Objections Flashcards
How to overcome the most common objections.
What is It?
What do you do?
[Option 1 - Quick & Simple]
(Common objection)
Option 1 (quick and simple - if your out an about and someone ask you what you do):
We help big companies (like Nike, Apple, Microsoft) and small private label companies expand and move online.
- Always change the subject: Ask them questions like the following:
- What do they do?
- What projects are they working on?
- What brings you to the area? **
What would I be doing?
What does the position entail?
[Option 1 - Coach modeling meeting for you]
(Common objection)
1st option - Coach modeling meetings for you:
Answer: Well, there are a lot of moving pieces to the project, that they’re expanding on, and it’s not really my call or decision. Even if I wanted to, I couldn’t tell you, because I know nothing about you to know if or where you’d fit.
The best I could do is drop your name in conversation, and if all is well, arrange an introduction.
Sound like a plan?
Is this a pyramid?
Common objection
Questions to the response:
- What do you mean? I’m not sure what you are talking about, but hey you must have a story, don’t you?
** Listen to them talk **
- Why do you ask? Is that what you’re looking for?
** This question throws them off as they are expecting you to be defensive. Let them elaborate **
Response: Okay, me neither. In a pyramid, there is an exchange of money, but no products or services. We have over 200 major companies we’re partnered with and over 3 million SKU numbers. Based on your and the FTC definition, we are absolutely NOT a pyramid scheme.
Does that make sense?
Is this Network Marketing or MLM?
Common objection
Note: The key point to address this question is to NOT get defensive. You want to ask this question b/c you don’t know what their experience was.
Question:
1. What’s your experience, I can tell you have a story. What’s your story?
** Let them talk **
Response: Well we utilize their compensation plan, but so does Nike, Apple, Warren Buffet, etc., because it’s a profit sharing model. The compensation plan we use is the only unlimited plan that exists in the industry.
** If they have a negative experience **
Let me guess, are you afraid that you’ll get recruited, forced to get your family together to post on Facebook?
** Let them answer the question **
Most network marketing/MLMs are selling and recruitment focused.
Yea, this is NOT at all what we do. It’s just like anything, you got to meet the right people and we’re just blessed.
Does that make sense?
** If they are content with your explanation **
If you’re open to connecting, finding out more and how it all works, I’d love to chat with you and potentially arrange an introduction to see if you’ll be a good fit.
If not, totally fine as well. Take it as a compliment.
Can you give me more information?
Common objection
1: I don’t know much about you, we’re strangers. I can explain and go over information all day, but if you don’t trust the person that’s providing the information, it won’t make sense.
If someone requests for more information, remember the following:
Concept: Fell, Felt, Found
Verbiage: I feel you man, I felt like I wasn’t getting a lot of information on the front-end. But this is what I found out:
Our first time meeting for coffee will be for us to get to know each other and see if it makes sense to consider you a candidate and take you through an educational process.
If this is something your interested in, definitely let’s link up, meet and connect. If not, that totally fine as well, just take it as a compliment.
How much money are you making?
Common objection
This question will typically come from someone that’s a family member, coworker or friend. Very rarely will this come from someone you just met.
Response: On my gosh, I just earned a spot on this project. This isn’t a get rich quick thing, but, the person helping me is financially free out of a job at a young age. I’m excited because they are personally helping me to achieve similar results.
Do you have any information I can research online or look at first?
Mindset: We do have information for candidates to research online. However, we don’t give people information when they ask for it. We look to see if they are patient. This is a huge characteristic for a candidate that we would work with. We’re NOT looking to employ anyone, we’re looking for partners. In a partner business relationship, it’s more based on relationship. If we don’t have any established trust, we’re going to just give a candidate information. We don’t want to waste our time sending people information to later find out it’s not a good fit.
Response: Absolutely we do, but can I ask you a question?
** Wait for candidate response **
Have you ever owned or partnered with a company that’s privately held?
** If they say ‘yes’ **
You’ll definitely understand this.
** If they say ‘no’ **
Okay. Well, let me educate you. So, because although we have tons of information, on and off-line, being that these guys are privately held, the information that they have is for partners and candidates. Given that we just met, I don’t know enough about you to consider you a candidate. So, my first priority would be to get to know you to see if we’re even on the same page.
If so, we’ll grab coffee and leave you with some literature to go over.
If not, that’s okay, if you ever see me around, say Hi.
Does that make sense?
What is It?
What do you do?
[Option 2]
(Common objection)
Option 2 (more elaborative - if you are calling someone back and have more time to provide a lengthier response):
Well, these guys help big companies move and expand online. In return, they pay us marketing dollars that they usually spend on radio, TV and print. Big companies like Nike, Apple, Microsoft and small private label companies to.
Does that make sense?
** Transition **
My first priority would be to potentially drop your name in conversation to connect with one of my partners and see if it makes sense to open a door for you.
Note: If someone asks a follow-up question to Option 1 above, you can elaborate using Option 2.
What would I be doing?
What does the position entail?
[Option 2 - Conducting your own meetings]
(Common objection)
2nd option- You are doing your own meetings (you are the person that will be the gate keeper):
Well, there are a lot of moving parts to the project that they’re expanding on, and to be honest and upfront, with me telling you what you’ll be doing, would be assuming you fit the mold. The fact that I know nothing about you, I wouldn’t be able to say, where or if you’ll fit.
I’d love to get to that point, but, my first priority is to get to know you to see if we’re even on the same page.
I’m sure you can respect that, right?
