No Excuses Part 2 – Is it a Legitimate Objection or an Excuse?

Last week I went over how to STOP making excuses yourself and this week I thought I’d switch it around and share some insight as to why our prospects give us excuses. Are you like millions of direct sellers who have a long list of people who have indicated they want to do business with you BUT they have not taken any action yet? Worse yet, every time you try to have a conversation with you they either avoid you like the plague or THEY GIVE YOU AN EXCUSE!

An excuse is merely a polite way of telling you they don’t want to do business with you. Yikes, I can’t believe I say that but it’s TRUE!  It could be they are not ready to do business with you YET, or it may mean they don’t want to do business with you ever.

If you joined me for the Monthly Booking Bonanza Teleseminar in June then you heard me talk about a new program I invested in this past Spring that I am absolutely loving. It is by Ari Galper,”Unlock the Game” and the concept is about creating trust between you and your prospects. It doesn’t matter what you are selling the principles are the same. People will do business with people they know, like and trust.

One of the reasons your prospects could be giving you and excuse is they don’t trust that what you say is really going to happen If this is a factor you need to working on building trust in the relationship. An easy way to build trust is to make the prospect feel comfortable and you can do this as easily as asking, “Would you be open to…?” and then insert whatever you want. Example: “Would you be open to getting together for a cup of coffee and I’ll share a few ways having your own business could be an advantage for you?” OR “Would you be open to exploring the possibility of having a (company name) party to earn some free products for yourself?”  You can easily see these examples are about creating a relationship with the prospect before deciding which way to go. ( Make sure you join me for next month’s booking teleseminar where you get the rest of the script as well as some more to help you fill your calendar with bookings!)

Another reason your prospect may give you an excuse is they aren’t sure they need what you are offering. In our never-ending pursuit of getting a booking, making a sale and getting a recruit we often overlook the fact that maybe it’s NOT RIGHT for them! Instead of going into pursuit mode you can ask more questions to get to the bottom of it. Asking questions like, “does it make sense to?” or “I understand you love our products and I know you want a lot of them, but on a scale of 1 -10 how interested are you in booking a party to get some for free?”

When you are overcoming excuses most of us have been trained to use the “feel, felt, found method” of overcoming objections and that can work but it often doesn’t help us to know if it’s a legitimate objection or just an excuse. Much like an onion you need to ask questions until you get to the real issue. Saying things like, “are you open to hearing more?”,  “does it make sense to set a date?”, or “where do you think we should go from here?” will help your prospects feel more comfortable with the process and will help you uncover the truth behind their excuse.

So, if you are open to trying some new language and you feel comfortable with asking more questions in order to get better answers you just might discover your prospects more willing to answer you honestly. You’ve got nothing to lose by trying!

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