Dave Johnson on "Objections"

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Dave Johnson
on "Objections

"Dave Johnson, America's highest paid Wellness Consultant, says the worst thing someone can say in response to asking them to join you in this business is "no thank you". Bonnie Taylor, 12-year veteran Humans Being More Trainer, told us two days ago a WORSE thing that someone could say: "Sorry, I just registered in N____n with someone else yesterday." Solution: go talk to your people NOW! -- bob

Like others who work in sales and marketing, when I hear the word objections, its not really a positive word that conjures good things in my mind. On the other hand, here is another perspective. Let's say I'm a scuba equipment sales person and you agree to listen to my presentation. I explain to you why we have the best tanks, that our regulator employs several of the latest advances and has several redundancies which makes it the most safe and efficient equipment. I go on and on talking about my scuba equipment. You offer no objections, but at the end you don't want to buy anything either. In fact, you couldn't care less about scuba equipment.

To me, the most exciting thing that could happen in an encounter with N____n is that someone will say, "Oh boy, thank goodness you came. All my life I've wanted to sell magnetic mattresses. Honey, go get the checkbook, I want to invest big into this company!" That would be Nirvana to me, but after 13 years in N____n it hasn't happened yet! However, worse than being scared that they might send their dog after me or that I'll get shot or something, the worst experience probably is that they just say "no thank you" and show no interest at all. They couldn't care less. At least when your friends show objections you know they care a little bit.

I would like to share a story with you that illustrates my point. A neighbor comes over to borrow an axe, but the man says "I can't loan you my axe because I'm making soup" The neighbor replies saying "I guess I haven't communicated myself very well. All I need is an axe, to chop wood. The man again says no and when asked why not, he again says he's making soup. His neighbor asks, "What does making soup have to do with me borrowing your axe?" "Nothing," he replies, "I just don't want to loan you my axe and one excuse is as good as another."

One of the things I like to remember is that sometimes objections aren't really objections; but excuses. They aren't interested in our company at all, they're just "making soup." The way to figure this out is if they offer an objection and you address it, and then they immediately switch to another objection and then another. You can bet they're making soup. You have to tell yourself, "I'm looking for somebody who is looking for me." If you can find someone who is already looking for what we have to offer, then a lot of those objections will already answer themselves. Rudyard Kipling once said, "If you want something and don't get it, there are only two reasons. You either really didn't want it, or you tried to bargain over the price." Basically, if you care about the person and they need what you have, it will unfold in a pretty natural way.

An important point to keep in mind is that your own unresolved objections will get in your way. If you look into your heart of hearts and you are not sold on everything about N____n one-hundred percent, whether that's the products, or the expense or that it is network marketing, that's the objection you will hear all the time and you'll have a difficult time getting past it because you still are not completely sold. You have to think in your own mind, "I'm sold myself, on everything about our company!"

I really believe objections can be answered if you yourself are absolutely sold. Do the research and search your soul. There are numerous books on answering objections and those can help. There are really only about a half dozen objections, so if you learn to answer those, you'll do great! The big thing is, ask yourself "Are you sold?" Find people who are looking for what you have and then go out and play the numbers. Get a hold of your upline. Since they have had more experience, they can help you address those objections that come up. The big thing is that you have to overcome the objections yourself and then they will too!

Dave Johnson"

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