How to Discover and overcome concerns

1. How to Discover and overcome concerns Seth Risenmay doTERRAIPC

2. Guiding Principles • First seek to understand, then to be understood • People don’t want to be overcome, they want to be understood • Seek to do the right thing for the individual, even if this means that they don’t engage in doTERRA

3. Ben Franklin Method Why I would do it Why I wouldn’t do it

4. 3 things you must know • Has this person ever considered or thought about doing what you want them to do? • What has kept them from doing it before now? • What caused them to consider it in the past?

5. Have you ever considered earning an income with doTERRA? Discovering the Concern • Find KEY BENEFITS • NO • Yes • YES • IF ____ weren’t a concern, THEN is this something you would want to do? • What KEPT you from doing it? • Is there anything else? • Time – Money - MLM • Restate the concern • Yes • No • Let me share with you why it’s a great time to consider it. • No

6. Key Concerns vs. Key Benefits

7. Finding key Benefits • After finding the key concerns, ask the following questions: “You mentioned that you had considered doing this in the past, what caused you to consider it to begin with?”

8. When Benefits outweigh concerns

9. Overcome concerns, build on benefits or both

10. What are the top 3 concerns? • Time • Money • MLM

11. I don’t have any time… • Understand what their life looks like. They need to know that you really do understand how little time they have. • Do the right thing for THEM. This could mean that they don’t do doTERRA right now. • Follow this sequence: • Share the story of Building a Pipeline vs. Hauling Buckets • “I want you to look five years into the future, if you continue doing what you’re doing now, do you see anything changing?” • “We all have the same amount of time….Not Enough” • “We all have the same 24 hours in our day, what determines our quality of life is the way we prioritize the time we all have.” • “If you don’t find a way to make the time to start building a pipeline, you will NEVER have the time, because life will continue to happen to all of us.”

12. I don’t have any Money… • Understand what their life looks like. They need to know that you really do understand how little money they have. • Be committed to do the right thing for THEM. This could mean that they don’t engage in doTERRA right now. • Follow this sequence: • Share the story of Building a Pipeline vs. Hauling Buckets • “I want you to look five years into the future, if you continue doing what you’re doing now, do you see anything changing?” • “We all have the same amount of money….Not Enough, what determines our quality of life is the way we prioritize the money we do have.” • “If you don’t find a way to invest a little money to start building a pipeline, you’ll always be hauling buckets, and will never have freedom to do the things that are important to you.”

13. I don’t like MLM Companies What don’t you like? What do you like? Only the people at the top make money Overpriced products Pressuring friends and family Taking advantage of friends and family Selling Hype and Hopium Building a Pipeline instead of hauling buckets Freedom Time Money

14. I don’t like MLM companies Most MLM’s doTERRA Compensation plan is created Product is found to make compensation plan legal Company is created They sell an opportunity Purchase of products ends when the opportunity is no longer of interest. Great Company Great Product Marketing question…How to market the product? Conventional: TV, Radio, Mailers, Flyers, Billboards, On Shelf Unconventional: Taking money that would typically go to conventional marketing and giving it to you and I to teach people how to take care of their family naturally. “Do you think it is possible to communicate to the public what essential oils can do in any of these conventional marketing methods?” A great company with a great product simply chose the best way to market their products. The products being purchased are independent of the opportunity. This creates legitimate residual income.