Welcome Home!

Xocai (Sho-sigh)Healthy Belgian Chocolate

Presented by:

Presented by:

What’s to be Discussed:

1. Relating Effectively to People

2. Handling Objections

Presented by:

Presented by:

The 3 Keys:1. Understand People are Dynamic2. Accept (Your) Responsibility3. You Must Practice (Take Action!)

Presented by:

Presented by:

Top Pointers to Remember:1. Smile2. Maintain Positive Attitude3. Engage People (Take Action!)4. Make the Most Out of Everything5. Build Others’ Confidence/Esteem6. Ask Clarifying Questions7. Differing Perceptions of Reality

Presented by:

Presented by:

A Network-Builder’s Goals:1. Search for People who are Searching2. Attract “Do-ers”3. Sort through the Suspects4. Find the Prospects5. Create Prospect Relationships6. Build a Prospect Based Business7.That’s One Perspective (On Sales)

Presented by:

Presented by:

8 Objection-Handling Facts:1. Take Action! (i.e. Invite or Ask)2. Listen (to the person)3. Hear (the comment)4. Understand (the objection) 5. Respond Appropriately6. Address the Problem (with ?’s)7.Practice! Practice!! Practice!!!8.Business Refusal ≠ Personal Rejection

Presented by:

Presented by:

What is an Objection?

1. Something is NOT understood

2. Someone Needs More Information

3. Someone Else Needs to Deliver

Presented by:

Presented by:

Put The Steps In Action!Three Objection-Handling Gears:

1st Gear: Acknowledge the Objection2nd Gear: Neutralize the Objection3rd Gear: Move Past It (Over-Drive)

Presented by:

Presented by:

1st Gear: Acknowledge“I appreciate you telling me that.”“Thanks for sharing your feelings.”“You know, I appreciate your honesty.”“Wow, I like that answer, thank you.”“Right, I understand your position.”“Oh yeah, I know what you mean.”“Thank you for letting me know that.”

Presented by:

Presented by:

2nd Gear: Neutralize“What do you think about that?”“How do you feel about that?”“Why do you think (or feel) that way?”“Talk to me about that statement.”“Tell me about your thoughts (or feelings).”“What are your ideas (thoughts/feelings)?”“Tell me how you came to that conclusion.”“Share your ideas (or feelings) with me.”

Presented by:

2nd Gear: Neutralize“If I had not found the information I did on____________, I would have felt the same way.”

“What if this is something you would reallybe interested in and you end up not takinga look at it?”

What then?”

Presented by:

2nd Gear: Neutralize“What if this company is a good fit for you?”“What if this business does make sense?”“What if the product really does help?”“What if this is what you are looking for?”“Why not just glance it over?”“How about just taking a peek at it?”“Kick it around – see what you think.”“Why not take a minute?”

Presented by:

Presented by:

3rd Gear: Over-Drive!

“You know, that is why you need to see ifthis venture makes sense to you.”

“Well, that is absolutely why thiscompany should make sense to you.”

Presented by:

3rd Gear: Over-Drive!

“Well, that is exactly why you shouldTake a closer look at this company.”

“You know, that is precisely why youshould make sure this business

fits into your life.”

Presented by:

3rd Gear: Over-Drive!

“That is the reason why youneed to look at this business.”

Presented by:

Presented by:

Objection: Time“You know, I’m too busy right now.”

1st Gear: (Acknowledge)“Thank you for telling me that.”

2nd Gear: (Neutralize)“Well, tell me how you feel about that.”

3rd Gear: (Move Past It)“That is exactly why you should take a closer look.”

Example #1

Presented by:

Presented by:

Objection: Interest Level

Presented by:

“Actually, it’s just not for me.”1st Gear: (Acknowledge)

“I appreciate you letting me know that.”2nd Gear: (Neutralize)

“Well, tell me how you feel about it.”3rd Gear: (Move Past It)

“That is absolutely why this companyShould make perfect sense to you.”

Example #2

Presented by:

Objection: Money“I don’t have money to invest.”

1st Gear: (Acknowledge)“Thanks for your honesty.”

2nd Gear: (Neutralize)“Well, tell me how you feel about it.”

3rd Gear: (Move Past It)“That is the reason why you need

to look at this business.”

Example #3

Presented by:

Presented by:

Presented by:

Objection: Lack of Experience“I tried it once and failed.”

1st Gear: (Acknowledge)“Thank you for letting me know that.”

2nd Gear: (Neutralize)“Well, tell me how you feel about it.”

3rd Gear: (Move Past It)“You know, that is why you need to see

if this venture makes sense to you.”

Example #4

Presented by:

Objection: Pyramid Scheme“Those type of things are illegal.”

1st Gear: (Acknowledge)“Wow, I like that answer.”

2nd Gear: (Neutralize)“Well, tell me how you feel about it.”

3rd Gear: (Move Past It)“You know, that is precisely why you should

make sure this business fits in your life.”

Example #5

Presented by:

Presented by:

Presented by:

When Would YouLike To Get Started?

Presented by: