Handling Objections: A Live Coaching Session


Welcome back to the Catapulting Commissions Sales Talk Podcast with Anthony Garcia. This week’s podcast is part one of two. Anthony is excited to welcome two guests over two episodes– Charlotte McKay and Cari Nokes. Both women are active in the world of direct sales. If you’ve ever wondered what it’s like to have Anthony as a coach, this is the episode for you. It’s full of teachable moments as Anthony advises Cari and Charlotte on how to handle objections when recruiting new team members.

Cari and Charlotte don’t have the same type of sales background that many Catapulting Commissions Sales Talk guests do. But make no mistake; they are just as inspiring as some of the biggest names Anthony has hosted. Both women had careers before direct sales– Cari in retail and Charlotte as a preschool teacher. They also both had the same epiphany when they had children. They wanted to continue to contribute financially to their family, but they also wanted to be able to spend more time at home. Direct sales was the answer for both of them. Now they each own their own dry nail polish strips business, for which they recruit and manage a team. This career path allows for personal development, family time and financial freedom.

When recruiting new team members, Anthony says it’s important to understand the difference between an objection and a condition. The most common reason people say no to joining Cari or Charlotte’s teams is that the prospective team member doesn’t have enough time. Not having enough time can be an objection or a condition. As an objection, it translates to “I don’t have time because this isn’t a priority, or because I don’t know how to make time.” As a condition it is much different. “I don’t have time because I’m a caregiver for my aging parent, I work full time, and I’m a single parent.” The former person has real conditions in their life that drain their time and resources. In this case, you don’t want to invest too much time trying to convince that person to join your team. The latter person is objecting, can be coached, and may be a good fit for direct sales. Anthony says Cari and Charlotte have to help the person see how they can make direct sales work in their life. 

To do that, Anthony says to go back to the fundamentals of sales. People say yes or no because the opportunity in front of them provides pleasure or helps them avoid pain. Charlotte and Cari have to be authentic, listen to the prospect’s story, and find out their “why.” Determine the pain points in their lives. Show the prospect how being on the team can provide pleasure or avoid pain. Paint a vivid picture of what their life is like without this opportunity in it, and what life would be like if they took advantage of the opportunity. When you do that, you can help overcome almost any objection.

Another common objection is that the prospect says they don’t know enough people. Anthony says that masks the real problem. The prospective team member doesn’t think they don’t know anyone who will want that product. But really, if the potential team member is surrounded by people who want to see them succeed, they’re surrounded by people who will want that product. And if they’re NOT surrounded by people who want them to succeed, then they really need this direct marketing community to bring positive influence into their life. 

The process of selling scares off other potential team members. There are many stylists out there from whom people can buy a similar product. According to Cari and Charlotte, people buy from them because of the whole experience they provide. Cari and Charlotte make their customers feel special and valued. And that’s exactly what they need to focus on to convince people to join their team. Show the prospect that they don’t need to be intimidated by the sales process. The customers will like the products because they are affordable and fun; they’ll keep coming back for more because of the top-notch customer service they get. 

Cari Nokes website 

Cari Nokes Instagram

Charlotte McKay’s website