The Art of Deflection: Do You Really Have To Buy?

I overheard one of our Sales Reps at a meeting recently complaining about one of her hostesses.

As she was setting up her kit for her Fantasia Home Party, the hostess came and out and said to her guests “Don’t worry, you don’t have to buy anything.”

Of course, that really upset her. She got mad and it was hard to hide that negativity towards her hostess and guests.

If it were me, I would have immediately followed that comment with ”Yes, she’s right, but you’re gonna WANT to! Oh my God, wait til you see some of the stuff I brought here for you tonight. We’re talking FUN here!” And then I would have moved right into the presentation or handed someone something to look at.

The simple art of deflection and redirection is part of the business process. There’s a term for it: how to handle objections. Your hostess is being polite to her guests. That’s her job. What was her other job earlier today? Getting people to attend.

Your job? To get them to buy. Simple.

It’s easy to confuse her ‘politeness’ and ‘social graces’ with thinking that she actually meant that or that no one was interested in your products. It’s just ‘polite.’  And furthermore, don’t over-complicate things or validate what she said by prejudging the class of women, economic status, neighborhoods, previous experiences, economy, prices, etc.

“OK Ladies…did I say you are going to have so much FUN? Let’s get started!”

Don’t get derailed. Learn to overcome objections. And remember you are awesome.