Most network marketers and home business owners, handle this objection all wrong. So did I for a long while, until I learned the following strategy from Ray Higdon. Generally, network marketers will defend against the objection, and in so doing, take the energy of the exchange, way down. Ultimately, they are assuming a position of weakness. Instead, the goal should be to change the mindset of the person who created the objection in the first place.
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How Most Network marketer Handle the “I can’t Do Sales” Objection
The typical response for most network marketers is “we aren’t selling..we’re sharing”. Soooo lame! I mean, seriously…do you or don’t you have to find people to buy your products? Well, if you hope to make any money at all, the answer is a resounding YES! Of course, you do. So …my friend..it is not sharing…it’s selling. Let’s be honest. Sharing is like.. ‘hey, saw this great movie…you might wanna check it out.” You get no personal gain from that referral. Alternately, you can’t claim to ‘share’ something and then say, ‘by the way..whip out your credit card and pay me $149.99″ lol! …ridiculous, right?!!?
OVERCOMING OBJECTIONS: DO YOU KNOW HOW TO QUICKLY CUT THROUGH THE ‘I CAN’T DO SALES’ EXCUSE?’ – EPISODE 7
Adventures by A Himitsu https://soundcloud.com/a-himitsu Creative Commons — Attribution 3.0 Unported— CC BY 3.0 http://creativecommons.org/licenses/b… Music released by Argofox https://youtu.be/8BXNwnxaVQE Music provided by Audio Library https://youtu.be/MkNeIUgNPQ8
Overcoming Objections is Different for Network Marketers
Even though it is, in fact sales, the network marketing industry is vastly different from any businesses that hinge on traditional sales strategies. In essence, our business is one of relationships. Building relationships is critically important to us and yet, not so much, for say….car sales people.
That being said, we need to learn to overcome the sales objection in the right way. If you play semantics like I described above, you’ll annoy people. Moreover, that strategy will likely come across as patronizing and manipulating…two things that definitely will hinder your closing ratio lol!
Overcoming Objections: ‘I Can’t Do Sales’
Ok then…so how exactly SHOULD you handle the ‘I can’t do sales’ objection? Ideally, you’ll want to manage the energy of the conversation by immediately putting your prospect at ease. You will do that in a very simple, straight forward way…that is not aimed to convince your prospect, that they don’t have to sell anything.
Handling the objection honestly and directly, will surprise them, because they are probably half expecting you to start explaining and convincing. Unfortunately, that type of amateur behaviour is super common with network marketers…even some of the more seasoned ones. Use the script below as a guide to help you handle the sales objection with posture and confidence.
Overcoming The Sales Objection: SCRIPT
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This is a variation of a script I received from Ray higdon.
When you finish the presentation, you will say “Great..so tell me, what did you like best”. Next, your prospect comes out with something like, ‘I loved the idea of making extra money BUT….I can’t do sales!” Use the following as a guide to overcome this objection like a champ:
“Oh thank Goodness! When we bring sales people on board..which is not often..but when we do… we typically have to completely retrain them, which takes a lot of time and effort. So really, It’s actually better if you don’t have a bunch of sales experience. That way we won’t have to spend a ton of time un-training you lol!
I don’t care if you have little or even zero experience doing sales or anything like this before. I can teach you how to do it, step-by-step. The only thing I DO need from you, if you want to make extra money for your family… is for you to be coachable. If you are coachable, you can win big. If you aren’t coachable, you’re right..this probably isn’t a fit for you.”
The Truth About Sales People…
The truth is, hard-core salespeople have a very high chance of failure in network marketing. Why? Because most people who are great at sales…who have a history of traditional sales training, learn to behave very transactionally.
They are thinking in terms of how many units they need to move to reach a goal, based on ‘their cut’. It’s very ‘me’ centric. Moreover, they are not generally, used to thinking about building a community and relationships.
That works for standard sales, real estate…stuff like that, but in our industry..things are a bit different. You can’t approach it with a hard-core sales mentality and do well, typically.
Most people will see individuals who are good at sales and immediately think.. ‘I can’t do that.’ Hard core sales people have to simmer down a bit and unlearn a lot of their behaviours. There are always exceptions but usually sales people don’t do so well, at least in the beginning.
They NEVER admit that!
One of the most powerful aspects of this strategy, stems from telling them they need to be coachable. How often do you think people will admit to being uncoachable..even if they are? NEVER!!! People do not want to see themselves as not coachable…let alone admit to it. Once they’ve agreed to being coachable, they’ll be much more likely to actually listen and implement. Ultimately, you’ve set them up for success.
That’s all there is to it! Easy-peasy, right? This response is so powerful because it’s precisely the opposite of what your prospect is expecting, in all likelihood. Essentially, you are totally reframing how they are thinking about doing the business. They’ve gone from fearing doing sales, to feeling more confident in their ability to succeed, precisely because of their lack of sales experience.
There is an element of relief! For example, they may now be thinking; “Ah, fantastic! I CAN do this!” You have told them the absolute truth and empowered them to succeed in the process…perfect.
If you’ve been feeling like you need more help, more specific strategies and more hard-core skills to help you rock your network marketing business..then you will NOT want to miss Ray Higdon’s next Live event, Top Earner Academy LIVE. The last time he did this event, a few years back, I attended. It singlehandedly, did more for my business than any other decision I’ve ever made. Truly, I cannot say enough about it.
For those who are part of my inner circle… my blogging family…I am able to offer you a very special price on tickets to this life-changing event. You won’t find this offer on Ray’s event page, so make sure to grab your tickets through me, if you’d rather not pay full price, this time.
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NEXT LIVE EVENT…
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Did You Get Some Value From This Quick and Easy Way to Overcome the ‘I can’t Do Sales’ Objection?
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Question of The Week: Have you ever gotten the ‘I Can’t Do Sales’ Objection? How did you handle it? Comment below…
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Hi Staci. I see the distinction you are making between sales in network marketing and the old-school style of sales. It’s definitely about building the relationship first, especially if you want them to eventually join your team.
I think a lot of industries are trying to make that shift too. I don’t think the old style of sales works as well as it did. Businesses are seeing that it’s better to have a relationship with a customer to keep them coming back again and again instead of focus on a one-time sale.
Thanks for clarifying.
Thanks for the feedback, Wayne and I completely agree with you. I’m happy to see that shift toward building and nurturing relationships, becoming more pervasive in customer-driven industries overall. For awhile, it felt like things were treated more transactionally. That is much less rewarding for everybody, I believe:)