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    Overcoming Objections
    Overcoming Objections
    Overcoming Objections
    Ebook110 pages1 hour

    Overcoming Objections

    By Keith Schreiter and Tom "Big Al" Schreiter

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    About this ebook

    Objections happen. Ouch!

     

    We don't like them. We feel rejected. We begin our defensive mode. It doesn't have to be this way.

     

    Instead, what if:

     

    • We knew how to prevent objections?
    • We could eliminate fear and rejection?
    • We could easily handle the few remaining objections, and turn them into "yes" decisions?

     

    Objections are not a live/die, win/lose, fight-to-the-death verbal combat. Most objections are simply unanswered questions in our prospects' minds. They want what we have to offer, but uncertainty holds them back.

     

    How do we change this scenario? Two ways.

    1. Learn how to prevent objections.
    2. Exactly how to answer raised objections.

    The good news? We can master these two ways and totally remove our fear of objections. Now our network marketing business becomes more fun. We will look forward to our conversations with our prospects.

     

    More good news? We can agree with our prospects. We can honor their point of view. Our relationship remains strong.

     

    And want to turn our skills into superskills? Part two introduces us to the magic of word pictures. Yes, we can transcend many objections by instilling bigger visions. When our prospects' vision is big enough, nothing will stand in their way.

     

    Learn the basic objection templates here. See the word-for-word answers that put our prospects back into their buying and joining modes.

    LanguageEnglish
    PublisherTom "Big Al" Schreiter
    Release dateMay 2, 2022
    ISBN9781956171075
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      Book preview

      Overcoming Objections - Keith Schreiter

      Overcoming Objections

      OVERCOMING OBJECTIONS

      MAKING NETWORK MARKETING REJECTION-FREE

      KEITH SCHREITER

      TOM BIG AL SCHREITER

      Fortune Network Publishing, Inc.

      CONTENTS

      Big Al Resources

      Preface

      Making enemies wherever we go.

      How can I agree?

      Removing the What if I fail? objection.

      Nobody will give me referrals.

      That is why I am talking to you now.

      I don’t have anyone to talk to.

      It’s a pyramid!

      I want to think it over.

      My prospect used to be indecisive. Now he is not sure.

      You can say ‘No’ to our offer.

      This is too expensive!

      Prevention.

      Who gives us objections?

      Not interested.

      Make it their problem.

      Must we answer every objection?

      Treating objections as questions, not challenges.

      Part two.

      What is better than scammy scarcity and urgency tactics?

      Vision on steroids.

      How do we feel about objections now?

      Thank you.

      Big Al Resources

      More Books from Big Al Books

      About the Authors

      Overcoming Objections: Making Network Marketing Rejection-Free

      © 2022 by Keith & Tom Big Al Schreiter

      All rights reserved, which includes the right to reproduce this book or portions thereof in any form whatsoever.

      Published by Fortune Network Publishing

      PO Box 890084

      Houston, TX 77289 USA

      +1 (281) 280-9800

      BigAlBooks.com

      Print ISBN: 978-1-956171-06-8

      Ebook ISBN: 978-1-956171-07-5

      BIG AL RESOURCES

      This book is part of the Big Al Prospecting and Recruiting Series. For free downloads and resources, go to:

      bigalbooks.com/prospecting/

      Magic Words for Prospecting

      DOWNLOAD YOUR FREE EBOOK AND AUDIOS NOW!

      Perfect for new distributors. Perfect for current distributors who want to learn more. You’ll also get the free weekly Big Al Report.

      bigalbooks.com/free

      Big Al Workshops and Live Online Trainings:

      bigalbooks.com/workshops

      PREFACE

      Objections happen.

      How we react to objections makes a difference in how we enjoy our careers as network marketers. React? Yes. And we have two choices.

      Choice #1: Objections! Oh my! My prospects hate me. This is so negative. I will fail again.

      Choice #2: Only interested prospects have objections. Their objections are questions they want answered. Maybe they are pointing out areas where they need to know more. They want what I have to offer, but need a bit more input and assurance from me.

      So … which choice will we take?

      Objections are not a live/die, win/lose, fight-to-the-death verbal combat. Objections highlight what bothers our prospects. This is our chance to help.

      MAKING ENEMIES WHEREVER WE GO.

      Objections happen.

      So we talk.

      No one listens.

      That formula doesn’t work.

      Yet, this is the formula most people use when handling objections.

      When I started network marketing, I thought handling objections meant showing prospects they were wrong, and getting them to see things my way. I was in for a rude surprise.

      My original strategy?

      Argue.

      Yes, I would disagree with prospects who would dig in their heels, feel insulted, and leave our argument even more convinced they were right. That’s failure in so many ways.

      Here is an over-exaggerated example of my original objection routine.

      Prospect: Too expensive. I can’t afford it.

      Me: Yes you can afford it.

      Prospect: No I can’t afford it. I am paying lots of credit card debt now, and my mortgage is overdue. My wife and I have a tight budget.

      Me: You can cut back on some expenses, I am sure. Food is overrated. This is a great opportunity.

      Prospect: I don’t think so. I don’t have any money to spare.

      Me: That is exactly why you should do this.

      Prospect: Stop your agenda. I know you want to earn a commission off me. But I have to think of my family first.

      Me: Well, uh … uh …

      This method didn’t work. My lack of results proved that disagreeing with prospects was the express route to a communication failure.

      Can we browbeat our prospects into logical submission? No.

      Can we flood our prospects with facts proving that our point of view is right, and hope they change? No.

      Instead, let’s not fear objections. People aren’t mean. They just report what they have experienced to date. Make their experience with us change their attitude about network marketing.

      Easy to say. But how do we take action?

      This is what we can do.

      THE FIRST RULE FOR OBJECTIONS IS TO AGREE.

      If we talk, and our prospects resist, we will watch our words bounce off their foreheads and trickle down to the floor. Communication requires an open mind with our listeners.

      When we disagree with our prospects, what happens?

      First, do we trust and like people who disagree with us? No. So our prospects won’t like it either. Making enemies is a bad strategic plan.

      Second, our human minds can only hold one little thought at a time. Unfortunately, prospects won’t want to entertain our thought. They prefer their thoughts. So while we are telling prospects all the reasons they are wrong, what are they thinking? They are dreaming up new facts to support their position when it is their turn to talk.

      The final result?

      Our prospects don’t listen to what we say.

      Our prospects don’t like us.

      Our prospects think up even more reasons not to accept our offer.

      We created a lose-lose situation.

      This is not the path we want to take.

      OUR NEW PLAN?

      Respect our prospects. Their objections are real for them. Yes, they may not understand everything, or have the same life experiences we have. But we should feel that our prospects have good reasons for their objections.

      And what will we do?

      Agree.

      We can agree their point of view has merit. That will be a good start.

      What reaction can we expect from our prospects when we agree with their objections?

      Shock. (No high-pressure sales tactics approaching.)

      Joy. (I don’t have to argue.)

      Trust. (You can see things from my point of view.)

      When we agree, more good things happen. For us, we remove our fear of rejection. Now our prospects see us as friends or trusted consultants. We can now move forward with our discussion.

      THE FIRST STEP?

      To agree.

      If we get this first step right, to agree, everything else gets easy.

      So, if we are not a reader, only a skimmer of books, relax. Even if we read no further, if we take this one little step, to agree, we will be far ahead of all the pushy salesmen in the world.

      Agree. It works.

      HOW CAN I AGREE?

      We

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