Business Building Corner

Overcoming Objections


While no one is ever happy to hear an objection that halts the sales process, some objections eventually lead to a positive outcome. They indicate that the client has an interest in your products or services. Most importantly, objections present an opportunity. By being proactive and attempting to work with the prospects to overcome the objections they bring up, you can create a great foundation for a long-term relationship based on meeting their needs.

Always be aware that the process of overcoming objections is based on the understanding that the prospect is somewhat interested in what you have to offer. If you receive an out-and-out rejection as opposed to an objection, then it’s prudent to move on.

Keep in mind that we really cannot change other people, but we can be in control of how we respond to them. Here are some basic ways to try and overcome objections.

  • Be honest. After you have listened closely to what the prospects say, try to read in between the lines and also hear what is not being said. Then approach their concerns with honesty. Give them the best information you have for them to make a valid decision. When you are honest, you come across as being trustworthy. If you try to overcome objections by saying what you think the prospects want to hear, sooner or later they will discover that you were not being entirely truthful, and your relationship will suffer. By being honest, even if you don’t close the sale or sign up the prospect right then and there, you have laid the groundwork for a positive follow-up call or meeting.
  • Acknowledge and validate your prospects’ concerns. No one likes to hear that they’re wrong. Instead of refuting your prospects’ worries or objections, acknowledge them as valid and empathize with them. When you focus on understanding your prospects’ perspectives, you automatically put yourself in a better position to address their needs and find solutions that fit them.
  • Know your products and the value-added service you can provide. Be able to objectively present the benefits of the products and focus on which aspects most specifically address each individual prospect’s needs. For example, if your prospect is only interested in emotional well-being and has never considered taking a dietary supplement to address that issue, you should be well-versed enough in the benefits of Laminine to point out how helpful this unique product can be for that person.
  • Pace yourself. We all want to close the deal on the first go, but it’s simply not realistic. Some people do not just “dive in” and sign up for anything. Don’t make it a black and white situation. What about giving out a trial sample? For example, if someone has had GI issues for years and “tried everything and nothing works,” offer enough DIGESTIVE+++ for three or four days and follow up. You very well may have a new enrollee after that or at least a customer for life. Be convincing and full-heartedly endorse the product you are having them try out. If you don’t have a personal story, memorize some of the amazing endorsements LifePharm has posted online.
  • Point out the benefits of working with you. Using LifePharm products may improve the prospect’s health, but don’t overlook the fact that working with you may improve an entire lifestyle. Be confident in explaining the LifePharm opportunity to be your own boss, make your own work hours, work from home or anywhere in the world, and to be an instrument in helping others lead happier lives.
  • Put things into perspective for your prospect. Price is one of the most often heard objections. Make sure to focus on the fact that LifePharm products cannot be purchased anywhere but through IBOs, that they are uniquely formulated with the highest quality ingredients culled from around the world, and are manufactured with cutting edge science and technology. And, when compared with retail products, LifePharm products are much more effective, making the pricing phenomenally competitive.
  • Build trust. It may take time if your prospect doesn’t know you at all. You will need to patient and persistent. Try to find out about your prospects by asking probing questions, such as, “Have you had a bad experience with network marketing?” Knowing their background may help you overcome their objections. Be forthcoming with information and share endorsements, case studies and references that will take away some of the uncertainty and give the prospect confidence in you.

Keep in mind that your prospects may have more than one objection so it's important to be able to identify each one as you hear it. Once you know what is stopping the sales or recruitment process, you can arm yourself with the right arguments that will tip the scales in your favor.