Thoughts on Handling Objections
- Despite your positive attitude, not everyone will join. But many of those who are reluctant now will join if we continue to ask them.
- A person’s reasons for not joining the Association are often not strong.
- The first objections given are often not the real reasons for not joining.
- Often objections are because of incorrect information or a lack of information.
- Look at your task as one of identifying the real objections, providing sufficient or adequate information to overturn or minimize the objection as compared to the value of membership.
- Excuses may be a result of fears, uncertainties, and doubts about the recruiter, the organization, the programs and benefits of membership, or the cost of membership and timing of the contact.
- An excuse for not joining may be the result of not having spent sufficient time establishing a positive relationship and finding out the prospect’s needs, wants, and concerns.
- Reluctant prospects have often joined when recruiters continue to ask them, even though they continue to hold the same objections.
- Keep asking. Make the potential member your project until he or she joins.
- If a potential member attempts to get you to argue or defend your position, respond with a question or offer to provide more information.
- Listen to what the potential member is saying. Continue to use listening skills while the person fully expresses his or her objection.
- Refrain from giving an immediate response to an objection.
- Keep the potential member talking after he or she has raised an objection. Ask open-ended questions that reflect on what the potential member said. This helps the person talk it through without arguing or defending.
- Determine if the potential member is firm in his or her objection by observing if he or she sticks to it.
- Listen carefully until it is your turn. Then check out your statement of what you believe the objection is before you respond.
- Share your own reasons for joining. An enthusiastic member is the best person to promote the organization.