Mastering overcoming one of most important skills we can bring to the table and critical for success – most people introduced to the A-Z presentation will have questions or objections—that’s a good thing. We’ve done our job by engaging them.
We must now give them solid answers that will put their FEARS (False Evidence Appearing Real) to rest.
Many of their objections that mostly are from mis-information or mis-perceptions – fear of failure – looking backwards – and don’t want to put themselves in that position again. These are good signs – shows us there’s still a thought process going on. You don’t want a premature yes and they don’t want to give one or be a push over – need to be satisfied it’s a good decision.
Become very familiar with these questions/objections—these cover 99% of what your prospects will ask you. If you do your homework, you will be very prepared. Being prepared, is being confident!
In answering questions/objections, remember, it’s a conversation. Just use the following as guidelines – go inside and ask yourself – what is it they’re really asking – sometimes it’s not what they’re saying – challenges you to sharpen your skills – make it fun – what are they really looking for?
Can you tell me a little more?
Sometimes you will get this if it is someone you know (when you are inviting them to the presentation). We strongly recommend you print this answer out and tape it to your computer, your bulletin board and your dashboard—essentially—you need to memorize this. It is time-tested and proven:
We work with a financially solid, privately owned company based in ____________, ____ that has a diverse and experienced (more than ___ years) management team.We’re positioned in front of the next trillion dollar trend. We work with a team of local and national entrepreneurs and business people.
What we’re going to share with you is the key to my future (dreams). I believe you’re going to love it—just wait till you see it.
“What’s this about?”
You should not get this question if you invite properly. Having said that, if you do get this question,
Sometimes prospects say this abrasively and rudely, sometimes they just say it calmly, as a question. I’ll give you several variations of ways you can respond.
When some one says, “What’s this about?” you can come back with, “Quite simply, this is about me looking for good people who are looking for a way to change the quality of their life. Is that you?”
Pause there and take the air out of the conversation; you’re simply waiting for a yes or no. Prospecting is about collecting decisions. The beautiful thing about Network Marketing and direct sales is we have the opportunity to pick and choose who we want to work with. It’s okay to let someone go that may be abrasive or rude to you up-front.
Oftentimes I have seen men say this to women when they think they can intimidate them, so ladies, don’t be intimidated by this A-type personality. Often this is someone whose time is very valuable, and may not even mean to be rude. He just comes off this way.
“So what’s this about?”
“This is about me looking for good quality people whose requirements and desires quality for my time.” That is one good answer.
“This is about me looking for good people who want to lose weight…” any variation of it for your company and product. It just has to be a soft, subtle comeback, and you don’t want to be abrasive, because as I always say, two fools arguing is two fools arguing.
“Just cut to the chase”
This also usually comes from men who have an A-type personality who appears to be busy. I often like this, and a good way to answer is by saying, “Good, so you’re someone who’s very determined.” When someone said to me, “Just cut to the chase,” I didn’t take it as a negative. This is usually a doer, a driver, usually looking at their watch, and this can be a good sign, not necessarily a bad sign. I would usually refer to that person by first name.
“Great, Jim, you’re someone whose time is very valuable. I’m glad you said that; we’ll get right into it.”
“Great, Lisa, you sound like the kind of person I’m looking for, someone who’s busy and successful. I’ll cut to the chase right now.”
Now, if this person continues to persist and interrupt you, you have to ask yourself, is this someone I want to work with? If it’s not, all you have to do is say these three words: Jim, GAP – grab a pen. Here’s the website; if you like what you see, call me.”
See, when I’m prospecting, I was always looking for a reason to disqualify people because my theory was, if I could get enough no’s, I definitely could find enough yes’s. If someone is rude or abrasive, they’re not going to qualify for your time.
“How much does this cost?”
Now, if people ask you at the end of a presentation or after they’ve been through a system and didn’t hear the information, they may have missed it and you want to clarify that.Which part of how much does it cost didn’t you hear? How much does what cost”? This product or that product? I’m not sure I understand.”
However, if someone cuts you off mid-sentence in your first 15-30 seconds with this question, it can really throw you, so after a period of time, I came up with a very good answer for this when asked abrasively:
“How much does this cost?”
