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OVERCOMING OBJECTIONS

By Chris Anderson
A WORK AT HOME MOM
EMAIL: pureoils@uswest.net
WEB: www.goldenmailbox.net

DUPLICATION:
We preach duplication. One of the best men in the industry is Dan Brink. He has sharp answers to prospective clients concerns and objections. The best way in the industry is to memorize the pat answers the heavy hitters say, almost every time, when faced with an objection! It is something one must almost be alert to, then hurry and copy down the response and then memorize it for the time they will be faced with a similar objection. Here are a few thoughts upon the subject of overcoming Objections.

1. Listen with an Understanding Heart...
Have you ever had a salesman come to your home who won't leave until he gets to "put a close on you"? How many sales people have truly been interested in you first? How many sales people leap on your objection, not even letting you finish your hesitation about the product? It is very important as we approach people to find out their needs and show them the way your opportunity fits their life challenges.

2. Mirror the Question.
This is one of the best techniques for letting them to answer their own objections. It also gives you time to think on your feet. "What you are saying to me is that you think putting out $120 a month for qualifying is too much?" And then you can respond with, "If you added up all you spend for toothpaste, deodorant, hair care and health products for your entire family, what do YOU think you spend on it for the month?"

3. Answer Questions With Concern.
Ask questions with the intent to see it from the other point of view so that the person is not defensive. The old adage, "No one cares how much you know until they know how much you care" is an important rule in business. Find out the needs to this person's life and then show them a way to solve it.

4. Be Direst When You Don't Know the Answer
When you don't have an answer, it is better to tell them you will have to research that or reference that and get back to them. And tell them when you will get back to it. A goal with out a date is not a goal. A promise or commitment without a date is not believable. Your credibility will be judged by your response and flow through.

5. Reaffirm Answers
Move on only after your client is satisfied. don't leave a prospect hanging in the air. "Do you see the difference that our team effort makes over you doing it alone? We will train you and stay with you until you are at the top."

6. You Must Control the Momentum and Pace of the Conversation
Make sure you are understood by getting feedback, but control the time it takes to hear it back. YOU must be the one in charge of the conversation and how it is moving. You can learn a lot in a short time and be a good listener, too, without having to listen to in depth coverage of people's life scenario. Keep the end in mind and the purpose for your call. Define your objectives. Why is what you are offering the best! Why is the business program the strongest out in the market place! Why are the products proven effective today!

7. Value of the Product and the Business Opportunity
This is the time to reiterate again the positive opportunity you have to offer. You voice, your knowledge, your commitment will be the sales feeling you leave with them. If you sound frightened and not sure...they will pick up on it. If you are determined, they will pick up on it. What you project, is what they will hear. Concentrate on the value of what you are saying with the end object in mind: "I have the best opportunity and product in the market place today. When would you like to get started?" If you don't ask, they won't join. Make sure you state a "commitment statement" to force the decision into a lucrative business of them getting " started".

Be all that you can be
Chris Anderson

Helping you work at home so you can be
the parents of your children every day of the week

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