Most of the ways that we are trained to overcome objections are not very effective because they are logic based and some of them even make your prospect feel bad.
Is this a pyramid?
Well, do you have a boss and does your boss have a boss?
It looks like you are in a pyramid!!!!
I don’t have the time/money…
“If you want it bad enough you’ll find it”
Most of the time these ways of overcoming objections simply do not work.
I found that the best way to overcome a legitimate objections is to involve their emotions.
Instead of coming up with retorts to their objections that make you feel good and make them feel bad, tell them a story.
I don’t have the time.
“Wow. You should hear about Suzy, she’s a single mom that used to work 3 jobs, she didn’t have time but she made this work. Do you want to discuss how she made this happen?”
I don’t have the money.
“You should hear about Gary who had his lights turned off and had an empty fridge. He didn’t have the money either….”
If you tell someone else’s story and involve emotion, then that is your best chance at overcoming a real objection.
If you find yourself with someone who just doesn’t want to join then it doesn’t matter what you say to overcome an objection.
Don’t waste too much time with someone like that. Just move on and find someone who is truly hungry and wants to make it work.
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