The customer has too many objections - is that a failure?
No, it isn't. It's much worse if the opposite is true - the customer has no objections after you've given them a presentation on the project. This probably means that they are not interested in your offer. Alternatively, you might have failed to establish rapport and gain the trust of the person in the previous stages of your communication. Or the customer didn't understand anything from your presentation and doesn't know how to phrase their question. Ask an open-ended follow-up question like this: "What questions do you have?"
If the customer objects to you and asks questions, make use of it! This is an excellent opportunity to identify more precisely the needs of the person you are talking to, to talk about the project and the opportunities in it in more detail, to channel the conversation in the right direction and to make it productive.
Most importantly: don't argue! You will now address the questions and objections, thereby reinforcing your offer.
Customers tend to have the same objections and questions about the project. Many partners before you have already responded to them. And keep responding over and over again.
All customer objections can be classified into 5 categories. This will make it easier for you to prepare your answers to them.
1 – about the project itself;
2 – about the guarantees for investors and partners;
3 – about the actions that will need to be taken;
4 – about the legal framework and security;
5 – about the competitors and advantages.
The questions and objections are typical in each category. Let's take a look at the most common ones as an example:
1. About the project
• Why is there a lot of negativity on the Internet? Is it a scam?
• How do we figure out what we are investing in?
• How do I order products? And so on.
2. About the guarantees:
• Why does a Russian enterprise attract funding through a foreign company?
• Are our investments being used for their intended purpose?
• When will we get a profit? And so on.
3. About the actions:
• Can you give me reasons why I should invest in SOLARGROUP?
• I don't know how to do partner business, it's time-consuming and complicated.
4. About the legal framework:
• Is it legal to do this business where I live?
• Is crowdinvesting legal in my country?
5. About competition:
• Other companies pay dividends, why is it taking so long with you?
• Other companies are already making products!
If you know the answers to these questions and objections, you are already well on your way! If you're not sure yet, get ready-made scripts for answering these and other typical objections in "Partner Work Methodology".
Test yourself, prepare for different situations in partner business, try it out, run your lines - the "Methodology" with the right scripts and instructions is always available to you in the back office!