“For you, nothing.” Silence.
That person is always going to say, “What do you mean?”
“Well, in my experience, I have found that people who interrupt me in the first 15-30 seconds and ask how much it costs are more concerned with cost than they are with value. With that in mind, I’m going to go ahead and let you go. I’m looking for people who want to at least hear what I have to say and don’t cut me off in mid-sentence. Here’s the website; if you like what you see, call me back. Thanks.”
The reality of it is, if you tell them right here that it costs $300, most of them are going to tell you it costs too much. If you tell them it costs $30, most of them are going to tell you that it costs too little. You want people who are looking for a value, not cost. Please understand – how you handle the question, “How much does it cost?” depends on when they ask. Always be in a position to be reading people.
“Is this legal?”
I love this one. My response is: “Absolutely this is legal. Do you see an opportunity here?” Pause to see what kind of answer you receive. I’ve also heard the variation, “Will I go to jail?” I say, “Absolutely not, this is completely legal in all 50 states. Do you see an opportunity here?”
I’ve never been successful before in network marketing.
It’s all about your decision and when your ready to make that decision to be financially free – it’s a growing trend in America and will happen with or without your participation – read Retire Young, Retire Rich by Kiyosaki– embrace entrepreneurial mentality – completeness and uniqueness and timeliness of our product line – top earners in our company are first time networkers or unsuccessful in other companies – more the companies failed them – that is not what’s happening here – 4/5 million infrastructure.
“I’ve tried every _____ program available without results”
Share your own story – maybe you’ve tried it before too and the difference these products have made to you and John Anderson the who’s who and there were x y z (name 2-4 products) that helped me ___________. If the products didn’t work, we wouldn’t be able to offer a money back return. We have a _____% satisfaction rate which is unheard of in this industry – won’t work unless you try it and if you don’t 6 months from now we will be talking about this same problem you have only then it will be even a bigger problem.
“Where can I document this?”
“Great question, Jennifer. We have several websites that will confirm what you’ve heard and answer any additional questions that you may have. You may also want to get your hands on a copy of Success at Home Magazine (or whatever magazine your company has been featured in) We are the featured company.”
“Is this going to cost me anything?”
That’s almost the same as number 3.
“Of course there is an investment. Where do you see yourself getting started?”
Let’s identify what kind of person this is. How many restaurants have ever been opened with no money? How many businesses have ever been started without venture capital? Is this someone who is going to qualify for your time? More than likely not. Don’t engage this kind of conversation.
“How much money have you made?”
I am on track to reach my goals (be a million dollar earner) – do you have a plan in place?
“You’ve been in so many of these things and you’ve never made any money.”
“Exactly! I’ve taken the time to do the process to see what doesn’t work – who better to recognize I’ve finally found the one that makes sense- give me 20 minutes, and I’ll show you.” Also, get them on a three way call because they don’t know the person assisting you on the 3- way so this objection is easily overcome..
“How long have you been in business?”
“The company has been in business since ______—we are only one of 5 companies that is growing domestically in this Economy. (If your company isn’t growing domestically, just take out the word ‘domestically,’ assuming you are with a company that’s growing). “
“Are you a member of the Better Business Bureau?”
We’re members of the Direct Selling Association, which is the Better Business Bureau of our Industry.
Do I have to have to recruit people?
Absolutely. That’s what I’m doing—just like colleges and sports teams recruit successful people. I believe you’re a super star. . . Do you?
I don’t think I can do what you do.
Would you like to?
You’re not supposed to know how to do it . . . We’re looking to partner with people that want to do it . . . people that want to create change. Our job is to assist you in creating change. We give you the road map.
I don’t want to sell anything.
What part of the presentation looked like selling?
We market CHANGE! When people look at their lives and want to create something different, we sell them on that idea, but we do not peddle products.
In the presentation you saw, out of 10 people this is how it breaks out:
- 2-3 people will choose to join us as business partners
- 5 to 6 will chose to become customers—why? Because they will identify with your story of using the product
- And the other 2 will say no thank you to either being a business partner or customer.
You’re more of a tour guide; I am sure your company has tremendous tools; use them for to assist people in discovery.
