BUILDING YOUR BUSINESS (Sub-Menu)

Handling Objections and Dealing with People

You have to learn three steps or phases to handling objections.

1 - Validate

2 - Neutralize

3 – Move Forward

Step 1 — Always validate the objection

Remember, maintain and increase your prospect’s self-esteem.

After you have heard their objection, you validate it by saying something like:

I appreciate you sharing that with me.

Or

I appreciate you letting me know that up front.

Step 2 — Neutralize the objection 

When you neutralize the objection, it does two things:

One, it prevents it from coming up again

Two, it gives the person room and does not make either of you feel like you are in a debate.

Many times this is done with some type of question…

How do you feel about that?

Or

What if this is something you would be interested in and you did not take a look at it?

Or

If I did not have the information I do I would feel the same way you do.

Step 3 — Move Forward 

One of the all time best move-forward statements I have ever heard is this:

Well that is exactly why you should take a look at this company.

This works on any objection.

Let’s put all of this together. Here are 6 of the most common Objections. In these 6 common objections, you can have great success in using the validate, neutralize and move forward process.

I am too busy - No Time

1. Validate — I appreciate you letting me know that up front.
2. Neutralize — How do you feel about that? {Prospect Answers}
3. Move Forward — Well that is exactly why you should take a look at this company.

I am really not that interested – No Interest

1. Validate — I appreciate you sharing that with me.
2. Neutralize — If I did not have the information I do, I would feel the same way. What if this is something you would be interested in and you did not take a look at it? {Prospect Answers}
3. Move Forward — Well that is exactly why you should take a look at this company.

I don’t have any money – No Money

1. Validate — I appreciate you sharing that with me.
2. Neutralize — How do you feel about that? {Prospect Answers} --- Option – How long have you been in the work forcer? 20 Years – Do you feel like what you are doing is working for you?
3. Move Forward — Well that is exactly why you should take a look at this company.

It doesn’t work – No Success.

1. Validate — I appreciate you sharing that with me.
2. Neutralize — How do you feel about that? {Prospect Answers} --- 
   Option – Jon what do you do? {Teacher} Is there a right way to teach and a wrong way to teach? A right way to run a school and a wrong way?
   Well there is a right way and a wrong way to run a network marketing business too and...
3. Move Forward — Well that is exactly why you should take a look at this company.

I don’t think I can sell - Sales.

1. Validate — I appreciate you letting me know that up front.
2. Neutralize — How do you feel about that? {Prospect Answers} --- Option – Do you like helping people?
3. Move Forward — Well that is exactly why you should take a look at this company.

It sounds like a pyramid.

1. Validate — I appreciate you sharing that with me.
2. Neutralize — How do you feel about that? {Prospect Answers} --- 
   Optional – The federal government does not allow pyramids to operate, because they are illegal.
   I probably thought some of the same things you do until I took the time to find out the difference.
3. Move Forward — Well that is exactly why you should take a look at this company.

If you think about this information and start to practice it in your everyday life, it will become second nature.

The only way it will become second nature is if you practice, practice, practice.

Once you understand how to deal with people just a bit better, then it makes handling objections much easier.