Buying Questions Vs Objections

Written by Eric Wilkes

Network Marketing is a numbers game and often people will hear when a prospect objects to purchasing a product or service from you. Naturally when someone says "NO" a bit of discouragement settles in and we begin to think "that's it". We want everyone to say "YES" every single time but as we all know our products and services aren't for everyone.

Here is a huge tip: More business is lost on a daily basis which keeps even the big fortune 500 companies up late at night because they're still trying to figure out how to teach sales reps the difference between a buying question and an objection. How many years of practice and training does it take to master something like that?

Network marketing takes time to learn and master the techniques to build a giant business. However it doesn't take years of practice to learn the difference between a buying question and an objection to start building the foundation of a successful business. It doesn't happen overnight but understanding that we are able to primarily able to tell the difference between a buying question and an objection by the tone in the prospects voice is a major factor in your success.

Let look at an example. Lets say a prospect says "I have to talk to my wife first," this is a good one and most people in our industry have come across it. Depending on how the prospected made this statement determines whether or not it's a buying question or an objection. Buying questions expect and welcome an answer while objections are flatly stated. Pay attention to the prospects voice because a buying question requires an answer, more information, or a deeper explanation. An objection would require a completely different process all together.

The trick you must understand is that if you answer an objection as a buying question you'll lose your prospect completely and never get their business. On the other side if you answer a buying question with a rebuttal for an objection, you'll lose your prospect completely. Tons of business is lost every single day, especially in network marketing. By answering with a rebuttal to a buying question you'll raise skepticism in your prospects causing them to object and leaving you with little option to convert to a sale. Looking at the reverse, if you answer an objection as a buying question your prospect will get frustrated because they're looking for a solution to overcome the objection and not for additional information.

The difference between doing business and losing business is your ability to differentiate between buying questions and objections. It's not a mysterious skill but rather one that develops with a little practice. The more you use the more natural it will feel to you. The hardest part with anything new is getting started. You're going to mess up a few sales. Go back review them, find out where they went wrong and correct yourself for the next one. You must understand that you are going to fail a few times before you succeed that's how we learn.

Those who are willing to put in the time and effort to perfect a necessary skill set of handling buying questions and objections effectively are the people who will create an income that will be handed down generation to generation for many years to come. Anyone attempting to grow a business from the ground up should make understanding the ability to differentiate between buying questions and objections a top priority. It will be one of the single most important factors in the success of your network marketing career.