MVT SPARK MODULE Light the Fire… OBJECTION HANDLING…
REMEMBER… Every Objection/Query is an opportunity to Close & or Sign up the prospect with a Smile. Before going ahead with prospects who may have loads of questions, ask them if they will join the business if all their answers are given to their satisfaction!! Prospects give their objections, queries due to many reasons, Genuine queries, Low Self Esteem, Fear of a rejection, Ignorance based on Hearsay Facts. Logical Questions, Logical Answers, Illogical Questions, Illogical Answers!!
GROUND RULES/TIPS FOR OBJECTION HANDLING…Always be a Good Listener, because their questions are the Answers.Never Argue with a Prospect, because if you WIN or LOSE the argument you have still lost the Prospect.
GROUND RULES FOR OBJECTION HANDLING .. Continued… Keep your Temper in place & always BE PATIENT & SMILE Never EXAGERATE or MISLEAD any prospect. Use the Feel, Felt & Found Formula. Posture – Most Important
What are the Different Queries/Instances you may Face?? Guarantee? What if the Company Closes Down? How can the company pay so much? No Time, No Money, No Contacts, Amount is too High. This isnt for Me, I can’t do what you do, its not my Cup Of Tea! Pyramid, MLM, Chain? People on top make Maximum Money Sounds too Good to be True! My position in Company - I can’t speak about this business.
What are the Different Queries/Instances you may Face? Continued… Its not a Tangible Product! Products available Free! Relationships will get spoilt! I will Research & Come Back! Market gets Saturated! What if I don’t/cant get my 2, or/and I will first get my 2 then I will join if they do! Competition! What if one of my Business Partners Stop working! No Communication Skills I don’t want to Run after Money or/& Don’t want easy or free money.
Objections after Signup… Have I done the Right Thing? How to Login? How to Sign up? How to Activate Accounts? How to Apply for GCC? What is GPU? How to use Products? HOW , WHAT, WHEN, WHERE & WHY???? to know all the Answers……
ANSWERS TO ALL YOUR QUERIES AFTER SIGNUPS….ATTEND OUR/YOUR TEAM‘ MVT SPARK SYSTEMS ’ EVERY FRIDAY WITHOUT FAIL !!! GOOD BYE…ALL THE BEST… - mvt spark global…
Objection handlingEvery genuine objection is an opportunity to close the deal. This is because if the objection is successfully handled,the obstacle which has troubled the prospect will have been removed. The key is to recognize whether the objectionis genuine or an excuse to avoid. Experience will give you this insight (i.e. whether the objection is genuine or not)but there are several tell-tale signs: e.g. if you have successfully handled the “coin too expensive” objection, theprospect might come back with trivialities like “How can I be sure that the coin is 24 kt.” or “how “I have neverheard of GoldQuest as a leading numismatics company” or “Why does it take so long for the coin to be delivered”and so on and so forth through an endless list of excuses.A ‘no’ from a prospect is symptomatic of a deeper conflict and usually means one of four things:1 Fear of failure2 Fear of rejection3 Low self-image4 Misconceptions based on ignorance, not facts.If your prospect is totally negative, there is nothing you can say that will make him change his or her mind, so thebest thing is to change prospects. It’s called “NEXT”A few tips:• Posture is fundamental. Be calm and dignified as this befits someone who is a proud part of anextraordinary business.• Listen carefully. Never interrupt and never argue with the prospect. Appreciate the reason for theirobjection and repeat their objection so that you clearly understand what they’re saying. Use works like ‘appreciate’‘understand’ ‘realize’.• Smile before addressing the issue. Answer the question with a question to ascertain whether theobjection is genuine. E.g. “An MLM? Really? What according to you is an MLM?” Call his bluff. In most cases theprospect has no idea what he is talking about or is mouthing pre-conceived notions learned from others.• Ask “Is that the only thing stopping you from joining the business?”• Use the feel-felt-found formula. I understand how you feel. I felt the same but you know what? I foundthat in this business I can really earn the kind of money we have been speaking about, etc. etc. Indirectly you aresaying Shut up, Johnny, you do not know what you are talking about, so listen to what I am saying.• Don’t beat around the bush with a self-opinionated person. Ask him whether he is asking you or tellingyou and fashion your response accordingly.
Some common objections:1. This is not my cup of tea.• Why do you say so?• Which part of the business is not your cup of tea? (Identify the real concern.)• Use the feel-felt-found formula• Eg. I understand how you feel. I felt the same way when I came across this beautifulopportunity. But, I Found that with the help of my successful leaders and mentors I am nowcapable to not only grow my business but lead others to success.2. Amount is too high/No money• Check whether he has any other reason.• Do you think so? Feel-felt-found formula.• Do you think you can start a business with this earning potential with such a lowamount?• You are looking at the raw material content of the product. Is there any product,including what you wear or use (e.g. shirt, mobile, watch, shoes, mineral water) that you buy forthe raw material cost? And by the way, do any of these products have a business opportunityattached to them?• How would you meet an emergency without money?• Wouldn’t you like to do something about that? Let me ask you a question. If youcontinue doing what you’re currently doing, will you ever have enough money for anything?3. I do not have the time• Confirm whether the prospect likes the business and ascertain whether it is a genuinestatement or an excuse.• What is it you have no time to do – own your own life or earn substantial sums ofmoney?