After getting the prospect to show up and doing everything right with the presentation your prospect replies… I need to do more research.” closing and handling the objections
part of the presentation gives you that feeling in your stomach. Your prospect didn’t see your vision, they couldn’t see this would help them; it can make your stomach ache. It makes you feel like you lost another one before they even answer. I know I’ve been there when it was time to close the opportunity. Push through that feeling, learning what to say is key to keeping you on track no matter what the outcome. Although handling the objective properly can CHANGE the outcome. Here’s a way to handle the objection “I need to do more research”. Respond with:
I can direct you to the specific information you’re looking for. I’m looking to save you a ton of time doing research. I have probably done the same research you’re about to do and may have that information here with me or at least can direct you to it online or get it right away with a phone call.
Putting the research aside for a minute, because I will provide you what you need, do you believe this is the vehicle that will assist you to reach your (fill in – financial, health, freedom) goals, as I do?
They will respond with a YES. Then continue –
I’m looking for motivated, action taking individuals that recognize what they have in front of them and can make a decision once their questions have been answered. I contacted you because I felt you were that type of individual. My goal is to provide you with the information you need in order to make that decision today and get started building this business right now.
That technique is gently but firmly nudging someone along to close/enroll them in their business. Remember, this is their way of stalling, putting you off so that at a later time when you follow up, they don’t answer your calls. Be firm by taking a stand in a way that doesn’t make your prospect feel they are being aggressively pushed.
Then say…
The information you need will be provided and I appreciate you, that’s why I asked you to join my team. After I get you this specific information let’s get started toward your goals, ok? What specific information are you looking for when doing your research that will enable you to make the decision to get started working together in (name of your business)?
You’ll be pleasantly surprised that your prospect sometimes doesn’t need to know very much more information to enable them to make a decision to say YES and you can provide it to them right there on the spot. When they say YES get them started as you have been trained. You want the answer to be YES but if it happens to be no, then consider it a “no, not now”. Situations change circle back to them at a later date. End by saying –
Thank you for your time, I value your time and opinion. I am excited about what I am doing and since we are (friends, co workers, family), I am sure you will want to hear about my success as I want to hear about your successes and what you are doing. Again thank you for your time.
This network marketing prospecting tip can explode your business. Send me an email at ed@edzimbardi.com and ask me any questions on how to execute this tip.
Did This Assist You? If so, I would greatly appreciate it if you comment below and if you find value then share this network marketing tip on handling the objection I need to do more research with your team.
Ed Zimbardi’s Network Marketing Blog
Skype: edzimbardi
Email: ed@edzimbardi.com
Living the Dream is easier with the right team players. Ed had the entrepreneurial bug early on. He was not afraid to work. Ed & Brenda invite you learn more about how they assist you to reach your personal, business and lifelong goals.
