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Handling Objections PDF

The document provides advice on how to handle 16 common objections that may arise when presenting network marketing opportunities to potential recruits. It recommends using the FEEL, FELT, FOUND method to empathize with their concern, share a similar past experience, and then provide an alternative perspective. Examples are given for handling objections related to cost, time commitment, sales experience, skepticism about making money, needing spouse approval, and whether it is a pyramid scheme. The overall strategy is to understand the perspective behind the objection, relate a past feeling, and refocus on the support and potential benefits of the opportunity.

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Jane Decker
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© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
158 views

Handling Objections PDF

The document provides advice on how to handle 16 common objections that may arise when presenting network marketing opportunities to potential recruits. It recommends using the FEEL, FELT, FOUND method to empathize with their concern, share a similar past experience, and then provide an alternative perspective. Examples are given for handling objections related to cost, time commitment, sales experience, skepticism about making money, needing spouse approval, and whether it is a pyramid scheme. The overall strategy is to understand the perspective behind the objection, relate a past feeling, and refocus on the support and potential benefits of the opportunity.

Uploaded by

Jane Decker
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
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HOW TO HANDLE THE 16 MOST COMMON OBJECTIONS

When making a decision, our brains automatically try to find reasons why we shouldn’t
do something. It’s totally normal and also why it’s important to be prepared to handle
objections that WILL come up. Your goal is to show them, in a caring and understanding
way, that there is a better way to see the situation.

Use the FEEL, FELT, FOUND method:


I know how you FEEL.
I FELT the same way about _________________ (their objection)
But this is what I FOUND ____________________ (share alternative perspective)

1. The products are too expensive / can’t afford it.


a. I totally understand how you feel, in-fact when I first looked at the products I felt the same way.
But this is what I have realised: The company could have made cheaper products, but the owners
want them to really work. If this actually helped you with <<NEED>> would it be worth it?
b. I totally understand how you feel, in-fact when I first looked at the products I felt the same way. But this is what
I have found: buying the best is always worth it when it comes to health. But tell you what, if I can help you
earn your products free every month through our referral programme, would paying for your first order be
worth it?
c. I know exactly how you feel, I felt the same when they first showed me the products, but I haven‘t found
anything else that gives me these kind of results. When you compare quality, there’s no competition and I
have learnt that good nutrition is an investment. Plus, I can show you how to earn your products free every
month through our referral programme.

2. I don’t have the money to start the business.


a. I’m sorry to hear that, sounds like you’re in a tough spot. Do you have a plan to fix that?(Add this if it’s part of
your story) I felt the same way when I got started but then they taught me what to do and I’m so thankful I was
able to turn my situation around.

3. I really want it but can’t afford it.


Okay, so are you saying you really want to do this but you don’t have the money in the bank or on a credit card?

(Wait for response, if YES then...)

How far off are we? How much would you be able to put together to get started?
If I could show you how to earn your products free next month and every month after, are you able to cover this
order?

4. I don’t have the time.


a. It might not be a fit for you, but I’ve found that the busiest people are often the most successful because
you’re surrounded by people who want to have more energy, feel better and look better.
b. If you truly don’t have any time, you might need this more than I thought. Maybe this isn’t a fit, but you might
want to find a way to generate residual income to help free up your time. I’ve found it makes all the difference.

5. I’m not a salesperson.


a. Totally understand, I felt the exact same way. But I found that all I do is just share, be genuine and people are
either interested or they’re not. It’s been a great experience and honestly, I much prefer doing this with non-
salesy people. I can show you how to do it if you want but if not, no worries.
b. Understandable, and I honestly prefer to do this with people who don’t have experience in sales. I sure didn’t.
We have the tools to make it super simple, but if it’s not for you no worries. Do you know anyone who might
want to make extra money part-time if we show them exactly how?

6. Can you really make money?


a. Absolutely, I wouldn’t be taking this seriously otherwise.
It’s not a get rich quick deal. It takes hard work and learning the skills. But don’t worry, you’ll learn.
b. Reminds me of this quote, “It’s amazing how people think 4 years is a long time to succeed in a business, but
think it’s alright to stay broke at a job for 40 years.”
c. The company has a 60 year history of helping people design the life they want. That’s exactly what I plan to
do. I would love to do this with you.

