Global Wealth Trade “Products You Want, Business You Need.”
HANDLING OBJECTIONS
Regional Ambassadors, President Cup Winner’s, GWT Millionaires
Rene Liaw and Reza Mesgarlou
TRUTHS ABOUT HANDLING OBJECTIONS
• Objections are just ____________ questions
• It’s usually fear-based or due to lack of knowledge
• Be pleasantly persistent to get past “NO”
• Do NOT create unnecessary Objections (T.L./L.M)
GETTING PAST “NO”
• 60% of Consumers say “No” ___ Times before making a purchase
• You fail because:_____________
• Show Gentle Persistence
• Remember: Consumers want to buy, they just don’t want to be sold
3 D’s of Objection Handling
•DETERMINATION
•DIALOGUE
•DELIVERY
DETERMINATION
Mindset: BELIEF
Tripod:
1.Business
2.Company
3.Yourself
SWSWSWSW
DIALOGUES
6 Steps to Dialogue Success
1. Agree with it
• To put you on the same side of the prospect
“I can understand why you FEEL that way”
DIALOGUES
2. Question it
• To understand the prospects’ reason for their concern
“Just so I get a clear picture….(who, what, where, when, why, how?)”
DIALOGUES
3. Isolate it
• To separate multiple objections & deal with one at a time
“Is that the only thing that’s stopping you from……?”
DIALOGUES
4. Handle it
• To show you have the solution to their concern
“If I can prove to you…… would you….?”
DIALOGUES
5. Show it
• To change their thinking through visuals & dialogue
“Let me show you something that might change your mind.”
DIALOGUES
6. Close it
• To get the prospect to agree with you & move forward
“Now that makes sense wouldn’t you agree?”
COMMON OBJECTIONS
I DON’T HAVE TIME
COMMON OBJECTIONS
I DON’T HAVE TIMESAY:
• “I recently started this new business. Come out to take a look & give me your opinion.”
• Spending time to make yourself rich is better than spending time to make someone else rich.
COMMON OBJECTIONS
I DON’T HAVE TIMEASK:
• How Much Time Do you think you need to spend on building the business?
• How much time do you watch TV?
AS much time do you thspend on building this business?
COMMON OBJECTIONS
IS THIS A PYRAMID SCHEME OR
SCAM?
COMMON OBJECTIONS
IS THIS A PYRAMID SCHEME OR SCAM?
ASK:
• Please explain what do you mean?
• Do you think VISA & MC would partner with pyramid companies?
SAY:
• This is a Canadian Designer Fashion House with exposure on (items in Mag Pack 1&2, BFH, N/T,CJ, ABJ, CBJ, etc)
COMMON OBJECTIONS
I DON’T KNOW HOW TO SELL - I ‘M NOT
IN THE SELLING BUSINESS
COMMON OBJECTIONS
I DON’T KNOW HOW TO SELL
I ‘M NOT IN THE SELLING BUSINESS
Say: You don’t need to be in sales, you just need to share the product and business with people
COMMON OBJECTIONS
I DON’T KNOW ENOUGH PEOPLE
COMMON OBJECTIONS
I DON’T KNOW ENOUGH PEOPLE
Ask:
• Do you know 2 people who might be interested in Time & Financial Freedom?
• Do you know anyone who complains about job, time & money?
COMMON OBJECTIONS
I DON’T THINK THIS BUSINESS IS FOR ME
COMMON OBJECTIONS
I DON’T THINK THIS BUSINESS IS FOR ME
ASK:
• Why do you think so?
• What part of this business you don’t like?
SAY:
• This is a business with a small investment but potentially great return
COMMON OBJECTIONS
I DON’T KNOW IF THIS BUSINESS
WILL WORK
COMMON OBJECTIONS
I DON’T KNOW IF THIS BUSINESS WILL WORK
SAY:
• The amount of $$$$ you make is entirely up to you. FT, PT, ST
ASK:
• Do you know someone who would like Financial Freedom?
COMMON OBJECTIONS
I HAVE NO MONEY
COMMON OBJECTIONS
I HAVE NO MONEY
SAY:
• If there’s a will, there’s a way!
• It’s not how you start, but how you finish
ASK:
• Did the designer product you bought ever pay you back?
COMMON OBJECTIONS
I NEED TIME TO THINK ABOUT IT
COMMON OBJECTIONS
I NEED TIME TO THINK ABOUT IT
ASK:
• Just so I can get a clear picture, what specifically is holding you back?
• What do you have to lose?
SAY:
• The business is constantly going forward
COMMON OBJECTIONS
I DON’T LIKE OR WEAR JEWELLERY,
IT’S A BUSINESS FOR FEMALES
COMMON OBJECTIONS
I DON’T LIKE OR WEAR JEWELLERY
IT’S A BUSINESS FOR FEMALES
ASK:
• Would you like an investment in 21K Gold or Timepieces?
• If someone give you a watch or a pair of cufflinks, would you turn it down?
COMMON OBJECTIONS
I NEED TO DISCUSS WITH MY
PARTNER/SPOUSE
COMMON OBJECTIONS
I NEED TO DISCUSS WITH MY PARTNER/SPOUSE
SAY:
• You are the worst person to explain the business to your spouse/partner
ASK:
• Would you do the business yourself?
DELIVERY
TWO WORDS:
C__________________________
E___________________________
BOTTOM LINE
CPCV
Create Prospect Centered Value
FOOD FOR THOUGHTS
“The way to get started is to quit talking & start doing it”
Walt Disney