Most objections are a smoke screen for the REAL reasons your prospect is afraid, uncertain or too embarrassed to tell you. It's usually due to a lack of understanding and it's oftentimes a mental block and they won't open up until they have an opportunity to speak their mind. The goal is to remove their uncertainty or else they will not budge. It's important to validate the prospect’s objection so that they feel heard, comfortable and free to talk.
In order to eliminate an objection, you have to get underneath it, to the cause. When you eliminate the cause, the objection goes away. The cause is a belief they have. The goal is to work on the belief by discovering the source of it, make it irrelevant, neutralize it, or use a counter example.
You can also say “If you don't mind me asking, what specifically is causing you to say no or what exactly are you not interested in?”
(They are not saying no to everything, just some preconceived idea in their mind about our product or business opportunity. They’ll go to their exact reason with the way this question is asked or they’ll tell you their exact belief.)
Remember...
Do NOT get defensive!
Do NOT attack their beliefs.
DO validate their concerns.
DO ASK, “What do you mean by that?”
DO LISTEN & RELATE by sharing A STORY about yourself or someone they can relate to...
It's important to remember that once you handle the objection, extend the invitation for them to move forward and get started or look at an additional exposure tool.
Option A
“I can totally understand how you feel (name of prospect). I don't want to bug people either but that's not what we do. It's all about how you approach them. We simply find a need that the people we know have and show them a possible solution. I had a personal experience with my aunt and she was actually upset with me that I did NOT tell her about our (name of product) because she has been suffering from ____________ for years. To be honest, I felt horrible for not at least showing her the products I had access to and allowing HER to say she was not interested. Unfortunately, I just assumed she would not want to buy so I won't ever make that mistake again. I will show you exactly how, using our team’s system, you can approach people without feeling “salesy” or like you are "bugging" the people you care about. You are informing them of what you are doing and they can make their own decision if they would like to learn more. How does that sound?”
Option B
“If I could show you a way to help them better their lives, that they would welcome, without sounding " salesy" would you like to hear a little bit more?”
Option C
“If I could show you a way to build your business big WITHOUT your friends and family, would you like to hear a little bit more?”
Option A
“Ya know... I don't either. :) One of the things I really like about B-Epic is that we don't teach tricky “sales tactics.” We show you how to attract people to you to make them want to ask YOU for more information. Would you be open to at least viewing the information just so you know what I am doing? If it's not for you, no big deal. I’d also love your opinion and you may know of someone who might have an interest?"
Option B
“Terrific! I am not a salesperson either. We are not looking for salespeople! We are in the business of sharing our incredible products and the possibility of becoming an entrepreneur with a global brand! I’m looking for passionate people that when they find something they love, they’ll share. We’re also looking for people who enjoy helping others. I can see you have your doubts, but I want to reassure you if you decide to join us, you will have access to all of the trainings you need to have success. I honestly would not have approached you with this if I did not think you would totally CRUSH this.”
Option C
“Perfect! I am not either. Let me ask you a question. Do you know anyone that IS good at sales? What if you could benefit financially by finding people that are good at things you are NOT that good at or really in to?”
Option A
“AWESOME! Let me ask you a quick question. Do you have a fund for your kids’ college and a secure retirement? If I could show you a way to get that, while keeping your job for now, would you like to know a little more?”
Option B
“OK. ~ Would you like to build a Plan B now in case one day something happened with your job?"
Option C
“Would you like to hear why professionals (like doctors, lawyers, etc.) do network marketing on the side for the leverage it gives them for years to come?”
Option A
“That's a great question. Our company has created an industry called Social Retail. We have a network marketing division and a retail division. You can choose if you would like to participate in both or not. What makes what we do unique is that you do not have to recruit or build a team in order to make big money. We also teach you how to market to people you DON'T know using social media strategies so that you can truly build this business 100% online if you want.”
Option B
“Absolutely! I would NOT be involved in it if it was not!”
