How To Overcome Objections In Network Marketing: 7 Steps To Overcome Any Objection

A major struggling point for most network marketers is how to overcome objections in network marketing, so here are 7 steps to overcome any objection.

Before You Learn How To Overcome Objections In Network Marketing Know This…

Closing and overcoming objections in network marketing is definitely a skill-set you want to learn and develop.  One thing to really understand is that closing and overcoming objections often isn’t even required when the right foundations are in place before presentation happens.

It might sound crazy,  but if you do the right foundation steps before your presentation,  your sign up ratio can be incredibly high. At that point the need to overcome objections becomes irrelevant.

A few things to keep in mind as the foundation is that you always need to think about what’s in it for your prospect before you show the presentation.  Too many times I find network marketers are in pitch mode and convincing mode.

They come from mindset of “how can I sell this person?”, rather than “how can I help this person?”  When you shift gears and come from a place of helping your prospects solve a problem, or reach a goal, you’ll have far less objections after the presentation.

This comes down to the inviting process and leading with value not hype. If you haven’t done so yet click here to check out my inviting Mastery training HERE.  Inviting professionally comes first, before ever trying to overcome objections. That being said, let’s get into the 7-step process to overcome objections for network marketing.

1. Hear out your prospect fully

As a person in sales sometimes it can be difficult to fully listen to your potential customer or business partner.  Active listening is really the key foundation to closing for your business.

The better you can listen to your potential customer the more opportunities you’ll find to close them and help them get started. Listening fully is the first step for how to overcome objections in network marketing. 

Sometimes your prospects will even talk themselves into joining your business, and when you fully let them say their objection this can happen.

In addition to this if you don’t fully hear them out you might end up trying to overcome an objection that isn’t real. Most people really like being heard,  so letting your prospect fully talk themselves out and listening to them attentively will help you build a lot of trust and rapport.

All things being equal people tend to do business with those that they know like and trust.  So the more you can establish this relationship during the closing process the better.

There has definitely been times where I just let people talk after I ask a closing question and let silence do the work for me. They say an objection but then overcome it on their own. So hear out your prospect first.

2. How to overcome objections: Acknowledge the objection

When someone has an objection you don’t want to validate that their objection is sound, but you do want to acknowledge understanding.

This can be done by saying something like “I get it, and completely understand why you would feel that way coming from your situation.” or “I get it and I understand where you are coming from.” Something along those lines.

I would avoid saying something like “you are totally right to be feeling that way.” or “That’s true, and you should feel that way.”  Focus on understanding but not agreeing that their objection is a good reason not to join or buy.

Often you don’t necessarily even need to overcome the objection they’re talking about, you just need to understand where they are coming from. Someone feels understood or like they’ve been heard they can often move forward even without that concern being handled.

When you say things like I understand where you are coming from. It helps bring your prospect on your side.

Instead of immediately trying to overcome the objection you could even say something like, “I totally get where you’re coming from let me ask you this do you like the idea?  Does the idea makes sense to you?”

When you ignore the objection say something like the script I mentioned above you can help further understand how excited the person is about the opportunity.

A common problem most network marketers face is they try and convince people that aren’t really interested.  This wastes a lot of time for both parties, and you’re much better off working with people that are interested and excited about your opportunity.

Do this instead of trying to convince those that aren’t interested.

3. Restate The Objection First Before Overcoming Objections

At this point you want to acknowledge that you fully understood and heard their objection. This way you show that you care and were listening to them.

This again taps into the feeling of your prospect being heard shows that you actually care.  People don’t care how much you know until they know how much you care.

This is why repeating the objection back to your prospect is essential the showing you actually care and I listening to them.   

Another reason for this is you might actually have the wrong objection or concern. The last thing you want to do is try and overcome an objection that isn’t even there.  When you do this, you can actually push your potential customer further away from buying getting started.

You might actually implant more objections than the person initially had to begin with by trying to overcome the wrong objection.  This is why repeating the objection back to the person is so essential.

4. Isolate the objection as part of your strategy for how to overcome objections

While you were restating the objection you also want to isolate the objection.  This means that you are pulling out a single objection and making sure it is the real objection for your prospect.

As I’ve mentioned earlier, the last thing you want to do is try and overcome an objection that isn’t the real objection.  All too often your prospect will throw up a smokescreen objection that isn’t real to put off having that make in the actual decision.

