Handling Objectionsno objectionsonly concerns or excuses

1
Handling Objections(no objections/only concerns
or excuses)

• Dont 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/Dont be arrogant/Dont 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

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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)
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• 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

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Main Objections

• Dont know presentation
• Pyramiding/Money chain
• Let me think about it
• Let me get my 2
• Will join-not work
• Too expensive/Cant afford
• Who will support?
• How pay commission
• I dont want to spoil f-ship
• I dont know computer/how to present
• I dont believe in you
• I dont want spoil my status
• Where can I sell?
• Too difficult

• 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 dont want to beg!/I dont have this much time
• Saturation
• Stagnation
• Risk
• TCO/Nominee dies

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Let me think about it!Is a stall ,not a real
objection.--find out the true objectionHOW?

• Great, that means u r interested?
• Yes, I am.
• U R not just saying, let me think about its 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-wont u?
• I know, that u are an expert in your field.
  Likewise I am experienced in NWM.
• Why dont 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-
• Doesnt have money-Cant decide on his
  own-doesnt need your product-doesnt trust u or
  have confidence in u and business-he has his
  friend already in-doesnt like you)

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No Contacts/dont 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..

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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

8
Will join-not work

• Dont join
• If you need a product, not business, go ahead

9
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 priceprofitroyaltyminting
  chargecommision
• 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

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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.

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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
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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

13
PyramidingArrogant/Flexible

• Feel..
• You dont like pyramids-do you?
• Whats 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

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I dont 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.

15
I cannot beg/I dont 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

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I dont want to spoil my status

• Dont do it

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Where can I sell it?

• Website
• Kerala Numismatic Exhibition
• Numismatic is new-GQ is making it more
  popular-will conduct auctions and exhibitions

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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.

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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?

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Stagnation/

• For those who dont do it professionally, over a
  period of time

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Risk

• What? Buying a quality product like TV

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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

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I dont know how to present/I dont 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

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I dont 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

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TCO/Nominee dies

• Law of the land

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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

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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?

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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

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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.

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WHEN YOU GET EXCUSES YOU DONT GET RESULTS
People make excuses because it makes them feel
better.
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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 its said If
you cant stand the heat, get out of the kitchen
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• 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