Option C
“Yes but let me ask you a question. Is it more important that you lose weight or that it’s NOT Network Marketing?” (This binds them and forces them to pick the higher value.)
(When people say this, typically it's one of two reasons. One, they have been in MLM (Network Marketing), they didn’t do well (for any number of reasons), and they have formed this belief or two, they know NOTHING about MLM.)(When people say this, typically it's one of two reasons. One, they have been in MLM (Network Marketing), they didn’t do well (for any number of reasons), and they have formed this belief or two, they know NOTHING about MLM.)
Option A
“Well I’m not at the top and I make good money.” (smile) (Counter example)
Option B
“The only ones to make money, what do you mean by that?” (This elicits cause of belief. Ask with a curious tone.)”
Option C
“Really, what causes you to say that?”
Option D
“If I could show you how EVERYONE has an EQUAL chance to build their organization and be at the top, would you like to hear a little bit more?”
“Great question. It costs the customer nothing to browse and take a look at our products. If they do not purchase then of course the company does not make any money and therefore they cannot pay us. The cool thing is that, it does not cost YOU any extra money to advertise and promote on social media or text so it's FREE for you to actually find a customer and enroll them and once they purchase, you get paid potentially for LIFE!”
Option A
“What do you mean by pyramid scheme? or What is your definition of a pyramid scheme? (Wait for a response) An illegal pyramid is when there is an exchange of money and there is no product involved. Our company has over 100 products and the company pays us to promote them instead of the advertising companies, how cool is that? ;) Did you have any other questions?”
Option B
“B-Epic is a network marketing company, not a pyramid scheme. Pyramid schemes typically have large monetary commitments up front without delivering or offering a product. They do not offer a return guarantee on products - B-Epic does. They also don't last long term, they come and go. B-Epic has surpassed 6 billion in cumulative sales and has been in business for 30 years.”
Option C
“Absolutely not. It’s a LEGITIMATE Network Marketing company and actually one of the largest and most successful in the world.”
Option D
“Absolutely, it’s a “pyramid" just like every major corporation (laugh). Every company has a top, middle and bottom. This business is based on performance so the more you do the more money you make. I’m NOT at the top and I make $_______, and I can show you how, too. Any other questions?”
Option E
(If you know them well you could say) ... “You’ve known me for ____ years, do you really think I’d not do my homework and do something stupid and illegal?”
Option A
“That's not a problem... How much time do you have? (Wait for a response.) What I have found is that it's not so much about YOUR time but more about the people that you know and the time THEY have.”
Option B
“I understand (name of prospect). I thought the same thing as a (busy mom). However, I realized that it's not really about having enough time. It's more about MAKING the time if it's important to you. Most people start very part time alongside of all of their full-time commitments and work this business in the nooks and crannies of their life. If you just have a few hours per week in the beginning, that is more than enough time to jump start your business. The other thing I want you to consider is that I do have the time and YOU have contacts that I do not know. We can work together, and we can free up some of YOUR time with the money you start to make using MY time in the beginning and YOUR contacts.”
Option C
“So the average person spends about 27 hours per week watching TV. Would you be willing to take a few of those hours per week to build your business at home?”
(This means either YOU have not established value, THEY don't believe they need it, or you have NOT made it important enough to them.)
Option A
“I understand (name of prospect). I did not have the money to get started either but what I realized is that if I did not do something different to make changes in my financial situation, nothing would ever change. I also looked at how many times I have spent $__________ at the mall or traveling or getting my hair and nails done and NONE of those things ever MADE me money. The great thing about our company is we get paid DAILY so we can work to get your initial investment back in 30 days or less.”
Option B
“I understand. We have people on our team that have found some pretty creative ways to come up with the money such as finding something around the house they did not need and selling it on eBay or Amazon, some have started driving Uber or Lyft, borrowed money from a friend, applied for a small payday loan, gotten a cash advance or credit card, became a secret shopper, gotten a part time job and even gave blood to come up with the money (laugh). Where there is a WILL, there is a way. I also want to throw out there that if you think you will have the money in a few weeks, we can PRE-LAUNCH your business and start lining people up NOW with people that DO have the money so that once you join you have people coming in on that same day so you will make your money back right away!!”
