What do are you supposed to say when your prospect says, “I don’t know how to sell!”
Some network marketers will try to prove their prospect wrong.
They’ll say, “Of course you can sell, everyone can sell. Have you ever been in a romantic relationship? If you have then you are salesman, you sold yourself to your partner. You convinced your partner that you were good enough to date or marry.”
“Anyone can sell! Just look at a child they are the best salesman around. Do what they do. They just nag and beg until they get what they want. If a 4 year old can sell, so can you.”
I was trained to say this and it worked… sometimes. Most of the time, it didn’t work. The reason why it won’t work most of the time is because you are telling your prospect that they are wrong. It makes them feel bad. People do business with those that they know, like and trust. If you tell them they are wrong and make them feel bad, they won’t like you. If they do like your business and end up joining, they probably won’t join with you.
When prospect says that they can’t sell, it’s not that they don’t believe in the your company or product, it’s that they don’t believe they can do it. They feel like they will get left behind. So how do you overcome this objection without making your prospect feel bad?
Be Easy to Copy
Some of you may know that I used to be a Registered Nurse. I was able to explain the science of my company products in a simple manner. I had many people bringing their prospects to me to explain the science of my company products. I spent a lot of time doing all of the telling and selling. This worked for the other reps as they made sales and sign ups but it wasn’t as productive for me. Many of my own prospects told me that they were unable to do what I did. They felt like they had to research and study so that they could explain product like I did. It severely lowered my sales and sign up rate. However when I started to point to a company tool to explain my company products, my sales and sign ups increased.
Overcoming the “I can’t sell” objection starts at the beginning of prospecting process.
Whenever possible, use your company tools to do all of the heavy lifting for you. If the company has a brochure, a website or a video, allow it to do all of the telling and the selling for you. This does 2 things: it uses your time more efficiently and it also makes the process look easier for your prospect.
If the company has a video presentation, then use it. It might not be perfect but it’s proven to work. If your prospect has a question about your product, comp plan or anything else, resist the urge to answer the question yourself. Instead, point them to a company tool or bring in your sponsor/mentor to answer it for you.
If you do all of the presenting and all of the answering of your prospect questions, your prospect may think that for them to be successful in this business that they too have to get good at presenting and answering questions. They will tell you, “I can’t sell.”
However, if you leverage the tools the company has created for you, your prospect is unlikely to say, “I can’t sell.” If they do, explain how simple the process really is.
“All I did was let you watch a video presentation and if you had a question, I had you watch another video that answered it. I also had Bob (your upline mentor) answer some questions too. Do you think that you could do that as well?”
If you are going through the process properly, you’ll be very easy to copy and your business will duplicate. You’ll also be able to overcome the “I can’t sell objection”
How do you overcome this objection? I would love to know in the comments below.
Create a great day!
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