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Share the Cause, share the Difference

MANAGING OBJECTIONS In general, it is not necessary to manage all
of your prospect’s objections, that would be
a waste of resources and it may even take you
far from enrolling your prospect. You should
By listening for needs and offering the right type
and the right amount of information, you may listen to all of the objections, identify the main,
real objection and manage that. Often, minor
have already reduced the chances and number
of objections. However, the decision to join objections will then disappear. You can use the
Rena Ware is an important one: many people following process.
may have objections and it is helpful to know
how to manage them. By managing objections L.C.O. Process (Listen Confirm Offer)
you can:
You can manage recruitment objections by using
• Move forward with the recruiting process. the L.C.O. Process: Listen, Confirm, and Offer.
With this process, you don’t solve the objections
• Show your prospect that you are really yourself, you offer options; your prospect solves
there for them and you take their concerns the objections.
seriously.

• Continue to build trust and reinforce the
rapport with your prospect so that they feel
comfortable joining your team.

What is an objection?

An objection is a concern or an issue that your
prospect has and that prevents them from joining
your team. Your prospect may not express the
objection, but may use it as an excuse not to join.

The objection is not about you, it is usually
connected to a need. Don’t think of an objection
as a problem or a personal rejection; see it as an
opportunity to help your prospect identify and
meet a need.

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