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Overcoming Recruiting Objections:
How to Become the Queen of Closing
By Kristie Tamsevicius

One of the biggest challenges in recruiting is overcoming objections. When someone offers an objection, they are not saying no. Instead, they are sharing a concern or challenge that they need help solving. Learning to handle objections smoothly takes practice. It’s not only a matter of knowing what to say, but knowing how to listen and share from your heart. By really connecting with the potential recruits, you need to take your focus off yourself and truly think about how you can help that individual person. What if I told you there was a simple method for overcoming objections that dramatically boost your recruiting, would you want to know how?

Here’s how to become the queen of closing -- show your potential recruits you CARE!

Check for understanding
Acknowledge
Respond honestly
Expectantly wait.

Imagine if instead of rattling off 101 reasons why your opportunity is the greatest on earth, that you actually stopped, connected, and shared with them from the heart? Using the CARE method of recruiting, let’s you bond with them as a person. It changes to focus to being on them, how this opportunity will truly help them, and how you can help them overcome any challenges of time, money, or fear that they might have.

Here’s an example.

Let’s say I am doing a recruiting appointment with Susie.
We are having a cup of coffee to discuss my business opportunity. Susie is a young mom with 2 kids.

Recruiter asks, “So Susie, is there any reason why you wouldn’t want to try our business opportunity?

Susie, “Actually, your business opportunity sounds great, but I don’t know how I’d find the time to do it. I am so busy with errands and taking care of the kids.”

Stop right here. What Susie is saying is not that she is not interested. She is saying that she has a problem of not knowing how to make enough time to work your business opportunity in her schedule. She wants you to help her solve her problem. Here’s how you respond with the CARE method.

C - Check for Understanding - Mirror back what you think you heard her say. Nod your head and look her in the eye.

Recruiter - “So Susie, you are saying that you are really busy?”

Susie, “Yes, it’s really crazy being a mom and trying to get everything done.”

A - Acknowledge - This is like giving a verbal hug and really honoring her feelings.

Recruiter - “Oh Susie, you time is really limited huh?”

Susie - “Yes, I try so hard to give me kids a good life. It takes a lot of time and effort.”

R - Respond honestly - Share that you understand how she is feeling. Here is where the feel, felt, found method works great. Show her that you can help her solve the problem she is mentioning in the objection.

Recruiter - “I know we moms are always busy running around doing things for the family. I know lots of moms feel that way. We have actually found that busy moms do great with this opportunity because they are really on top of things. If I could show you how to work this into your schedule would you be interested?"

E - Expectantly wait - After you say your last close to overcome the objection, just pause and wait to see what she says. Make sure the next words that are spoken are hers.

If Susie offers another objection, you start over again with understanding her issue, acknowledging it, responding honestly, and waiting. If Susie offers 3 objections, consider that she might be having a hard time saying no and give her an out. Don't waste your time trying to sell an opportunity to someone who is truly not interested.

Susie, "Yes, if you can show me how to work this opportunity and fit it into my schedule, I'd love to try it. Sign me up."

So next time you are conducting a recruiting interview, remember to show them you care. Before you know it, you’ll be on your way to building a huge downline.

Good luck building your team!

Author:

Article by Kristie Tamsevicius - Speaker, Author, and Online Business Expert, Kristie Tamsevicius. She is the author of several books including "I Love My Life: A Mom's Guide to Working from Home" and a contributing author to the upcoming book, "More Build it Big: 101 Insider Secrets from Direct Selling Experts" by Dearborn Publishing.

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Overcoming Recruiting Objections: How to Become the Queen of Closing By Kristie Tamsevicius

Check for understanding Acknowledge Respond honestly Expectantly wait.

Let’s say I am doing a recruiting appointment with Susie. We are having a cup of coffee to discuss my business opportunity. Susie is a young mom with 2 kids.