Handling Objections

Handling Objections We typically hear objections during the closing step. An objection is simply a request for more information. There are 7 steps to handling an objection. Listen to the objection. Don’t cut them off! Clarify it: “As I understand, you do like the marketing plan and you think the products are great, so it’s the money that would keep you from starting right now?” Identify with them: “I know how you feel…” Never argue Explain your answer; Verify that you answered every objection thoroughly. Ask “Does this answer your question?” or “Does this take care of it?” Close Here are some of the most common objections and suggested answers. “Not enough time…” I know how you feel. When I got started I didn’t think I was going to have enough time either. I was too busy making a living to make money, if you know what I mean. But I discovered that with the system that my colleagues have put into place, I didn’t need much time to start earning serious money. I think you would agree it’s worth giving up a few hours a week of your non-productive time for financial security, isn’t it? Do you have 2-5 hours/week? You must watch some TV, or go to a movie every once in a while. Use that time to start! “Don’t have any money…” You’re not alone. I talk to people every day who say they don’t have money, but when they realize that for less than they will spend going to work for someone else this month, they could start their own business and start down the path to build financial security for themselves and their family, they find a way to come up with that small amount of money. Let me ask you this, if your heater went out in the middle of winter, where would you get the money or who would you call to fix it? If you wanted it badly enough, you could come up with the money. How badly do you want financial security? How quickly would you like to change your current money situation? Great, let’s get started. “I want to think about it…” I don’t blame you. When I first heard about this I felt the same way. So, I had the company send me a “Due Diligence Kit” and I took my time to check everything out. What I found was a professional company with amazing products. When I look back, I shiver to think about the decision I would have made and the opportunity I would have lost if I had not asked for that kit and thought about it. So, I highly recommend you do the same thing. Wouldn't it be a shame if the company experiences amazing growth over the next 2 years and you miss it because you didn't do your due diligence? What is the worst that could happen, you spend some money, you get products that you like and then you can say this is not for me, but at least you would know. You may feel like I am trying to sell you something, but

the truth is, I am not. You are probably just like me, I won't recommend a product or service to my friends unless I believe in it. The only way to know is to experience the product yourself. Would you like the company to send you your “Due Diligence Kit” so that you can take your time and do your due diligence? Great, I need to get some information from you. “I still want to think about it?” I understand that but let me ask you something: What is it that you want to think about? The big money you’re going to be making or all of the free time you’re going to have to spend it? (Wait for a response. When the prospect responds, he or she is actually telling us what concerns he or she has. At this point, if there was something in our presentation that doesn't make sense to the prospect, the prospect will almost certainly tell us what doesn't seem logical to him or her! At this point we know what we need to resolve.) Well, we like to pride ourselves on getting all questions and concerns answered so that you can make the best possible decision for you and your family’s future. If you still want to think about it, we obviously haven’t done that. What do you have questions or concerns about? “I need to talk this over with my spouse” Great, can you put him or her on the phone now so I can explain what you saw today. (Talk to spouse or wait for a response).