Unlock easy steps to overcome objections in direct sales

Easy Steps to Overcome Objections

Is your Party Plan business is currently not going well due to objections you cannot overcome? We have all been there at one point of our direct sales careers. Luckily, there are several ways to overcome objections, sometimes even before they come up.

In our business the most common objections we face are:

• I cannot afford it
• I do not know enough people
• I do not have time

Our primary goal is not to hear these objections in the first place, and the best way to achieve that is with wish lists, increasing the desire for our party guests to want to own our products so much, that they themselves find ways to overcome the objections in their mind so that they can own the products they want.

Objections are going to go away if your party guests desperately want to own your products. That way they are going to understand the benefits in either booking a party, so that they can get free products with the host rewards, or joining your team so that they get their favorite products in the kit, and make a purchase with a huge discount as a consultant.

My best recommendation is to have a printed wish list (get our Wish List Template here) that you give to every party guest. The list should contain the names of your products that you were showing in your kit so that as you demonstrate all of your products, you’re going to find that your party guests just need to grab a highlighter and mark through the ones that they love.

What we do with this method is creating a desire or a problem (a guest wants to purchase many products he or she cannot afford), and offering a solution which is to book a party or to become a consultant.

But, what can you do when an objection appears?

The method that is used to overcome objections is called A-E-I-O-C:

• Acknowledge,
• Empathize,
• Isolate,
• Overcome, and
• Close

…..and it can be applied to all of the objections.

I Cannot Afford It

Sometimes your guest might be considering to book a party, but they are afraid that they cannot afford to buy your products. What you can do in a situation like this is what we call—the free product commercial break.

You can let the host know that you’re not obligated to buy anything. Tell them that they can host the party, and just receive the free products without the pressure to buy anything.

Sometimes, your potential hosts think that they need to spend lots of money on food and drinks for the party. Let them know that coffee and crackers are more than enough.

However, do not forget to build that desire first because people who can’t afford it are usually some of the first people who will say yes to hosting a party.

As long as you’ve done a great 10-step party and showing them how they can get the free products for saying yes to being the next host, a lot of them will very quickly and easily say yes to booking because they understand the value and the benefit that it gives them.

So build the desire first. Build their wish list. Get them to love the products, because someone that can’t afford it is always a great person to offer the business opportunity!

I do not Know Enough People

If your potential host is afraid that they do not know enough people to book a party, acknowledge their worries.

The next step is to empathize and say something like, “Look, I know I get nervous when I have any kind of get together with friends.” We all want to make everyone feel welcome, and we want to feel like people want to come and spend time with us.

Then isolate….  Ask your host …. apart from just worrying that not enough people will show up to the party and they don’t know enough people to have a party, is there anything else that they feel is stopping them or getting in the way?

Once you get the “No,” you are equipped to overcome the objection. So this, this is where you start to come in with your solutions. Educate them that only three people are more than enough to book a party. Also, remind them about the hostess gifts and discounts.

The final step is to actually ask your potential host to book a party. This is what we call the close.

I do not Have Time

If you are getting the I don’t have time objection from someone that is at a party, or if you think you might get this objection from someone who is at a party, you want to make sure that you are setting the example today so that this objection doesn’t come up. And what I mean by that is make sure that you arrive at your party early and you are all set up. Even if everyone hasn’t shown up yet, start the party on time. The latecomers can join in after you start and end today’s party, you pack up and go in a timely manner. If you do not acknowledge that the guests took the time to come to the party ON TIME and hear what you have to say, some of them might end up thinking “I don’t want to invite her over to my house because I don’t have four hours to spare to have her in my home running a party like this”.

So you want to think about how long are your parties taking. Start on time. End it appropriately. Set the example.

You can look at a solution by having a party at the same time as friends are already gathering as planned. So for example, if there was a birthday party happening and a casual afternoon get together with friends. And let’s say five or six friends were going to get together for a catch up for a special occasion, you could suggest, “Well, have you got anything special coming up like little get-togethers with friends? What if we actually held just a quick little party at the same time and I can be there with my products.

These are what we call ‘express parties’. You can do an office party. So you could actually offer to cut down the time that your party takes, come up with a time agreement with your potential hostess and stick to it.

If none of these suggestions work for your hostess, you can always go to Facebook Parties or do the catalog parties. This should be your last option because in-person parties are far more successful.

The Bottom Line

If you get an objection from a person, ask yourself the following questions:

• Did they have at least five things highlighted on their wish list?
• Have they seen the products?
• Have they held the products in their hands?
• Have they tested them, tried them, fallen in love with them?

Because if they don’t want the products, you’re going to get objections. If you did everything right, use the A-E-I-O-C method. Acknowledge their worries and offer them a solution to the problem.

Love,

Melanie Parker, party plan success hunter! ❤️

Melanie Parker
Founder of Party Plan 123
“NEVER EVER Run out of Bookings AGAIN!”
Phone: +61 408 084 128
Email: Melanie@PartyPlan123.com
Website: www.PartyPlan123.com

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