Overcoming Objections Tele-Seminar Notes

The Overcoming Objections tele-seminar was today, and due to the technical difficulties half way through, only the second half of the call was recorded. It’s the middle of the afternoon here, thundering and lightening like crazy and very dark outside so that may be what caused our technical snafu.

Below are some of the responses to overcoming objections that I shared on the call. (For those of you waiting for Part I to Consistency in business, come back soon, I’ll be posting that next.)

OBJECTIONS TO SALES:

IT’S TOO EXPENSIVE
* I used to feel the same way until I realized how often I was replacing my ____ because it (faded, didn’t hold up, was poor quality, etc…) and realized how cost effective our products are.
* There will always be products that are cheaper, but there’s a reason for it, they are poorly made, they’re manufactured overseas, or they anticipate you’ll simply replace it latter.
* It may seem expensive until you compare it to other products and see ours lasts longer, only needs half as much, etc.
* That’s why you’ll want to take advantage of our buyers club.
* When you purchase two items, you get the next two at ½ price which makes it really affordable.
SHIPPING AND HANDLING FEES
* The difference you have with the retail industry is you still pay these fees but they are built into the cost of their goods.
* People today are used to catalog shopping and internet shopping where they have shipping and handling charges.
* You’ll want to be a hostess then because with a qualifying show, hostesses don’t have shipping fees.

OBJECTIONS TO BOOKINGS:

I DIDN’T BRING MY CALENDAR
* I limit the number of shows I do each month and I’d hate to have you miss out. Let’s set a tentative date so you are guaranteed a date and we can confirm it tomorrow when you have your calendar handy.
I’M TOO BUSY
* Because women today are so busy they really appreciate how quick our shows are.
* Busy women are the most successful hostesses because they know how to keep it simple, get it done and move on to the next thing on their list.
* I understand that’s why I help you with the invitations and we keep our parties very simple.
MY HOUSE IS TOO SMALL
* Thank goodness we don’t need the whole house.
* Patio parties on the deck are really popular this time of year.
* You are welcome to use my home, just bring your friends.
MY FRIENDS ARE PARTIED OUT
* That’s why we keep our shows simple, quick and fun so your friends can relax and have a good time or stop in quick to shop and run.
* What was the last show you were all at? (It may be that they really haven’t been for months, or that they “all” got invitations to shows this week, though they didn’t go. Probe a bit further. )
* How do you think they’d feel about a relaxing spa afternoon?
* Oh I understand, sometimes long parties get to be a bit much. How about a quick stop and shop night? (Or) How would a private cooking show work for your friends instead?
* Sometimes the terminology is all you need to change, try words like a girl’s night out, private fashion fittings, personal make over, private jewelry show, etc. Give it a different label, show, party, presentations, demo, or girls night out.
I DON’T KNOW ENOUGH PEOPLE
* This might be the perfect opportunity to meet your neighbors.
* We don’t need a lot of people for a show so if you have three friends and they each bring a guest; you’ve got a great show.
* Many of my hostesses feel that way at first, and with my coaching have found they have as many as they really need for a party.
* Several of the women at this show have long wish lists so you could easily add some of them to your guest list.

OBJECTIONS TO HEARING ABOUT THE OPPORTUNITY OR BECOMING A CONSULTANT:

I WANT TO WAIT UNTIL THE KIDS ARE BACK IN SCHOOL
* While the kids are at camp, you could be getting through the learning curves so you are ready to fly in the fall, when sales are at their highest.
* I can respect that. You may want to hold a few shows this summer and start getting your clients lined up so you’re ready to soar this fall.
I CAN’T IMAGINE ONE MORE THING ON MY PLATE, I’M TOO BUSY
* That’s exactly why I thought of you. Busy women like yourself are so good at managing many things at once and it might be the outlet you give yourself for personal time out and fun.
MY HUSBAND WON’T LET ME
* Does he object to you making money?
WHEN I RETIRE… WHEN THE KIDS ARE ALL IN COLLEGE
* That makes sense. What you’ll find is by hearing the information now, you’ll know if it’s the right thing for your future. I’d hate to have you thinking this is what you’re going to do and then later discover you should have been planning something else.
I DON’T KNOW ENOUGH PEOPLE
* If you have 3 to 5 people who would host for you, you’re business will mushroom from there.

When people have objections, they’re really telling you they don’t have enough information for a "yes" decision. Objections mean they don’t have enough information to solve their problem. An objection means they still have questions. Repeat objections that you hear over and over are an indication that that is a concern you could be addressing during your shows to eliminate it. You can turn an objection into a recruit bid, booking bid, or a reason to buy.

And by the way, if it’s raining, your customers and prospects are likely home since ball games are cancelled, it’s too wet to mow or garden, etc. So take advantage of a rainy day and pick up your phone!

© 2008 Anne Nelson, Joy Zone, LLC