What Do You Do When Your Prospect Says, "I'm Too Busy!"?
Understanding — and addressing — your prospect's underlying objection
Tim Sales of Brilliant Exchange
Adapted from a Tim Sales Newsletter.
Used by permission.
The "I'm too busy" or, said another way, "I don't have time" objection is probably the second most common objection you'll ever receive from a prospect. It's the easiest excuse for your prospect to throw at you, to avoid looking at something you want to send her, coming to a meeting or joining your business.
- Obviously, if you call someone while she's in the middle of bathing her infant, she's too busy to talk with you right then. So, there are certainly times when "too busy" or "no time" is legitimate. If you try to start handling the "too busy" objection with this prospect, you will be hung up on — and you should be!
- By contrast, some people just live with the frame of mind that they don't have time — as if someone else is controlling their time. They need your help, so they can see that they control their time.
- And, some people use the "too busy" objection as a nice way (in their view) of saying "No" to you. So, they are masking an unexpressed objection, using "no time" excuse.
This objection most commonly comes up after you've shown them something about network marketing, or after you've shown them something about your company. And, it occasionally comes up when talking to someone on the first phone call — especially with you warm market, when you haven't followed the Inviting Formula correctly.
Identifying your prospect's objection
So, now let's learn how to really identify which objection your prospect is giving you, and how to handle it, so that your prospect can get what she wants … and you can make your dreams come true!
The first thing you will need to do with the "too busy" or "no time" objection, is identify which "too busy" objection the prospect is giving you. There are three possibilities:
- Legitimate
- Frame of mind
- Unexpressed objection
The way you solve a "frame of mind" time issue is to ask more questions. And, the way you solve an unexpressed objection is to ask more questions. To learn how to handle these objections, listen in on my weekly conference training calls, and get your copy of Professional Inviter.
Much admiration,
Tim Sales
About the author:
Tim Sales helps network marketers gain the skills necessary to be successful in MLM. His MLM training is based on his personal success of building a downline of 56,000 people. Instantly access Tim's free MLM training and learn the steps to achieve MLM success at www.brilliantexchange.com/mlmtraining.
