Inviting someone to do something will often put you in the position of hearing their objections. Which is where many of us stop dead in our tracks. Why? Because we see objections as the answer “No, I’m not interested and here’s why…”, rather than, “This obstacle is keeping me from saying yes”. Helping people decide is more about becoming a trusted advisor, than a great salesperson.
CHECK YOUR HEAD
What is your internal state of mind when you are inviting people to consider making a decision to take better care of themselves?
What thoughts are in the back of your head when you suggest they buy a challenge pack?
When you hear someone complain about their weight, their diet, or energy level; what do you imagine they will think about joining a challenge group with you?
The reason for these questions is that deep down you might already be saying “NO” for them. How do you know you’re saying no? Your inner self-talk about what they might do or say, keeps you from even asking! If this is you, it’s time to check your head :).
What do you truly believe? Can the invitation you are offering change their life, if they allowed it to? Is what you are asking them to consider, truly, possibly, good for them? You want your mindset to be crystal clear about what you believe, and that belief must be real for you. If it’s not, you will struggle to handle objections.
Build your belief system every day by using the products yourself, reading success stories, and coaching your customers. Results fuel confidence, and confidence attracts customers.
Be their advisor! We all enjoy someone who is truly there to help us make the best decision for ourselves. We don’t need convincing or pressure. We need good information and a trusted sounding board. We want the time and confidence to choose well, and that’s what a friend and advisor offers us. So how do you stay in that role of advisor and avoid being and sounding like you’re selling them?
Detach yourself from the outcome! If you are desperate to have them say yes. If you feel pressured to present everything perfectly. If you are secretly trying to reach a goal and they are your meal ticket. And; If your energy is intense…chances are they will feel it. So approach every single invitation with enthusiasm and curiosity. Consider the conversation a process of discovery for them. I often say, “If you’re like me, you’ll want to check this out online, in your own time…why don’t I send you a link and check back with you on Wednesday?”
Care more about the experience! Do not take a “no thanks” personally…it’s not about you. Remember that the relationship and the experience they have of you in this invitation process is more important than their final decision. Either way, you want them to say, “I like her/him and even if I’m not interested…I know people who might be and I wouldn’t mind referring them”. If they feel it’s okay to say “no”, your conversation with them will be so much more effective and remember they are watching you from that point forward. You have a much stronger chance of them coming back to you once they see you sticking to this.
Use the “Graceful Release”. Some people can project their negative mindset on to you. Again, it’s not about you. It’s simply a fact that some people are not happy in their life, and they aren’t prepared to look at that. They might even resent the invitation, simply because it wakes them up to something they want to avoid right now. You always have the power to give them a graceful release. I often say, “It sounds like this isn’t something you’re interested in and I respect that, your friendship is more important to me than you saying yes right now.”
Keep them on your list. When people have a genuine hurdle that you can’t help them overcome. Let’s say they don’t have the money to purchase a challenge pack. Add their name to your list and keep track of these people. Stay engaged with them. Let them know, “No worries, I completely understand. We host a challenge group every month. I’d love for you to join us next month, or when you are able to save up for your challenge pack. Would it be okay if I check in with you in a few weeks to see if you want a spot in our next group?”
Remember, from that point on, they are watching you and you have more time to let them know you truly care about them. Take the time to "Like" their posts and comment on unrelated things you have in common.
TODAY'S TASKS:
What are some of the most common objections you get, or the ones you are most afraid of dealing with? Make a list of 3-5 objections then contact your coach to discuss these roadblocks and ways you can work through them. You can also get feedback from other seasoned coaches on our private Coach University Facebook group, click here to connect.
BONUS: Check out the book "Go For NO!" by Andrea Waltz and Richard Fenton