"Handling Objections and Closing Team Elite"
Handling Objections and Closing Team Elite Terry Fossum STRESS! Freedom & Adventure OVERCOMING OBJECTIONS There’s never been a statue erected to a CRITIC You can‟t save the world. You can only save those who want to be saved, and are willing to take the action to do so. You’re looking for the Aces! If you‟re getting Objections… One of two things are going on in their mind: 1. I‟m not interested, and I‟m just throwing up roadblocks 2. I‟m interested, I just need help with my own self-doubt. Apply This to the Most Common Objections “GREAT! THEY’RE INTERESTED! And they’re asking me to help them get over their misperception” 1- I don‟t have the money “Convince me I can make my money back” 2- I don‟t have the Time “Show me how to do this with my schedule” 3- I Don‟t like MLM “Show me how this is different than what I‟ve seen or heard of” 4- Not a Salesperson “Tell me I can really do this” Responses For Any Objection 1- What do you mean exactly? (isolate objection, and buy time to respond) 2- Obviously you have a good reason for saying that. Do you mind if I ask what it is? 3 – Feel, Felt, Found – I understand how you feel. Others felt the same way, and this is what they found… Time Objection “I don’t have time.” If I understand you correctly, you really get what‟s going on here and would love to do it, but you’d need to know you could actually find a way to do it in your already very busy schedule – is that about right? Feel, Felt, Found If, then Sales Objection “I‟m not a good salesman” If I understand you correctly, you really get what‟s going on here and would love to do it, but are afraid you don‟t have the skills to do it. Is that right? Or, are you kidding? When people see years melt off their face/their scan score, do you think we really have to sell? Money Objection “I don’t have the money.” If I understand you correctly, you really get what‟s going on here and would love to do it, but you’re not sure you have the money to invest, is that about right? Knowing that you can actually put this on any combination of credit cards, is it that you don’t have the money, or are afraid that if you run up your cards, that you won’t be able to pay them off? So, if I can show you how we’re going to have them paid off within 1 month, you’d feel a lot more comfortable moving forward then? Launch Call/Meeting - Sponsor 4 reps Network Marketing “I don‟t like Network Marketing/MLM” “Obviously you have a good reason for saying that. Do you mind if I ask what that is?” “Have you had experience with the industry? Most often what they say is NOT what we do I’m looking for a REAL business • 24 successful years • Operations in 48 countries • $681 million in assets • $101 million in cash • $1.16 Billion 2007 revenue • $500 million in 2007 commissions • Over $6.0 billion in commissions paid to our partners • Multi disciplinary team of over 125 scientists in 3 R&D centers • NYSE Company (NUS) Is this real enough for you? • Dun and Bradstreet 5A1 Network Marketing I‟ve tried MLM before, and it didn‟t work. “Did you walk the first time you tried, or did you fall down several times first?” I know people who have failed at network marketing “If we base our future on others’ Failures, we will never succeed.” Galvanic Spa If you stop using it, your face will go back to the way it was Yep – Have you noticed that when you stop exercising, your muscles go back the way they were before, too? Closing The Sale What does it mean to “Close the sale”? Ask for the Order This is a KEY determinant of your income! “You don’t get what you don’t ask for” They’re WAITING to be closed! Personal Power It’s all about the WHY! ASK QUESTIONS, ASK QUESTIONS, ASK QUESTIONS. FIND OUT THEIR WHY! IF YOU‟VE IDENTIFIED THEIR WHY, AND COME BACK TO IT SEVERAL TIMES DURING THE PROCESS, YOU HAVE THEM: CAN YOU SEE HOW THIS PROJECT CAN HELP YOU…. ARE YOU SERIOUS ABOUT (THEIR WHY)? WHAT IS GOING TO HOLD YOU BACK LET‟S GET YOU STARTED TOWARD (FILL IN THEIR „WHY‟ HERE) RIGHT AWAY. Takes Time Remember that most sales are closed after the 5th time they are asked for the order. THIS IS A PROCESS. YOU MUST GIVE THEM NEW INFORMATION, AND SET THE DATE AND TIME FOR THE NEXT 3WAY CALL! Interest Level Close What is your level of interest on a scale of 1-10… 1 you have no interest in the business , and 10 you are ready to come on board with us? “I’m a 6” What do we need to show you to get you to a 9 or 10? Keep the Doors Open “If this AntiAging program continues to take off like it’s projected to… Is it alright if I follow up with you again in a few months to see if the timing is better for you?” “NO” can really just mean “not right now” Getting to Team Elite The main difference between the Blue Diamonds and Team Elites in this company from everyone else… … is that they have had MORE OBJECTIONS and MORE REJECTIONS It’s a numbers game… there is no shortcut! It‟s a numbers game I have missed more than 9000 shots in my career. I have lost almost 300 games. On 26 occasions I have been entrusted to take the game winning shot... and missed. I have failed over and over and over again in my life. And that is why... I succeed. -Michael Jordan Remember: It‟s not the shots you miss that count What‟s important Is that you keep on shooting