Objections are normal. Expect them. Embrace them. Be prepared to overcome each objection.
Here are the most common objections you will hear from prospects, along with a rebuttal or response you can use.
# 1: Is it a scam?
Answer: Of course not. What makes you think that? This business model has been around more than 100-years and does well over $150 BILLION in sales worldwide each year. It’s bigger than the NFL and the movie industry.
# 2: Is it an illegal pyramid?
Answer: No. All businesses and organizations are shaped like a pyramid. What’s great about this business is everyone starts at the top (as the CEO) of their own business and must fill in the bottom. At any point in time, you can make more money than the people above you.
# 3: I don’t have the time.
Answer: If you don’t change what you are currently doing, WHEN will you ever have the time to live life on your own terms?
# 4: Do I have to spend money?
Answer: All businesses have start-up and ongoing costs. The beauty of this business is you have a low monthly overhead (less than $35), and you can get started by ordering just one product.
# 5: Do I have a monthly buying commitment?
Answer: You can order whenever you’d like to. In order to collect your monthly commissions, you must order a product yourself, OR you must have at least one retail customer who orders 50 or more points.
# 6: I don’t like selling.
Answer: Me either. What we’re looking for in this business is people who like to teach, coach, and help other people. Having a strong sales background can be beneficial, but it is not mandatory.
# 7: The products are too expensive.
Answer: They are expensive if you compare apples to oranges. The products you see at most of the vitamin shops and discount stores are not natural or organic. When you compare our prices with other natural and organic products, they are priced very competitively.
# 8: How much money do you make?
Answer: I’m not sure. I’m still getting paid or work I did when I first got started.
Feel-Felt-Found Method
The easiest way to overcome an objection is to use the feel-felt-found method. This is an example of what you might say if someone said the products are too expensive.
Jim, I know how you feel. I felt the same way when I first looked at the product prices. However, after doing some research online, I found that our products are priced very competitively to other natural and organic products you can buy online.
Using this process puts your prospect at ease. After you finish your response, continue closing the prospect.
Takeaways
- People will have objections, expect it.
- An objection is just a request for more information.
- Don’t get defensive.
- If you don’t know how to respond, respond with a question.
- You can also use the feel, felt, found method to overcome objections.