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How to Handle the Objection “I Don’t Want to Sell Anything”

ConverstionWhen you are in business, there is one unavoidable activity you will have to do, and that’s selling. You cannot be in business without selling whatever service or product you decide to promote.  And if you try to avoid selling…well… you won’t be in business for long.

So we find it kind of funny when we’re having phone meetings with people who have told us they want to run a home-based business, and then in the same breath, tell us they don’t want to sell anything. It’s impossible! You can’t have one without the other.

Unfortunately, this is one of the most common objections you’ll hear when promoting your network marketing business. So what’s the best way to handle it?

The first thing we all need to do is re-evaluate our perceptions of selling. The activity has gotten a bad rap, but the fact is, we’re all selling and being sold to everyday.

We all naturally sell every day, whether it’s at work or to friends and family. When we talk about the latest movie we’ve just seen, or a good restaurant we’ve tried, we’re selling. When we tell the neighbour about a plumber who did a great job, or how pleased you are with your new roof, that’s selling people on someone’s service. Sure you could argue that’s a referral, but referrals are essentially selling someone on why they should buy something.

Selling is not about convincing someone to buy: it’s about offering a solution to a problem. The thing to remember in your MLM business is this:  People don’t like to be sold to, but they love to buy.  (Remember this! – Make it your mantra! Put it on your office wall)

Word-of-Mouth

In marketing terms, person-to-person sharing is called word-of-mouth (WOM) advertising. With the infusion of social media and instant messaging into our lives, our ability to share with others has grown exponentially. When used properly, social media can be an effective WOM marketing tool.

Word of Mouth Advertising is the most powerful, effective way for businesses to sell their products and services. People are more comfortable buying products and services that have been recommended by people they know, like and trust.

The network marketing industry is built on the premise that (WOM) is the best way to promote and sell products and services.  So it’s about shifting your thinking away from selling and toward sharing value to help others.

So when someone tells me that they want their own business and don’t want to sell anything, this tells me one of 3 things:

1. They don’t understand what selling means

They may think of selling as trying to convince someone to buy something, and not as a conversation that leads to a solution. Learning natural conversation techniques that lead to people wanting to purchase is a skill that anyone can learn. Instead of pushing a product and being pushy and salesy, let the conversation flow where the potential buyer is asking questions. (To learn more about how to have better conversations, click here to register for our upcoming training).

Ask your prospect:

  • Ask them to tell you what selling looks like to them.
  • Ask them about their experience with sales people. Have they had good experiences and what made it good.
  • Ask if they are open to learning how to just have better conversations with prospects.

2. They may not be willing to step out of their comfort zone

Starting a business takes time and effort. Every business requires learning the skills of the business, and network marketing is no different. Your desire to succeed must be strong enough to get you through the initial learning curve and past your fears. It takes time and practice to becoming familiar with the products, business concept, compensation plan, and how to build your business.

Ask your prospect:

  • What type of home-based business do you have in mind that doesn’t require selling?
  • How much time per week can you dedicate to your business? (Anything less than 5 hours is not a very serious commitment and would make it difficult to build a business.)
  • Are you willing to commit to a weekly step-by-step 90 day training and work at growing your business for at least 1 year?

3. Network Marketing may not be the best fit

The whole premise of network marketing is that it’s a people business. Products are shared with others who in turn share with their contacts and so forth.   If the person isn’t comfortable with developing relationships with others, this might be a red flag that network marketing is not a good fit for them.

Ask your prospect:

  • What does a perfect business for them look like? (Does it involve talking with people? Maybe they want to sell products online with little human contact.)

In Closing!

Uncovering the underlying reason why someone doesn’t want to sell is the first step to handling the objection. When someone says they don’t want to sell it, may be their perception of selling or it may be related to a fear of rejection. Most likely it’s both
Selling is a natural part of everyday conversation and is a skill that can be practiced and learned. Once someone understands that selling is not about convincing people, but rather is about listening and providing solutions, their objection to selling may dissipate.

To learn more about how to have better conversations, click here to register for our upcoming training.

 

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