How to Overcome Objections
“I’m not a salesperson.”
“I couldn’t do that.”
“I don’t have enough time to start a business.”
“I don’t like network marketing.”
“I think that’s pretty expensive just for chocolate.”
“I think network marketing is basically a pyramid scheme.”
Does that about cover it?
Can you think of any others? Any other objections, I mean?
An icon in direct marketing, now passed away, used to say that there are three
basic reasons that people don’t buy a product:
1. They don’t want what you’re selling
2. They can’t afford what you’re selling
3. They don’t believe you’re telling the truth about your product, and they are
skeptical about you delivering on your promises
I want to add one more reason particularly pertinent to the network marketing
world:
4. They don’t believe they can be successful
In this article, I want to focus on this fourth reason. It’s really a reflection of
reason 3., I suppose, but when you look at the most common objections you hear
from your prospects, I think you’ll agree that this objection is one of the main
underlying factors.
It’s also the reason that only a comparatively few network marketers ever really
do something with their business.
How do I know this is true?

Ask yourself this question:
If you knew that every person you approached would say “yes” to Healthy
Chocolate, how many people would you approach today?
Five? Ten? Fifty?
If you knew everyone would say yes, you’d contact as many people as you could,
starting early in the morning and ending late at night.
Well, what if you knew that eight out of every ten people would say yes?
What if five out of every ten people would say yes?
How many would you go out and contact then?
How about if you knew two people out of every ten would say yes to Xocai?
Well, the truth of the matter is that on average, one out of every 10 people
contacted will be interested and eventually become a Xocai associate.
One more question, now. How many people have you introduced to Xocai today?
Well, I think at this point we’ve established the intuitive truth of Reason 4.
One of the main reasons your prospects object is that they can’t see themselves
being a success in Xocai.
So, how do you overcome this objection?
First of all, let’s get something straight. We are not in the business of “overcoming
objections.”
No argument in the world is going to “overcome” your prospect’s doubts. If you
think you can “convince” somebody that they’re wrong, then you’re wrong.

See what just happened, there?
You have your own set of beliefs. I just did my best to step on them, basically
saying you’re wrong. Your belief is dumb.
Now how do you feel about me?
Chances are, you still have the same beliefs you had a minute ago, with the
addition of a new belief: I’m a jerk.
So, I’ve succeeded in making you stauncher in your belief and alienating you at
the same time. Congratulations to me!
No, you can’t “argue” someone out of an objection. Even if you have facts, logic,
and a sparkling personality on your side, it just won’t happen.
No, there’s really only one way to deal with this objection.
Be an example of a successful Xocai entrepreneur.
Believe me, you and I are not so much smarter or talented than our neighbors.
When my neighbors and friends see me having success in Xocai, they think, “If
that guy can do it…then pretty much anyone can do it.”
Let’s take a look at the traits of a successful Xocai entrepreneur:
Positive and outgoing
•
Healthy
•
Busily engaged in building their business
•
Thoughtful and concerned about neighbors and friends (this precludes the
•
idea of “convincing” or “overcoming” right off)
Can you add anything more to this list?
In short, the successful Xocai entrepreneur is…
Loving it, Living it, Sharing it!

Look at that list again. Notice anything interesting? How many actual skills are
involved? That’s right, none. All of these traits have to do with attitude, not how
quickly you can add numbers or how many “objection scripts” you have
memorized.
Love it, live it, share it is how you’ll be the example that answers the objections of
your prospects before they can even get the words past their lips.
And remember that if a prospect has an objection, it’s not personal. There’s no
need to argue. Just keep in touch with them over time, and show them that you
care about them as a person.
Here are just a few ways you can keep in touch:
Share Xocai (e.g. bring over a gift basket on a special occasion, etc.)
•
Be high-touch (send or take over cards on birthdays, weddings, special
•
events)
Be aware (know what’s going on in their lives…just don’t be overbearing
•
about it)
Be consultative (ask for opinions and reactions to marketing materials or
•
products)
Invite them to low-key events (e.g. chocolate party)
•
…and much, much more
•
If you’ve had success with these or other approaches, let us know at Healthy
Chocolate Living. We’ll share your insights with the entire HCL team family.
One of the not-so-secret “secrets” to overcoming objections (but not
“overcoming” prospects) is to be a solid example of success in your business.
And remember,
Love it, live it, share it!

All the best,
From the Healthy Chocolate Living Team