Option C
(If you have a close relationship with them) “The fact that we’re talking means that you want your life to change, right? How can you expect your life to change if you keep doing exactly what has kept you in your current financial situation (what they want to move away from)?”
Option D
“You’ve probably already realized if you pass up future opportunities based on current circumstances, you’ll always be in the same place financially, right?” (“How will your life change if you do nothing different?”)
(This means either YOU have not established enough value, THEY don't believe they need it, or you have NOT made it important enough to them. When something is important to people they will ALWAYS find the money)
Option A
“I understand why you would think that (name of prospect) because I did too at first. What I realized is that it's technically about a $5/$8 daily commitment. Many of us spend that at Starbucks or on an unhealthy lunch! (laugh). I figure the cost of getting sick or taking prescription drugs cost much more than the cost of losing weight (maintaining our health). I personally have found most people are willing to spend a few extra dollars for a higher quality product that is 10x better for them, would you agree?”
Option B
“That's exactly why we have to get you started NOW so that you can lose the weight that you want and at the same time I will work with you to find 4 or 5 friends who will do it with you and you can earn product credits. I want to help you start getting results and feeling great now. Can I tell you what info I need to get you started?”
Option C
“If you could put a dollar amount on your health, what would you say it's worth? Oftentimes, we are reactive in taking care of our health vs. proactive and it ends up costing us MORE money in the long run with doctors’ visits, prescription drugs and even hospital stays. I am sure you would agree that it's a very small price to pay to take preventative measures and maintain our health through supplementation vs. waiting to get sick. Either way money is going to be spent on your health.”
Option D
“How many pounds would you have to lose to justify your investment? (Wait for a response.) So, if you could wave a magic wand and lose ______ pounds (what they said earlier), based on what you just said, would you invest ________ to lose that weight?”
Option E
“(Name of prospect), has there ever been something you couldn’t afford that was SO IMPORTANT that you knew you HAD to do it anyway?” (The way you ask this question forces them to say yes. The leverage is in the words “so important.) “Sooner or later most people come to the realization that it’s not really about the money, but it’s about taking care of their health, because you already know, no amount of money can buy back good health, right?”
Option A
“I totally agree (name of prospect) and you should, but if your husband/wife is anything like mine, he/she never tells me NO when I love something, and I never tell him no;) I think once he knows how SERIOUS you are about looking and feeling better, he/she will 100% support you, right?”
Option B
“I totally understand (name of prospect)! Let's add your spouse to the Facebook groups so he/she can take a look at the information in the same EXACT way that you did BEFORE making a decision. Also, let's setup a Facebook chat with all of us and he/she can ask us questions he/she may have. How does that sound?”
Option A
“I totally understand (name of prospect)! Let's add your spouse to the Facebook groups so he/she can take a look at the information in the same EXACT way that you did BEFORE making a decision. Also, let's setup a Facebook chat with all of us and he/she can ask us any questions he/she may have. How does that sound?”
Option B
“I totally understand. When would be the best time for all THREE of us to jump on the phone?” (Meet in person.)
Option A
“I can appreciate that (name of prospect). If you don't mind me asking what are you SPECIFICALLY not interested in? I'm just asking because I’d like to know what I could have done differently or better for future reference.”
Option B
“How would you like to get paid for NOT being interested? (Wait for a response). So although YOU are not interested clearly I am VERY interested (chuckle). YOU have contacts that I don't know that I am sure would be interested in either our products or our business. What if you gave me a few folks to talk too and I will reach out to them and share the information with them. If they like it I will either give you a referral fee or you may just decide to earn a % of everything they do since you made the connection but I will be doing most of the work. How does that sound?”
Option A
“If I could show you how competition means GREAT opportunity, and how this company is unique, would you like to hear a little bit more?”
