Global Wealth Trade “Products You Want, Business You Need.”

HANDLING OBJECTIONS

Regional Ambassadors, President Cup Winner’s, GWT Millionaires

Rene Liaw and Reza Mesgarlou

TRUTHS ABOUT HANDLING OBJECTIONS

• Objections are just ____________ questions

• It’s usually fear-based or due to lack of knowledge

• Be pleasantly persistent to get past “NO”

• Do NOT create unnecessary Objections (T.L./L.M)

GETTING PAST “NO”

• 60% of Consumers say “No” ___ Times before making a purchase

• You fail because:_____________

• Show Gentle Persistence

• Remember: Consumers want to buy, they just don’t want to be sold

3 D’s of Objection Handling

•DETERMINATION

•DIALOGUE

•DELIVERY

DETERMINATION

Mindset: BELIEF

Tripod:

1.Business

2.Company

3.Yourself

SWSWSWSW

DIALOGUES

6 Steps to Dialogue Success

1. Agree with it

• To put you on the same side of the prospect

“I can understand why you FEEL that way”

DIALOGUES

2. Question it

• To understand the prospects’ reason for their concern

“Just so I get a clear picture….(who, what, where, when, why, how?)”

DIALOGUES

3. Isolate it

• To separate multiple objections & deal with one at a time

“Is that the only thing that’s stopping you from……?”

DIALOGUES

4. Handle it

• To show you have the solution to their concern

“If I can prove to you…… would you….?”

DIALOGUES

5. Show it

• To change their thinking through visuals & dialogue

“Let me show you something that might change your mind.”

DIALOGUES

6. Close it

• To get the prospect to agree with you & move forward

“Now that makes sense wouldn’t you agree?”

COMMON OBJECTIONS

I DON’T HAVE TIME

COMMON OBJECTIONS

I DON’T HAVE TIMESAY:

• “I recently started this new business. Come out to take a look & give me your opinion.”

• Spending time to make yourself rich is better than spending time to make someone else rich.

COMMON OBJECTIONS

I DON’T HAVE TIMEASK:

• How Much Time Do you think you need to spend on building the business?

• How much time do you watch TV?

AS much time do you thspend on building this business?

COMMON OBJECTIONS

IS THIS A PYRAMID SCHEME OR

SCAM?

COMMON OBJECTIONS

IS THIS A PYRAMID SCHEME OR SCAM?

ASK:

• Please explain what do you mean?

• Do you think VISA & MC would partner with pyramid companies?

SAY:

• This is a Canadian Designer Fashion House with exposure on (items in Mag Pack 1&2, BFH, N/T,CJ, ABJ, CBJ, etc)

COMMON OBJECTIONS

I DON’T KNOW HOW TO SELL - I ‘M NOT

IN THE SELLING BUSINESS

COMMON OBJECTIONS

I DON’T KNOW HOW TO SELL

I ‘M NOT IN THE SELLING BUSINESS

Say: You don’t need to be in sales, you just need to share the product and business with people

COMMON OBJECTIONS

I DON’T KNOW ENOUGH PEOPLE

COMMON OBJECTIONS

I DON’T KNOW ENOUGH PEOPLE

Ask:

• Do you know 2 people who might be interested in Time & Financial Freedom?

• Do you know anyone who complains about job, time & money?

COMMON OBJECTIONS

I DON’T THINK THIS BUSINESS IS FOR ME

COMMON OBJECTIONS

I DON’T THINK THIS BUSINESS IS FOR ME

ASK:

• Why do you think so?

• What part of this business you don’t like?

SAY:

• This is a business with a small investment but potentially great return

COMMON OBJECTIONS

I DON’T KNOW IF THIS BUSINESS

WILL WORK

COMMON OBJECTIONS

I DON’T KNOW IF THIS BUSINESS WILL WORK

SAY:

• The amount of $$$$ you make is entirely up to you. FT, PT, ST

ASK:

• Do you know someone who would like Financial Freedom?

COMMON OBJECTIONS

I HAVE NO MONEY

COMMON OBJECTIONS

I HAVE NO MONEY

SAY:

• If there’s a will, there’s a way!

• It’s not how you start, but how you finish

ASK:

• Did the designer product you bought ever pay you back?

COMMON OBJECTIONS

I NEED TIME TO THINK ABOUT IT

COMMON OBJECTIONS

I NEED TIME TO THINK ABOUT IT

ASK:

• Just so I can get a clear picture, what specifically is holding you back?

• What do you have to lose?

SAY:

• The business is constantly going forward

COMMON OBJECTIONS

I DON’T LIKE OR WEAR JEWELLERY,

IT’S A BUSINESS FOR FEMALES

COMMON OBJECTIONS

I DON’T LIKE OR WEAR JEWELLERY

IT’S A BUSINESS FOR FEMALES

ASK:

• Would you like an investment in 21K Gold or Timepieces?

• If someone give you a watch or a pair of cufflinks, would you turn it down?

COMMON OBJECTIONS

I NEED TO DISCUSS WITH MY

PARTNER/SPOUSE

COMMON OBJECTIONS

I NEED TO DISCUSS WITH MY PARTNER/SPOUSE

SAY:

• You are the worst person to explain the business to your spouse/partner

ASK:

• Would you do the business yourself?

DELIVERY

TWO WORDS:

C__________________________

E___________________________

BOTTOM LINE

CPCV

Create Prospect Centered Value

FOOD FOR THOUGHTS

“The way to get started is to quit talking & start doing it”

Walt Disney