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Handling Objections( no objections/only concerns or excuses). Don’t answer Objections-Handle them!. Ground Rules -. If you receive objections before the presentation,You need to learn proper Prospecting(Contact,qualify and invite) SW principle (Some people cross the forest-not see firewood)
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Handling Objections(no objections/only concerns or excuses) • Don’t answer Objections-Handle them! Ground Rules - • If you receive objections before the presentation,You need to learn proper Prospecting(Contact,qualify and invite) • SW principle (Some people cross the forest-not see firewood) • List them down-only that? • Reduce statements-ask questions • Never Argue/Don’t be arrogant/Don’t take a defensive stand • If you can overcome an objection in your presentation before he raises it, you are more likely to make a deal
Communication(understanding what exactly someone wants to tell you and answer accordingly) • Pretended Listening • Selective Listening • Verbal Listening(superficial,exchange of words-do not go deep and understand-no time-he wants to how much time required) • Intensive Listening GQ is not just making money but we influence the whole personality of the person)
Technical ObjectionsIf it breaks/if one does not work/how the company pay this much • Ideological Objections No money,no time,I don,t want this type of money,cheating friends
No Time No money No Contacts How can we trust GQ Guarantee-after 5 yrsProduct deliveryCheque Delivery Family problems How much did you make? I don’t want to beg!/I don’t have this much time Saturation Stagnation Risk TCO/Nominee dies Don’t know presentation Pyramiding/Money chain Let me think about it Let me get my 2 Will join-not work Too expensive/Can’t afford Who will support? How pay commission I don’t want to spoil f-ship I don’t know computer/how to present I don’t believe in you I don’t want spoil my status Where can I sell? Too difficult Main Objections
Let me think about it!Is a stall ,not a real objection.--find out the true objection—HOW? • Great, that means u r interested? • Yes, I am. • U R not just saying, let me think about it’s just to get rid of me-are you, Mr.X(in a humorous way) • Oh, no, no, no (laughter) • Do you have anyone else to discuss before you make a decision? • When you think it over naturally you will develop some doubts-won’t u? • I know, that u are an expert in your field. Likewise I am experienced in NWM. • Why don’t we think it over together when I am right here to answer your concerns? • Could you please tell me ,what was the main thing you wanted to think about? bring out the real objection) Reasons:- Doesn’t have money-Can’t decide on his own-doesn’t need your product-doesn’t trust u or have confidence in u and business-he has his friend already in-doesn’t like you)
No Contacts/don’t know anybody • Is that the only problem? • Do you really need it? • If we suggest a practical way which we follow - something which is working for us-would you go for it? • How many people you need? • Help him to make a list of……..
How pay this much commission • Product sales/cycle product • Max-out • Balanced Binary • From where a company make profit-end user. • Traditional business-infrastructure • Salary and other operational cost of sales force go before sale-ONLY AFTER SALE
Will join-not work • Don’t join • If you need a product, not business, go ahead
Too expensive • Presentation failure • Anything on cost price? What is the cost of your shirt? Cost of BMW • Who decide the price? • Any gold shop staffs? • Gold-Alukkas, Rolls Royce, dozens of shop • Allowed Mark up + making charge • Gold price+profit+royalty+minting charge+commision • Why are you buying?Fascinated? • Buy business • How much-USD25000-40%-10,000-800 per month • Time-hard earned cash-risk-inventories-tax people • Which is cheaper
Where are the leaders?Who will support us/locally/o-seas • Why do you ask that question-no support. • Do you really need it? • PBO- Willing to take ownership? Self sustaining. • You need support until you become able. • We will support you. • Leaders developing worldwide.
How much did you make? Why do you ask that question? whether it will work. Which business make big money in 3 months? I am 3 months-have 4/3. 2 weeks/learning/1st person/ 8 months/did not take seriously-arrogant, secure job/potential
Illegal • E-commerce-Amazon .com/DVD express. COM • Company willing to share profit –illegal? • Traditional Marketing-Chain of distribution -Nike/ Sachin/ Amitha B • Referral marketing/Visa Card • System to share
PyramidingArrogant/Flexible • Feel….. • You don’t like pyramids-do you? • What’s a pyramid? • One on the top-Like a bank • Top earn more-Like your company?1001 • Shape-like a church/family/office • 2 Column-Differentiate-Pyramiding-no product/not legal/head hunting-smuggling
I don’t want this type of money/ friends money/spoil relationship • Presentation failure-No value in the business-LEARN!! • He is not your friend------if he is your friend, • Do you think that I came to grab some money from you? • I found opportunity-wanted to share. • This Type of money • May I ask you-what do you really mean? • Easy money? Free Money? • Do you really need it? • If your concern is getting people-I will help you.
