Have you been baffled by someone excited about booking a party with you, and then they weren’t? Ever experience the same with new prospect? They’re all ready and raring to go, and then they back pedal? Even more frustrating? They sign up, and ‘poof?’
It’s easy to assume that they are just not interested anymore. What is probably happening?
—They got a dog peeing on their hydrant! And who is that dog? Critics, cynics, non-supportive family members and/or friends, dream-stealers and general nay-sayers.
As a sales person, this is known as an ‘objection.’ An objection is a ‘Yes, but…’response or situation. Unfortunately, most people will not verbalize this objection to you, because it is about second guessing themselves.
Solution?
In your own words, gently ask open ended questions to see if there is anything or situation that may be interfering with their choice/decision. Sometimes it just saying something like “Tell me about what’s happening when you tell your friends…”
You know, objections in our home party business are pretty standard and this one is no exception. Address this unspoken one, gently, and with each communication (whether voice or email) so you are able to bring perspective. Help them through it! You will get and keep more sales, more bookings, more new recruits.
Key to addressing any objection?
—Acknowledge it. (Yes, I hear you)
—Identify (Yes, that’s happened to me and/or others, it’s normal)
—Give solution (This is what I do, or others have done)
Rina Valan
###
Rina Valan, President and Founder of Fantasia Home Parties
