Overcoming Overcoming ObjectionsObjections

Overcoming Overcoming ObjectionsObjections

For Bookings & RecruitingFor Bookings & RecruitingBy Donna NettletonBy Donna Nettleton

Presentation Overview

• Welcome Objections

• How to Overcome

• Booking & Recruiting Objections

• YOUR Objections & Answers

Objections are… An automatic reaction – fear to

commit

An obstacle she sees to success

A request for info – she’s interested!

Your chance to tell her more!

Welcome Objections

Expect objections

Invite them

Draw out ALL of them

Listen ~ Identify NEEDS and FEARS

Overcoming Objections Empathize with her concerns

Reflect them back

Make sure you have the right objection

Suggest Solutions

Guide her to a decision

You are Offering a Gift

Shows Tons of books for her kids! Fun Night with Friends Share the books with friends

Recruiting Something for Her Fun work while staying at

home Extra Income for family

Don’t Fear a NO! Expect No’s

Don’t take it personally

Each No brings you closer to a YES!

Set a goal – reward for # of No’s

Be Prepared

• Prepare BEFORE shows or calls

• Have a list of answers ready

• Practice with others

• Know what decisions you want to reach

• Know how to lead her to a decision

See Yourself Succeeding

• You have your script & have practiced

• Visualize yourself answering easily

• Imagine the rewards when she says YES!

• Go make those calls!

Making Easy Phone Calls

• SMILE - she hears it!

• Ask if it’s a good time to call

• LISTEN MORE than you talk

• Ask question ~ BE QUIET~ listen to answer

• Offer 2 choices for her to choose

Booking Talks

• Sample Conversation

• Sample Objections

• Practice with person next to you

Recruiting Objections

• Don’t answer objections till interview

• Set “Time to Talk” – within few days

• Meet Away from Home – Coffee Shop

• Call on Phone if faster

Recruiting Interview

• What interests her

• Find out ALL objections ~ keep asking

• Reflect them back

• Answer her concerns from your heart

• Guide her to a decision – Sign Up !! – Do a Show or Come to Training

Recruiting Talks

• Sample Conversation

• Sample Objections

• Practice with person next to you

Any Other Objections?

• New Objections Not Listed

• Answers to objections

• You are ready!

• Go Book Shows & Recruit!