A new friend on Facebook contacted me today. He’s with another company and here’s how the conversation started:
“Hey man, business not going too well. People are all saying they don’t have the money”
“I would like to give you a quick answer but there is much more to this than just an answer to handle that objection. This objection is usually used when the person doesn’t believe they will have success. Or in the case of your service, the customer doesn’t see how they will benefit from the service. How it will be worth the investment. So… the best way to handle those objections in the future is to overcome them in your presentation before they surface.”
Now the question is “but how do I do that?”
I will give you a real live example of how I handle objections in my presentation. This way you can follow the same process for any objection you are facing with your prospects.
A few years ago I was trying to sell the multi-vitamin supplement from my company. And after meeting one-on-one with several customers, I found the same objections come up over and over. They were:
- I eat healthy, I don’t need supplements
- I prefer to change what I eat than take pills
- I will ask my doctor before doing anything
- I’m healthy, I don’t have a disease
- Your supplements are overpriced
- I can’t afford to buy supplements
So I did some research to find the best way to handle each of those questions/objections and incorporated the answers in my presentation.
Take the first one “I eat healthy, I don’t need supplements”.
I found two reasons why you can’t eat well. I’m going to let you read what I found but understand that I don’t need to read this to my potential customer. All I have to do is show a picture or graph that illustrates those two reasons and explain in my own words in less than 30 seconds what they are.
But for the purpose of this training, I will let you read everything. This way you can see the entire content.
Here is why people can’t eat well:
According to the 1992 Earth Summit, the US has the worst soil in the world – 85% depletion of vital minerals. Mineral Depletion from soil during the past 100 years, by Continent:
North America – 85%
South America – 76%
Asia – 76%
Africa – 74%
Europe – 72%
Australia – 55%
As long ago as 1936, the United States Senate issued Document 264 relating to proper food mineral balances. It states that impoverished soil in America no longer provides plant foods with the mineral elements essential to human nourishment and health.
Quoting from Document 264, highlighting the importance of minerals in the body: “We know that vitamins are complex chemical substances which are indispensable to nutrition, and that each of them is of importance for normal function in the body. Disorder and disease result from any vitamin deficiency. It is not commonly realized, however, that vitamins control the body’s appropriation of minerals. Lacking vitamins, the system can make some use of minerals, but lacking minerals, vitamins are useless.”
Minerals are vital and are used in every metabolic process in the body. Because our soils and consequently our food supply are so depleted of minerals, our body robs itself from within in order to maintain essential metabolic functions. Eventually the body becomes so depleted of these vital nutritional elements that it leads to a weakened immune system and an increased risk of diseases, ailments and disorders including the common symptoms of ADD/ADHD.
God and Mother Nature make sense. They are always logical. You eat fruit & vegetables for the nutrition or what is now being called phytochemicals. That’s why you eat them but what do phytochemicals do for the plant? They’re in the plant for a reason. When you first plant seeds they have no nutritional value or phytochemicals in them (otherwise you could just eat the seeds). As the plant grows and breaks above ground level the full strength of the sun hits the leaves and the plant begins a process called photosynthesis or in laymen’s terms, begins to create phytochemicals/nutrition. But where are the phytochemicals growing? In the roots below ground level.
Then the plant grows until it is 100% ripe (remember God & Mother Nature make sense, they are always logical). Now the plant has been growing with the full strength of the sun beating down on it and growing as fast as it can. But once the plant is ripe, we don’t want it to go from ripe to rotten do we? Remember all those phytochemicals that are being stored in the roots? Once the plant is 100% vine ripened the phytochemicals are released to come up through the roots, past the stalk and into the skins and pulp of the fruit and vegetables. The phytochemicals act as sun block to slow down the aging process of the plants so they don’t go from ripe to rotten so fast.
Think of phytochemicals as SP-50. God and Mother Nature do make sense. Now the problem, remember when you brought home that green banana and put it on the shelf until it “ripened” and turned yellow? “After” it turned yellow it triggered the mechanism asking for the nutrition to be sent up. However the nutrition is back on the farm in another state or country! All of our plants, fruits and vegetables are picked green and shipped to the stores and they ripen in the box, separated from the nutrition.
You should still eat fruits and vegetables for the fiber, roughage and natural enzymes. But you have to back it up with supplements for the nutrition because it’s physically impossible for a store to have a vine ripened fruit and vegetable with nutrition in it without being spoiled and it’s impossible for a green harvested fruit and vegetable to have nutrition in it period.
As you can read, this basically handled for good the objection “I eat healthy, I don’t need supplements”.
And I did this for every single objection on my list.
The end result… I sold more vitamin/mineral supplements than anyone I know in my company and 9 out of 10 customers picked the most expensive supplement package my company made.
So… next time your prospects throw an objection at you or if you can’t recruit enough people, review your presentation and incorporate in it the answers to those objections. You’ll get more customers and recruit more people into your business more easily.
If this was valuable to you, leave a comment below!