When overcoming objections I always want to make sure that I’m not wasting my time.
Overcoming objections is a great skill to have but ultimately if you spend your time doing it with the wrong person, you’ll find out that your time would have been better used some where else.
Which objections are the ones that are worth overcoming?
It’s not necessarily the objection that determines whether it’s something you want to overcome or not but more so the energy behind the objection.
When you are overcoming objections, try to find out if they are just brushing you off or if they really want to join but they see their objection as legitimate obstacle for them.
If they are brushing you off then let them go. There no need to waste any of your time overcoming objections with them. You’ll save yourself some time but you’ll also save them some time as well. These aren’t the type of people that you want to work with.
How can you tell if the objection is “right” or not?
Part of it is in the energy.
The “right” type of objection shows you that the prospect is hungry.
“I don’t have the money to start but I wish that I did.”
“I don’t have the time to do this right now I’m so busy.”
If they aren’t brushing you off and they are hungry for a change, then by all means spend time with them. Overcoming objections with them can be very beneficial for the both of you.
When overcoming objections, it’s important that you always maintain your confidence. If you determine that they are not a good fit, say something like, “It’s not for everyone but I appreciate your time.”
If you spend your time with the “right” kind of objections. You will close more sales instead of wasting time with someone you have a low chance of closing and don’t want on your team anyway.
Besides, what would happen if you did convince them to join your team? They would probably fail and quit.
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