How Can I Overcome Objections and Book More Shows?

[kdangel518]

Ok, I've taken the online training. I've been to workshops. I am GETTING better at it, but I'm not there yet. I'm ok in person, but on the phone, forget it!

For example, was on the phone tonight, here's a situation for you...

I was asking this customer about booking a show, and she said "I'm going through some financial things right now and it would be tough to get everyone together..."

I KNOW I should have/could have said something like "I understand how you feel. A lot of my customers are going through the same thing, which is why our (Power Cooking or any other $2/serving meal) is so popular right now at cooking shows. I understand that you don't want you don't want your friends and family to feel pressured to buy anything, and I don't either. What do you say we just get them together for a fun night out and teach them a budget friendly recipe?"


It sounds so good in my head, I just can't get it out! I'm a bit better at overcoming objections in person, but I hate feeling pushy... though I know I'm not being pushy, just being helpful. I'm just not 100% convinced that they will see it that way!

I think part of the problem (call me crazy!) is that I live in New England and people here are VERY skeptical. Even if they've met you once before... it's like they're thinking "what do you want?" when you're on the phone with them. Ok, not EVERYONE is this way, but I feel like as a whole us New Englanders are not the hang around and chat on the phone to a direct sales consultant type of people.

It could be in my head. Suggestions? TIA!

 

[Kitchen Diva]

It sounds like you have the right answers to overcome objections- IMHO, you just need to be a little bold, in a kind, caring way, and say it out loud.

Your answer to her financial concerns was GREAT!!!

Once you've done it for a while, you will no longer be afraid to do it.

 

[kdangel518]

Thanks Kacey-

Bumping, would love to hear more suggestions!

 

[AJPratt]

I think we feel that we are being pushy, but I don't think the customers see that. Sometimes something really is as good as it seems!

 

[beepampered]

If I am feeling timid, I will just put them off to another time. "well, do you mind if I call you closer to Christmas when people are buying gifts?" or "I know all your friends have just been invited, how about I call you when the new catalogs come out in a few months?"I have a huge stack of people to call at any time. I might be creating work for myself but I hope one day those same people will say yes.

 

[pampchefsarah]

Kara, what you 'should have' said is perfect!! I might steal it. The only thing you have to do, then, is practice saying it out loud, over and over. Ask your husband to be the 'not right now' potentional host. Ask someone in your cluster to practice with you. Ask friends, neighbors, family members if they would help you practice (who knows, you might get an actual booking out of it!). Just keep practicing until it starts coming out naturally.

 

[Shell Northway]

I just went to the files and typed in a search for objections. I found 2 different files with objections listened and how to answer them. I am going to put this in front of me when I am making calls so I have the answers right in front of me.

 

[kdangel518]

To follow up with this- I had a call with my director tonight, and she gave me some GREAT words to say to help with overcoming objections!To warm the customer up, after you've said "I understand how you feel, I've found a lot of my customers are going through that same thing right now..." (or whatever your wording is...) say something along the lines of "Can I tell you what I've been doing to help people right now in that situation?"WOW. This short sentence has HUGE impact to me. It asks for permission to continue, it tells the customer right off the bat that you are trying to be HELPFUL, not pushy, and it intrigues them b/c you're letting them know you have helpful info pertinent to their situation!I am SO using this next time I get an objection... this is going to be my new favorite sentence

 

[esavvymom]

Those 'objections' files are good! Love the word choices. I also like what your director suggested, Kara.

 

[AJPratt]

Are you feeling like this has helped?

 

[pamperedlife]

I feel that way all the time. I had a two catalog shows that were suppose to be in the bag. I finally got one back and was soo excited. People come through, it just takes time.