This is why isolating the objection is very important.  You do this in combination with restating objection. This will make sure as you overcome objections for your prospect, it’s the real thing they are concerned about.

Overcoming objections isn’t about convincing someone to do something they don’t want to do.  It’s about helping people get past the thing holding them back for making a decision.

What to say to isolate the objection

Overcoming objections in network marketing is simply helping people make a decision to move forward or not.  With this in mind isolating the objection might sound something like this:

“I totally understand where you’re coming from. I know a lot of people feel like they don’t necessarily have the money to get started.  Let me ask you this though, based on everything that you’ve seen, do the numbers and business makes sense to you? Is it just that you need to figure out the money to get started. Or if you were able to figure out the money and you did have it available now you would be ready to get started? Or is there something else that would be holding you back?”

This can help draw out either the real objection, or allow your potential customer to tell you that you have the right concern of theirs. At this point you can now start handling the objection.

5. Close with a story and use Feel, Felt, Found: 

Once you have isolated the objection it is time to overcome it. You do that through telling a story and you can use the format of Feel, Felt, Found.

It would sound something like this. “Bob, I completely know how you feel when you said you didn’t have the money. I felt the same way when I first saw this. At the time I was working two jobs trying to keep a business afloat and month in month out I was just scraping by and spinning my wheels.

I didn’t know if I could do this because I didn’t think I had the extra money. But what I found was that if I kept doing the same things I had been doing, money was always going to be an issue.

So I made the decision to figure out the money and reallocate it from some other things and get started anyway. Flash forward now a couple hundred bucks isn’t an issue for me any more.”

When you close using feel, felt, found, you will relate more with your prospect. On top of that, facts tell and stories sell. By overcoming the objection with a story it will be much more effective.

6. Ask A Closing Question: 

From this point you simply ask a closing question. Asking a closing question doesn’t have to be overly complicated,  you simply want to ask something that requires your prospect to make a decision.

If you are brand new you could say something simple like, “Are you ready to get started?”

A more advanced closing question could sound something like this, “If you could figure out the money, be that putting it on a credit card, borrowing it, or reallocating it from somewhere else, and I can show you how to have this be the last time you ever have to worry about a few hundred bucks ever again, would you be ready to get started today?”

Another example could be saying something like, “Awesome well that settles that. Was there anything else you needed clarification on or were you ready to get started?”

A great strategy for closing I use often as well is to simply make an assumptive statement rather than asking question.  For example you could say something like, “Sounds to me like you’re ready to get started.” 

It’s much harder for your prospect to say they have an objection at this point because you put it in the form of a statement rather than a question. Most important to anything you say is that you ask them to get started in some shape or form.

The biggest reason people don’t buy from you or join your network marketing business is that you don’t even ask.

7. Use Silence To Your Advantage:

From this point, just shut up and wait for their answer. You need to use silence to your advantage. Any time you ask a closing question you stop talking.

The only way you should respond is if your prospect says something else to you after you asked the question. When you don’t talk they can process your question and you will either get a yes, no, or another objection.

If you get another objection you just repeat the process. If they say no they aren’t interested then move on to the next prospect. Use silence to your advantage and don’t talk yourself out of the sale.

When you follow this 7 step closing process it makes how to overcome objections in network marketing very simple.

Additional resources to assist with overcoming objections in network marketing

As I mentioned earlier one thing to really understand is that closing for network marketing really starts with the inviting process.  If you aren’t inviting professionally, or incorrectly, you’re going to have a hard time closing.

When you invite to your business presentation poorly,  people either aren’t going to even take a look, or they will be very closed off when they see your presentation.

Your ultimate goal as a network marketer is to get people to see your presentation for what it really is. Inviting correctly is the foundation to that process.

One of the key foundations to inviting in network marketing is seeing if people are open to begin with.  If you aren’t doing this in your inviting process you’re going to struggle.

To improve your inviting you may want to check out my post on how to invite prospects to your business presentation here.

Another resource I’d recommend to help you with closing in your business and overcoming objections is the book Way of The Wolf. In this book Jordan Belfort covers his straight line selling system, which has greatly helped increase my closing ratio.  It can also be very helpful for learning how to overcome objections in network marketing. Check out the current price on Amazon here.

Wishing you Health and Prosperity – Mike MacDonald

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Mike MacDonald

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