How To Address The Concerns And Fears
Of A Potential Partner. Part 1
Here is a question I received from FC the other week.
He wrote…
“Do you have any suggestions in responding to people's
objections (or fears) about getting started?"
This question really has two parts. There's the general
issue of responding to people's concerns. Then there's the deeper issue
of allowing people to overcome the fears they may have about choosing to
move forward with you.
It might seem odd that people might be afraid to join
you but it does happen. I'll discuss this more in the second part of
this article next week.
First, let's look at the issue of addressing the
concerns that people might raise (for example "I don't have the money").
It's essential you do not treat concerns as "objections"
or a rejection of you and what you have to offer. When your potential
business partner or customer raises a concern, it's not the time to try
and sell or persuade.
Instead, it's the time to discuss the issue and resolve
it. Now, if you've done a thorough job in the dialogue up to this point,
all the "objections" will be eliminated during The Discovering Stage.
When that's not the case, there's a 3 step process that
I explain on pages 242-245 of my book "How
To Sell Network Marketing Without Fear, Anxiety Or Losing Your Friends!"
Step 1 is to Clarify.
Don't assume you know what they mean when they raise a
concern. Find out by asking a question such as "When you say… (repeat
the concern) what do you mean by that?"
Step 2 is to Discuss.
Talk about the issue. Explore potential solutions and
ask them how they see the concern being resolved.
Step 3 is to Challenge.
When you know the concern is based on a belief or
experience that might not be serving the other person, make a suggestion
such as "Suppose it isn't what you think it is?" or "What if you could…"
to come up with a solution.
By asking questions skillfully, you allow people to
question their own beliefs and potentially persuade themselves to look
at things differently.
You can use this process with any concern that comes up.
Next week I'll talk about the second issue, addressing
the fears that someone might have about joining your business.
Want to get rid of all the techniques, systems and gimmicks simply
by changing the way you think and the way you act on what you think? Choose one of the many convenient options on the
right hand side of this newsletter.
Or click here
www.NaturalSelling.com
