Overcoming objections Flashcards
(10 cards)
What are the 3 Fs
Feel - Felt - Found
- “I understand how you feel, I’ve felt the same way before, but let me tell you what I’ve found..”
Well… can’t you just explain it to me over the phone?
I understand that you value your time, and so do I. However, for that same reason, it wouldn’t be fair to both you and I if I tried to describe it all over the phone.
There’s a lot of material I want to share with you to help you get the big picture of things and what I’m doing.
I honestly just thought you’d be able to set aside an hour of your time at the least to help me out with my goal of helping others.
You’re not opposed to helping others, are you? Great, well I’m looking forward to seeing you!
Sure, I can do that, but what do you guys do? What do you guys sell?
Thanks for asking that, I really appreciate you wanting clarity. I definitely don’t intend to sell you anything. I’d hate to be sold something myself.
We simply offer financial education for families at no cost. Everyone needs to make money, so who wouldn’t want to learn about how money works, right?
We work hard for it, so we should learn how to make our money work hard for us too. If you do find the education helpful by the way, we can definitely help you out with some solutions, but only if you find it useful.
My intention is simply for you to see what we do, ask a lot of questions, and just have you help me out with my training/outreach to the community.
So, I can count on you to help me out, right? Awesome, looking forward to catching up with you soon!
This isn’t one of those MLM, multi-level marketing things, right?
I understand your concern, how do you feel about MLM or multi-level marketing?
Their Reply:
- It’s one of those things where all the people at the top make all the money off the backs of all the people at the bottom, you have to recruit, my friend was in something like that before, I don’t want any part in something like that.
Your Response:
- I understand how you feel, I would feel the same way, but this is what I found: Isn’t it true that anything big and organized is multi-level?
Their Reply:
- What do you mean?
Your Response:
- Do you have a job, or have had a job before?
Their Reply:
- Yes.
Your Response:
- At your position, wasn’t there someone above you at a higher position who makes more money? Maybe a manager, vice president, or CEO?
Their Response:
- Yes.
Your Reply:
- Would you consider that to be Uni-Level or Multi-Level?
Their Response:
- Multi-Level
Your Reply:
- Awesome. So you’re already part of something multi-level. With that being said, how likely is it that the company you work for will promote you to a higher level like CEO?
Their Reply:
- Not very likely.
Your Response:
- Okay, well I’m showing you an opportunity where you can be at the highest level by building your very own organization, with no politics preventing you from advancing.
- Wouldn’t you say that’s a better way of doing things?
Their Reply:
- Yes.
Your Response:
- Awesome, well I’m looking forward to helping you.
Who do you work for? What’s the name of the company?
Have you heard of Nationwide, Pacific Life, Prudential, Transamerica, or Aegon (For Canada: BMO, RBC, Manulife)?
Those sound like solid, reliable companies who you would be proud to do business with wouldn’t you?
Awesome, me too, and that’s why I work with World Financial Group as a distribution platform for those great companies’ solutions.
Don’t you think it’s better for people like us to have the freedom to choose which company we want to do business with, instead of getting a biased opinion from an employee who’s restricted to only sell one company’s products?
Awesome, I’m looking forward to seeing you soon!
Is this World Financial Group?
Yes it is! What do you know about WFG?
Their Reply:
- Its based on recruiting, selling insurance, its a scam, I read bad reviews online…etc. It didn’t work out for my friend… etc.
Your Response:
- I really do appreciate your concern for me not getting involved with a bad company. Before, I actually thought those things too! But you know what I found? Companies like Nationwide, Transamerica, and Prudential (For Canada: BMO, RBC, Manulife) would definitely not do business with a bad company to distribute their solutions. Isn’t that true?
- That’s right, and we all know people who are clients of those companies, so if our company was a scam, that means millions of other people across our country would already be getting scammed too.
- And that obviously isn’t the case is it?
- Awesome and by the way, I can’t speak on behalf of your friend’s experience or how the office they were involved in ran their operations. I mean, every big company has its fair share of bad apples right?