Option B
“I like competition – it motivates me. What about you?” ~ (credit to Mike Michelozzi)
Option C
“There are four billion potential prospects in the world, and 95% of them want to buy something. The market isn’t saturated!”
Option A
“I completely understand that (name of prospect). Let's get those products on the way to you right away and I want to also suggest you may want to think of who else would like to go on this weight loss/health journey WITH you. This will allow you to experience our products with people you know, and you can share your feedback with one another and lose weight together. We have found this to be really fun and keep in mind for every friend that you share this with you will get $10 in product credits towards product for yourself.”
Option B
(If they are local say) “Here, try this now, and tell me what you think!” or “The best way to sample a variety of our products is to purchase a collection. B-Epic offers a 30-day product satisfaction guarantee on the products so you may enjoy the benefits of B-Epic worry-free. Which products did you have an interest in trying out first?”
Option C
“Great!! The best way to think about it is to become a customer and experience B-Epic from that perspective. This will help you make an even more informed decision because you will have your own customer testimonial FIRST. Which product did you have an interest in the most?”
“That's a great question. So, FDA actually stands for the Food and Drug Administration. That means they only regulate food, prescription drugs, vaccines and medical devices.
Not to get too technical with you but there is something called the Dietary Supplement Current Good Manufacturing Practice (cGMP.) that was issued by the FDA in June 2007. It requires that the proper controls be in place for dietary supplements during manufacturing, packaging, labeling and holding operations. If you look on the back of any supplement you buy from Walmart, Target or GNC they all have the same label because supplements are NOT a food or a drug.
With that being said, our products ARE actually made in an FDA APPROVED facility that is certified by NSF (National Sanitation Foundation) and the NPA (Natural products Association) as being cGMP compliant. This guarantees our products have NO unsafe or banned substances in them and also allows professional athletes to consume our products with no issue.
One other thing that is important to know is that many of these company's selling supplements in local stores or even on TV have gotten in big trouble for listing ingredients on the label that are NOT IN the actual product and instead they are using cheap fillers that are causing health issues.” (https://www.youtube.com/watch?v=LR_e19efjas)
“Can I ask what happened?" (Allow them to explain their experience) "I can see why you would be concerned. If I could show you that B-Epic is different, would you be open to viewing more information?”
Option A
“If I could show you how you probably know more people that WOULD be interested than you realize, would you be open to hearing a little bit more?” (Go over the "How To Ask For Referrals" sheet under TEAM DOCUMENTS and PROSPECTING and help them develop a list by reading off the Memory Jogger.)
Option B
“If you are willing to do it let’s take about 15 minutes to talk about the people you interact with throughout the course of your day and how we may able to help them with either the products or the business. I think you will be surprised! I can also show you how to add 2 people a day using Facebook and at least 10 places to find good prospects. How does that sound?”
Option A
“What specifically didn’t work?” (Pause and go silent. This will give you an opening to lead them. With this wording you’re asking them to pin-point with specificity. This alone will most likely lead to a confession that they did NOT follow the prescribed plan.)
Option B
“B-Epic has helped over tens of thousands of people lose weight. I personally lost _________. 99% of the time not working has nothing to do with the product, it has EVERYTHING to do with people NOT following the program. Did you use the program EXACTLY as instructed? (Most will admit “No.” Ask them if they REALLY want to lose the weight, get healthy, etc. Be their solution.)
Option C
“What exactly didn’t work?” (Most people will fumble here because you’re asking them to qualify something, and really, for most people, the reality is that they weren’t serious and didn’t follow through.)
Option D
“I initially said the same thing. Let me ask you, what would cause you to say that?” (Listen. They’ll tell you how they came to their way of thinking) Well, you’ve heard the old phrase, there are no guarantees in life, right? You already know there are no guarantees in life, but there IS a guarantee with B-Epic. It’s simple, you follow the program, lose weight and get healthy, or if you don't like it you can get your money back!”
Option E
“How many pounds do you have to lose to be convinced that it’s working for you?” (Forces them to quantify their thinking.) “If you lost ten pounds to start, would that be enough to convince you it’s “working for you?” (For most people, ten pounds is enough to convince them that “something is happening.” And, if forces a YES answer from most people.)