Remember, I suggest you get your new person involved in their WHY, their commitment, identifying their key people and using the product. Sitting in their back office will not get them their first check. Take your new members on a tour — you are just a tour guide or story teller – how about the idea that you will have a life changing health and/or appearance story – this will become your million dollar story.
Is this a pyramid?
Great question. No—although some people mistake it for that because it has a similar shape to corporate America. Think for a minute about the typical corporation: CEO, Senior Vice Presidents, Vice Presidents, Senior Managers, Managers, Workers.
The CEO makes the most money. The Senior VP can’t make more than the CEO—the Senior VP can’t pass the CEO by in rank unless he’s voted in by the board of directors.
In network marketing, you can become #1 with hard work and building a strong team.
The key is to believe it’s possible
If this is MLM, I don’t want to talk about it.
What specifically don’t you like about MLM? If it’s a scam, how can $8 billion go through the industry? I’m confused. It sounds like no one has sat down with you to explain what legitimate multi-level marketing is.
“Show me copies of your checks”
It’s not legal to do so and frankly, anyone who would ask you this probably isn’t right for your TEAM. I’ve never personally had this happen to me, but if I did, would put it right back to them —
A better approach is to share your success and someone else’s.
“Can you finance me?”
No—would you ask McDonald’s to finance you to purchase a franchise? DON’T YOU DARE THINK ABOUT IT! NO BLEEDING HEARTS . . .If you finance them, you’ll be financing them forever!
“Why should I do this?”
Do you want your life to change—this is up to you.
YOU ARE NOT IN THE BUSINESS OF CONVINCING
. . .THEY EITHER SEE IT OR THEY DON’T!
“I don’t have the time or money”
- That’s exactly why you should do this. In order for things to change, you must change.
- Do you realize that the cost of the system is offset by _________? (in our wellness company it’s grocery savings, and I go on to say . . . You have 68 meal replacements over 30 days—and better nutrition.) $36 puts you in business for yourself (substitute your start-up fee) with tax advantages. You have tools, training, and website—all included. Where you will be in 6 months—you could really turn things around.What else could you put in place to make you so profitable so quickly?
“I don’t know anyone”
- One of my mentors only enrolled 16 people and grew a team to over 25,000
- In life no accidents – create new business relationships and gain some life long friends along the way – not just talking own backyard but tools to take business from coast to coast – company truly people helping people movement – your responsibility to sponsor two people and then it’s only their responsibility to sponsor two people (or whatever is applicable to your company’s compensation plan).
“I need to think about it”
What is your ‘it?’ Assuming I can answer your final questions, are you ready to launch your career?
Or, do you need to think about reason to become involved or not get involved?
Remember, we are bringing in people all the time—you can take your position and start experiencing the product—at the same time, you are building your team.
“I need to talk to my wife/husband
Taking your spouse out of the equation, do you like what you’ve seen? (yes?) Great! Let’s schedule a time to show the A-Z presentation to your spouse. They will have different questions.
If you try to explain what you just saw, it will be like the game of telephone—it’s going to be more than a little butchered. And, your spouse’s questions, won’t get answered.
97% of the people will actually try to explain what they saw.When I call to confirm the appointment, they may not answer the phone—why? Because they couldn’t answer their spouses questions on their own – and their spouse told them to forget it. So instead, we believe it’s better to say, ‘honey, I believe I’ve found a way for us to ________________. Your Name is coming to explain how it works tomorrow at 7 pm and to answer our questions.
If they ask you questions, remind them, you don’t have answers—but you would like their support—kind of like buying a car. You have to go together to look at it.
So, which will it be . . . will you be the 3% that can follow directions?
“Just stick it in the mail”
We are an online community—with over 1,000 people a day hitting our site. Are you truly interested in creating financial freedom? (Pause and wait for their answer—Great) The next step is to spend about 5 minutes on the phone—then we schedule your live A-Z presentation.
Last but not least, do not be emotionally tied to the outcome – regardless of whether they say yes or no to you. Would you be upset if you made garlic mashed potatoes and a guest said ‘no thank you’? It’s the same thing!
In order to build a wildly successful business, you need BOTH yes and nos. Be thankful for both.