- Yeah, and if that wasn’t the case there would be no such thing as being fired.
- Take McDonalds for example, there’s no way we can guarantee if the person who sells the burger may be having a bad day and give poor customer service right?
- And obviously we wouldn’t let that stop us from ordering a burger from another location would we?…
- Anyways, people are entitled to have their opinions about others who might have been involved with our company, and while I can’t speak on behalf of those other people, I can definitely guarantee the integrity of the way I do things, and that you definitely won’t find any bad review of me online.
- I mean, its me that we’re talking about… Do you honestly think I would involve you in something that wasn’t legitimate?
- Well I would hope not. Anyway, I’m looking forward to when we meet!
Is this a Pyramid Scheme?
Your Response:
- I understand your concern, how do you feel about a Pyramid Scheme?
Their Reply:
- It’s one of those things where all the people at the top make all the money off the backs of all the people at the bottom, you have to recruit, definitely not something I want to be a part of.
Response:
- I understand how you feel, I actually thought the same thing before. I definitely would not want to get involved with something like that either, but by definition a “Pyramid Scheme” is an illegal operation with no legitimate products or services, you get paid to recruit, and there is no government licensing required.
- In what we do, we have legitimate products and services from reputable product providers, we do not get paid to recruit, and we require government regulated licensing in order to make an income in our industry.
- Now, that doesn’t sound like a “Pyramid Scheme” to you, does it?…
Their Reply:
- No, it doesn’t.
Your Response:
- Great, so let’s move forward.
Is this commission?
How do you feel about commission?
Their Reply:
- It’s not secure, I like knowing that I’m going to get paid at a job, I want a stable paycheck, and secure salary…
Your Response:
- I totally understand, I want security in my life too. However, isn’t it true that any job that pays hourly or a salary comes from a business that makes money from selling a product or service?
Their Reply:
- Yes, that’s true.
Your Response:
- Awesome. So now, between the company that makes all of their money from selling a product or a service, and the employees who get paid a fraction of the money that’s generated from the sale of that product or service, who do you think makes more money?
Their Reply:
- The company.
Your Response:
- Great. So I’m showing you an opportunity where you can build your own company, and make more money the way a business owner does.
- So, you wouldn’t be opposed to making more money just because it was in the form of a “Commission” would you?
Their Reply:
- No, I guess not.
Your Response:
- Great, so let’s move forward.
Is this Life Insurance?
Your Response:
- Life insurance is just one of the many things we provide to our clients, but how do you feel about Life Insurance?
Their Reply:
- It’s a waste of money, it’s like paying for something that doesn’t really go towards anything. It’s not something I believe in…
Your Response:
- I totally understand, I used to feel the same way before actually. Now, if you drive a car, isn’t true that you need to have a car insurance in case of an accident?
Their Reply:
- Yes, that’s true
Your Response:
- Great. Now, in the case of an accident which could happen to anyone at anytime, what do you think is more valuable to your family?
What do you think is worth more?
The financial value of your car?
Or the financial value of your life?
Their Reply:
My life of course…
Your Response:
- Great, so it wouldn’t make sense to be driving with just protection on your car, and not your life would it?
Their Reply:
- No, it wouldn’t.
Your Response: - Awesome, so let’s move forward.
How do you get paid? What’s in it for you?
Your Response:
- That’s a great question, and if I was you, I would wonder the same thing.
- Actually, you don’t have to be concerned with having to pay us at all. The way we make an income through our practice is only if people find enough value to implement financial strategies that will either build or protect their wealth through a series of educational meetings, only then do we get paid from the different financial institutions we represent.
- So in summary, our prospective clients have access to professional financial education and help at zero cost that most people would otherwise not have access to, our financial institutions that we represent receive a client that they would otherwise not have access to through our referral, and for that referral, those financial institutions pay us.
- It’s a win-win-win situation for everybody. Doesn’t that sound like a better way for people to get the help they need?
Their Reply:
- Yes, that makes sense.
Your Response:
- Great, so let’s move forward.