(Here’s what they’re trying to do: They want you to tell them just enough for them to say “not interested” to you). So how do you handle that? Here’s one response –
“I’m glad you’re interested and because I am just getting started and I don't want to mess it up I will say this... The short version is that it's a way for you to make extra money on the side from your phone using social media and our phone app. The video is only 4 minutes long, when is a better time for us to connect after you watch it.”
Option A
“That is a great question! To be honest I am brand new (just officially launching) right now so obviously I am not the best person to compare how well YOU would do. What I CAN tell you is that I have gotten paid already and I am super excited to be partnered with a team of people making 5 and 6 figures per year. The other thing is that I believe YOU probably have MORE talent and MORE connections than I do so you will do much better than me I'm sure;) Let me tag you in a few additional testimonials so you can see all of the people doing incredible things with this business. (Tag them in the post in Social Retail Live called "Commissions Posted. What's everyone doing with their money?)”
Option B
“Well I'm just getting started!! I am not doing this for short term income but more so for long term residual income so that I can (state your reason WHY). Do you have any other questions?”
Option C
“I don't know, I have not finished collecting it all yet.” (You are basically saying this because you have not enrolled EVERYONE that you have prospected yet and they may join in the future. Also all of the residuals from re orders of customers can potentially come in for years so you have not collected ALL of the money yet.)
Option D
“You know what (name of prospect) I'm doing great but it's not really so much about how much I am making it's about how well YOU will do.”
Option E
“Well I am just getting started but I can introduce you to a few of the people that I'm working with that are doing really well.”
Option F
(If you know them well) “Really? (laugh) Well that's like me asking you how much money you have in your savings account right now!! That's pretty personal however just know that I have made money with this and we have thousands of people in this company making money. Let me tag you in our group to show you some real life stories.” (Tag them in Social Retail Live "What are you doing with your commissions?”)
Option G
“Great question. So money is important to you? (Pause) How much would you like to earn per month? Great! I’ll put you on the phone with someone who makes that much or more.”
(This is a smoke screen. People never have to think about things as they’ll generally not have any more information about the product than they’ll have when they are with you.) There are two reasons people say this, one, it’s a smoke screen because they do not want to tell you NO (people will be afraid to say NO to your face - they’ll just ignore your calls later), or secondly and more likely, it’s because they want to make sure they are making a good decision. (People are afraid of making bad decisions. Bad decisions are pain for people, and we avoid pain, so by “thinking about it,” we avoid action/pain.)
“Awesome! What other information can I share with you to help you make a decision. Keep in mind we have a 30-day money back guarantee so if for whatever reason you are not satisfied you can get your money back. That is one of the BEST ways we have found for people to think about it which is through actually experiencing the products.”
Option A
“I understand completely, but for most of us it’s not really that we have to think about it, it’s that we want to make sure we’re making a great decision, would you agree? Let me ask you, what has to happen or what additional information do you need to see for you to FEEL that you’re making a great decision?”
Option B
“I understand. You want to think about it because you’re not yet convinced that it will work for you, right? (They will say yes.) What further information do you need to be convinced?” (By asking the question this way, you’re asking them to tell you EXACTLY what they NEED to be convinced. When they answer; feed it back to them. That’s what convinces them.)
Option C
“I totally understand! Let me ask you a quick question (name of prospect). Is it that you're SERIOUSLY considering joining B-Epic and you REALLY need to think about it and do more due diligence or are you just telling me that because you’re just trying to tell me NO nicely?” ;) LOL
Option A
“How would your life be different if it did?” (Elicits a POSITIVE answer.)
Option B
“How will you know until you try?” (Answer: They WON'T know until they try.)
***Periodic Update Follow Up: Keep your best prospects in the loop by updating them on special promotions, big events, upcoming calls, new product promotions, etc... Most people will get started after many conversations. Be patient. Stay consistent.