Handling Objections: I Need To Do Some Research

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research objection

Handling Objections: I Need To Do Some Research

As you build your Network Marketing business you are inevitably going to be presented with some objections. These objections range from all points of the spectrum.

One of the most common objections in home-based business is the research objection. Right after seeing your presentation or sampling your product your prospect will say something like, “It all sounds great but I need to do some research before I make any decisions.”

The key to handling objections in Network Marketing is to know how to respond before the objection is even raised.

When your prospect says they need to do their research, what they really mean is they need to Google your product, service, or opportunity. Because everything you read online is true and accurate right?

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I’m not going to lie to you, this is the exact response that I had when I was presented with my primary opportunity.

The key to handling the research objection is not to sidestep it altogether and try to hard close them into signing up anyway. That never works and frankly, it gives people a bad taste in their mouths about our industry. Don’t hard close them, address the objection.

I like to simply inform my prospects on what they will find online. I do this by asking them a simple question. “When is that last time you went online to leave a positive review?”

The answer is usually never. People don’t go online to leave positive reviews. They go online to talk crap about a company or product or describe some horrendous encounter they had with an individual employee. It’s almost never a reflection of the company as a whole.

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Don’t believe me? Google Verizon, AT&T, Wal-Mart, or Amazon. The internet is just riddled with horrible press about these companies. Is that going to stop you from picking up a bag of Oreos at Wal-Mart the next time you get a late night hankerin’ for some sweets? Didn’t think so.

Of course, the best way to handle the research objection (or any objection for that matter) is to do a 3-way call with an upline leader. This allows your prospect the opportunity to talk to an “expert.”

I say expert because that’s what one relationship removed from you automatically makes your upline, whether they are or not. After the call, give them as many tools as you can (magazine, product description, videos, company created literature, etc.)

If my prospects insist on doing online research, then I’ll show them where to look. I don’t just let them run wild online. I give them places to find positive press about my company (BBB profile, JD Powers & Associate’s awards, articles from SUCCESS from Home magazine, and even positive network marketing documentaries like “Rise of the Entrepreneur” by Eric Worre).

The goal is to control their “research” as much as possible until they feel that they’ve adequately addressed their doubts.

In the video below I go into a bit more detail about handling the research objection. If you get some value out of it don’t forget to subscribe to my Youtube channel and share it with a friend!


 


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