ANSWERING OBJECTIONS;


What is an objection?
An objection is nothing more than a question in disguise. It's simply a request for more specific information. Instead of being taken aback, welcome an objection as an opportunity to provide your prospect with the information they need to make educated decision.
What an objection is not.
An objection is not a "No". It is not an end to your presentation. It's a way for your prospect to tell you, "Right now, you haven't given me the information I need to move forward with my decision."
Why do we fear objections so much?
When we first approach people with our opportunity, we are filled with raw enthusiasm. We want everyone to see the amazing potential of our offering. At the same time, we're concerned that our prospect may "object" in some way, thereby rejecting our offer. It's impossible to know when to expect an objection and the more unprepared we are for objections the more we fear them. The antidote to this fear is knowledge.
How do I effectively answer objections?
– I'm glad you asked!
Millionaires in Motion has developed a Six-Step Process that will guide you through answering any and all objections that may come your way. We created the acronym L.I.S.T.E.N. to enable you to easily remember each step. Each letter represents a particular step. When you are faced with an objection, mentally go through the acronym to remind yourself of the proper steps.

Are you ready to learn the process?

Good. Let's start.


LISTEN, Don't Assume

• Pay close attention
• Don't state your opinion immediately
• Listen to build rapport
• Never interrupt

During your presentation, LISTEN to your prospect so that you really hear what is being said. When you're new and excited, it's easy to overload your prospect with information rather than listening to them. Listening well is a skill– practice it diligently.

IDENTIFY the question
• Objections may sound like statements, buth they are actually questions
• What are they asking you?
• What is their real underlying concern?
Ask questions, if necessary, to IDENTIFY what truly concerns your prospect. What is the question in disguise that is being raised as an objection? If you're not sure, you should repeat what you think their convern is, then ask if you understood correctly.

SHOW you care
• Appreciate their concern
• Agree with what they say
• Understand their position
• Champion their cause
• Put yourself in their position
Once you are sure you know the question, SHOW YOU CARE: Empathize and tell your prospect you know exactly how or why they feel that way. Champion your prospects cause and agree whole-heartedly. This helps break down barriers between you and helps both of you feel as though you're on the same side.

TELL a story
• Speak from your heart
• Tell stories that prospects can relate to
• Use your own experience
• Use the experiences of others
To best communicate the answer you want to give- TELL A STORY. Use a real story about someone who is from a similar background, who had the same concern, and is doing well; your prospect will see how he or she can do the same.

ENSURE they understand
• Get confirmation from them-
-Does this make sense to you?
-Do you see how this will work for you?
-Have I answered your questions?

ENSURE that you answered their objection: ask your prospect if they see how this can work in their situation? Get confirmation that you answered and addressed your prospect's concern. "Does that make sense to you?"..."Does that answer your concern?"..."Can you see how this works for you, too?"

If there are still questions, go back over Steps 1 through 5 again.

NOTIFY them of options
• Give them choices
• Share ideas on where they can go from here:
-Do nothing
-Become a customer
-Join the business

Now that you've completed all five steps, NOTIFY your prospect of some options. There are three possible choices where your prospect can go from here:

1. Do nothing- Make sure they know that it's okay to do nothing. Perhaps now isn't the right time for them. Thank them for their time and consideration. Ask if you can stay in touch with them and periodically stay in touch– times may change. Furthermore, make sure you ask for referrals. Although they may not be ready at this time they may know someone who can benefit from your product or opportunity.

2. Start with the products– Assure that you guarantee them the benefits they expect. Stay in touch, and provide quality customer service; you may have a business prospect later.

3. Join in the business– Get them started: have them purchase materials, fill out the paperwork, schedule trainings, etc.



GOOD LUCK OUT THERE
TINA