Presentation on theme: "Handling Objections( no objections/only concerns or excuses) Dont answer Objections-Handle them! If you receive objections before the presentation,You."— Presentation transcript:
Handling Objections( no objections/only concerns or excuses) Dont answer Objections-Handle them! 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 Ground Rules -
GQ is not just making money but we influence the whole personality of the person) 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 Communication( understanding what exactly someone wants to tell you and answer accordingly)
Technical Objections If 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
Main Objections No Time No money No Contacts How can we trust GQ Guarantee-after 5 yrs Product delivery Cheque 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 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
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)
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……..
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
Will join-not work Dont join If you need a product, not business, go ahead
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 price+profit+royalty+minting charge+commision Why are you buying?Fascinated? Buy business How much-USD %-10, per month Time-hard earned cash-risk-inventories-tax people Which is cheaper
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. Where are the leaders? Who will support us/locally/o-seas
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/1 st person/ 8 months/did not take seriously-arrogant, secure job/potential How much did you make?
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
Pyramiding Arrogant/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
I dont want this type of money/ friends money/spoil relationship 1.Presentation failure-No value in the business-LEARN!! 2.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.
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
I dont want to spoil my status Dont do it
Where can I sell it? Website Kerala Numismatic Exhibition Numismatic is new-GQ is making it more popular-will conduct auctions and exhibitions
Do I have to bring 6? I cannot get people Let 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.
Saturation Last person Presentation Failure Prove as Theoretical % not covered by Amway Driving license/church/cars/TV Worried about your family or the proverbial last person! Do you really need it?
Stagnation/ For those who dont do it professionally, over a period of time
Risk What? Buying a quality product like TV
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
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
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
TCO/Nominee dies Law of the land
No Money Excuse/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% GenuineHe 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
No time Excuse/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? GenuineHe 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?
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
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.
WHEN YOU GET EXCUSES YOU DONT GET RESULTS People make excuses because it makes them feel better.
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
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