am ready to sign up.
2. I am not interested.
3. I have some questions.
4. I need to think about it, I don’t have the time, or I don’t have the money. (or raise some other concern)

Prediction is a form of power. Because we know what they are going to say we can then prepare a powerful, persuasive response to overcome their concern and move the prospect to action. Persuasion is about leading. It is about moving people to action. Great network marketing leaders are great at moving others to take action.

Handling an Objection is like Passing a Hot Potato Back and Forth!

After you have given the prospect your presentation you are going to ask them to take action. After you ask them to take action that is when they typically say I need to think about it, I don’t have the time, or I don’t have the money. I want you to imagine that when you ask the prospect to take action it is if you are giving them a hot potato. When they say to you I need to think about it, I don’t have the time, or I don’t have the money they are giving you the hot potato back. We now need to give it back to them.

In Part 2 of this post, I will share specific sales scripts on how to handle the objection of “I need to think about it.”

Success,

Eric Lofholm
Master Sales Trainer and Coach

Click here for Part 2 of this post