Overcoming Objections

 

 

 

Formula Review: 

 

  1. Stop.  Do not go any further in your discussion until you have addressed it.  If you do, they won’t hear anything else in your presentation! You don’t want it to be in the background.  When you go through the steps, you absolutely must be sincere.

 

  1. Buffer.  Get on the person’s side.  Take the pressure off of them. Make them comfortable that you heard them and are not going to force something down their throat.

 

    1. I can appreciate that…or   Welcome to the club….

 

    1. I wouldn’t want you to do something that would make you uncomfortable…. it is very possible this program may not be for you….

 

    1. Or, I can understand that, John.  I felt the same way before I looked at this in detail.  What I found is…..

 

3.  Isolate.  Make sure this is the only objection they have if it isn’t, isolate again.

 

    1. Let me ask you this, is this the only thing that would stand in your way from moving forward….
    2. Let me ask you this, in addition to that, is there any other reason you would hesitate?

 

4.  Convert to a benefit using a Basic Qualifying Question formula.  This will enable you to open their mind and let them focus on your answer.

a.        John, if I could show you a way to….., and you felt fully satisfied and really good about the answer would you be interested in looking at it

b.       John, if I could show you a way to…., you felt fully satisfied and really good about the answer would you be interested in moving forward

c.        John, if I could show you a way to …., you felt fully satisfied and really good about the answer would that still be an issue

 

  1. Answer.  Lay out the facts only.  Do not be a salesman or phony.  Especially do not be pushy.  After each answer ask the question. 
    1. Did I answer your question to your satisfaction?
    2. Or Does that resolve your issue to your satisfaction?
    3. Or Do you feel comfortable with doing that?

 

 

Objection Examples

 

I don’t have the money for $200 startup. (It is never about the money.  It is about their desire for the program and belief that they can make money.)  John needs money to stop living paycheck to paycheck with bills piling up.

 

Conversion: John, if I could show you a way to do this business where the $200 wouldn’t be an issue and, you felt fully satisfied and really good about the answer would you be interested in moving forward so you would never have to say I don’t have $200 again and you would have the money to pay your bills and much more?  Would you get started?

 

Or:

 

John, let me ask you this, if you did have your own business, what kind of money do you need to make to get what you are looking for (get out of debt, time with children, live comfortably?)?  (Answer. $2000/mo)  John,  let me ask you this, if I can show you to your satisfaction not my satisfaction but, yours, that you can make an extra $2000 per month in this business by doing the things we ask you to do, would $200 be an issue then?

 

Answer:  If he says yes, you lay out the facts using the 3 BC Builder Pack example.  John will have to start with a 1 business center.  In that example if John finds 2 people his first month with 3bc, then he makes $400.  His investment is doubled and he is 1/5th of the way to his $2000/month.  In the next month, each of the new people find 2 with the 3bc builder pack and John finds 2 more.  John makes $600 and he is 1/4th of the way to his $2000/mo….. Does that fully answer your question and make you feel comfortable enough to get started?

 

I don’t  like selling or I am not a salesman.

 

Conversion:  John, let me ask you this, if I could show you how we do this business without any aggressive selling and you were completely satisfied and felt really good about the answer are you ready to get started right away?  Yes. 

 

Answer:  Ok John, let me explain one of the ways we do this business.  John, do you know people you are comfortable talking to?  Are you comfortable recommending things to them like a good restaurant or movie?  John, if they were looking for something that could help their health or  help them make money, and you knew your business or products could help them with it, would you be comfortable giving them information and answering their questions?  Well that is what you would be doing.

 

Or:

 

Conversion:  John, let me ask you this, if I could show you how we do this business without any aggressive selling and you were completely satisfied and felt really good about the answer are you ready to get started right away?  Yes. 

 

Answer:  Ok, John, let me explain how we do this.  John, if someone, a lot like you, were looking for a business and asked to be contacted, would you be comfortable contacting them and giving information to them and then answering their questions?  Like I’m doing now?  Yes.  Well that is exactly what you would be doing.  You would be a part of our team, we would teach you how we find people like you who ask to be contacted, and we would help you do it until you were completely comfortable.  Does that fully answer your question and make you feel comfortable enough to get started?

 

 

 

Is this a pyramid scheme?

 

Buffer:  I can certainly understand that.  Some people when they hear about network marketing confuse it with an illegal pyramid scheme.  I wouldn’t ever ask you to do something that is illegal.

 

Conversion:  If I could show you beyond a shadow of a doubt to your complete satisfaction that this business was legal, there was nothing shady about it.  In fact it contains nothing that would make you feel uncomfortable or even raise their eyebrows of anybody.  If you clearly saw that documented, is this the kind of program that you would give serious consideration?

 

Answer:  Lay out the facts that make it a legitimate business.  There are so many credentials USANA has that you can overwhelm them.  John, have you ever read Business Week Magazine or Forbes Magazine?  Those are two very respected business publications. Wouldn’t you agree?  Did you know BW ranked USANA the #3 Top Small Company Growth Company for this year?  And Forbes ranked USANA the #5 Best Run Small Company out of it’s top 100 companies.   John, do you know what a state Attorney General is?  They monitor and prosecute illegal activity.  USANA is headquartered in UTAH and the UTAH AG Mark Shurtleff has recognized and commended USANA as a highly ethical and legitimate business.  In fact, he has spoken at events of USANA, events I have been at, and praised the company.  When you own a USANA business, it is a legal entity that can be sold and passed on (willed) to others when you pass away. (other credentials #1 Business by NWM Today, UTAH Best of State Product 2 years in a row, Ernst and Young Entrepreneur of the Year, Publicly Traded so you can see the financials), Does that fully answer your question and make you feel comfortable enough to get started?