7. How are you doing with it / how much are you making?
a. I’m just getting started but it’s blown me away how much support I’m getting from leaders who are teaching
me exactly what I need to do to grow this business. I haven’t been this fired up in a long time, or like ever.
I would love to do this with you but, if not, no big deal.
b. (If you would like to share your biggest month) In one month I made $_________ and it’s been really helpful
to have the extra money, but I’m just getting started. It’s blown me away how much support I’m getting from
leaders who are teaching me exactly what I need to do to grow this business. I haven’t been this fired up in a
long time, or like ever. I would love to do this with you but, if not, no big deal.

8. I’ll need to talk to my husband/wife first.


a. For sure! That’s important. When you join us, we invest a lot of time with you so it’s important that she/he is
onboard. Tell you what, if you think it would help, I am very happy for the three of us to meet and talk it through
and answer any questions. Let me know if you think that would be of value?

(Wait for response, if YES then set up the next appointment with the spouse...)

b. Absolutely! It’s important for them to understand your decision. Sometimes it can be helpful to talk through it
to prepare. Help me understand. What you think they’d object to?

Why do you think that? ... why?

If there are no objections, then why don’t we fill out an application for now, and I’ll help you explain it when
it’s convenient. I can even do it now.

(if they still have reservations...) If you need to ask them so you feel better, I agree with you. Why don’t we get
you started as a Member for now. You won’t earn money, but you can try NeoLife products at a discount. Then
we can set up a time where I can help you explain the business to them.

9. I tried a business like this before and wasn’t successful.


a. Why do you think it wasn’t successful?

(usually they admit to not putting enough time in, or not taking it seriously, or a bad company)

Do you think if you were to _______ (take it seriously or partner with a company that has integrity) you might
have different results? I can tell you from experience that the support is incredible... leaders will show you
exactly what you need to do. If you want to run with me, I’d love to do this with you but, if not, no big deal.

10. Is this Network Marketing?


a. Yes, it is! (use enthusiastic positive tone)

(Wait for their reaction, if it’s negative...)

I can see you have a story, can I ask what it is?

(Let them tell you their story, usually about them or someone they know...)
I’m so sorry you (or they) went through that. That’s awful.
Do you think if you were to _______ (take it seriously or partner with a company that has integrity) you might
have different results? I can tell you from experience that the support is incredible... leaders will show you
exactly what you need to do. If you want to run with me, I’d love to do this with you but, if not, no big deal.

11. I want to think about it.


a. No worries, take your time! We invest a lot of time with you to show you how to do everything, so it’s important
that you’re serious.

I’ve gotta run, getting together with a few people on my team who are doing really well and we’re making a
plan to get them to (World Team Vacation Destination)! We’ll catch up soon.
(If they don’t reconsider, you’ve made it easy to come back to them)

b. Sure, take your time. We invest a lot of time with you on training and support to show you
how to grow your business, so it’s important that you’re serious.

Okay, gotta jump off here to get to a training with one of our new Distributors. They’re super motivated to
launch their business. Talk soon!

c. Just curious, what’s the biggest reason for your hesitation? (ask questions to get to the real reason they are
hesitant and then handle those objections)

12. Is this a pyramid?


a. What do you mean by that? (most people don’t really know what they mean)
b. Haha, seriously?! Pyramid schemes are illegal. Do you think NeoLife could really be in business for over
60 years doing something illegal?
c. By definition, a pyramid scheme involves signing people up to something without any real product or service
being used. I wouldn’t even recommend you join if you weren’t also willing to use the product and build belief
in what you’re sharing.
d. If you mean that one person at the top makes all the money while everyone else does the work, I think you
might be talking about big corporations, haha!

13. Is this where the people at the top make all the money?
Funny you say that, I actually thought the same thing when I first heard about this. But what this really is, is
performance-based compensation. People at the top making all the money is more of a corporate structure.

14. When someone says “NO” when closing.


Do you mind telling me what you’re saying “NO” to?

15. Sure, I’ll meet up with you, but not if it’s about network marketing...
For sure, let’s just grab a coffee. I just want to catch up with you.
When you’re there... Ask them, “hey you mentioned you would meet only if it wasn’t about my business... I’m
curious, why is that? Are you concerned about network marketing?”

16. Let me see if I can get a few other people on board first.
Okay, but honestly it’s probably a better use of your time to just decide not to do this. It’s really hard to get
someone on board if you weren’t willing to step up and do it yourself. That usually doesn’t go very well.

If you do want to want to make extra money with this, we can show you, but you would need to have already
joined. Let me know either way.

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