I cannot beg/I don’t have this much time • Your presentation was a failure • This is what you are doing • Be professional/posture/be bold • They need you more than you need them
I don’t want to spoil my status • Don’t do it
Where can I sell it? • Website • Kerala Numismatic Exhibition • Numismatic is new-GQ is making it more popular-will conduct auctions and exhibitions
Do I have to bring 6?I cannot get peopleLet me get my 2 first • Your presentation was a failure • True, if you go now with 2% knowledge • Learn and then start cautiously with up line • Restaurant- people will come food and service good-do it professionally • Do you really need it-we will help you.
SaturationLast person • Presentation Failure Prove as Theoretical • 1959-5% not covered by Amway • Driving license/church/cars/TV • Worried about your family or the proverbial last person! Do you really need it?
Stagnation/ • For those who don’t do it professionally, over a period of time
Risk • What? Buying a quality product like TV
Guarantee/product- cheque delivery/company there after 5 years • Credibility • What is the guarantee-Business –business people • No guarantee-Your company-guarantee/your job-new blood5 years • 10 million-6 years back-300 million • IPO • Diversification-showed in the presentation/website -QI • GQ proceed with a 25 year plan • Vision-to become a billion $ company by 2010 Let me tell you….. • Cannot start business/what might happen • Worried about my family
I don’t know how to present/I don’t know computer • Feel • What is our age? • Could you run from day one? • Sequential growth which took years • Felt • Do you really need it-train yourself
I don’t believe in you • Commit suicide • Reconsider your value If you are too Young • Take your up line when dealing with hard-core people • Arun/ Bala/ Manoj- • your professionalism • self image • and conviction
TCO/Nominee dies • Law of the land
No MoneyExcuse/Real concern • Excuse Presentation was a flop • Feel • Only problem- if u had enough money would you have joined? • When u say no money, no money at all or shortage? • Do you really need it? • Ask introducer-are you willing to help?YES-25% to 50% • Genuine He lacks money-low paid-but can make if he wishes • Give him a shoulder-Feel • Do you really need it? • Recall the gap in money • How many years are you working? • When will u get money to build a better future/stay with family • Practical options • Did you bring anybody? • Emergency leave/arranged money overnight
No timeExcuse/Real concern • Excuse Presentation was a flop • Only problem- if u had time would you have joined? • How much time you need? • Do you really need it? If I show some practical options, would u? • Genuine He lacks time-but can make if he wishes • How many years are you working? • Recall the gap in money • When will u get time to build a better future/stay with family • Do you really need it? If I show some practical options, would u?
Spouse Problem • Have you shared your vision with wife? • Does she know how important it is? • Take wife for presentation • Include her • Spend time with them
Too difficult to DO • Agree-deep in our heart we know it • Business will be powerful-realistic-attractive and we will be respected if we say-I am showing an opportunity which can change your life in 3-4 yrs, hard, difficult but not impossible. Before presenting, let me ask you some questions-if u r not willing to humble yourself and go through training, sacrifice and learn new things- I and you will be wasting our time. This is highly rewarding, fulfilling and profitable-but be willing to pay the price.
WHEN YOU GET EXCUSES YOU DON’T GET RESULTS People make excuses because it makes them feel better.
Every thing starts with the LEADERS • Do you as a leader have the necessary qualities to lead your organization to an excuse free culture? • Are you setting up an excuse free culture? LEAD OR GET OUT OF THE WAY Like it’s said – If you cant stand the heat, get out of the kitchen
Genuine commitment can be measured in four ways • The willingness to change • The willingness to risk • The willingness to invest time • The willingness to invest money The commitment is evident in actions and not in intentions