5.

OBJECTION HANDLING

WHAT OBJECTIONS MEAN:

People don't always say what they mean, or mean what they say. When prospects say" NO"
to your opportunity, chances are, their “NO“ means one of four thing:

• Fear of Failure
• Fear of Rejection
• Low self image
• Misconceptions based on ignorance, not facts.

“If your prospect is totally negative, there's nothing you can say that will change his or her
mind immediately, so the best thing to do is change prospects. It's called NEXT!”
“Ignorance however, isn't sin – it's just a lack of knowledge.”
Like world-renowned economist Paul Zane Pilzer says, "Networkers get paid very well for
educating people!”

Here's some tips on how to handle sincere objections to your

opportunity:

1. Listen carefully. Never interrupt.

2. Never argue with your prospect. Appreciate the reason for their objection, or repeat
their objection so that you clearly understand what they're saying.

3. Use words like feel, felt, found, appreciate, understand, realize.

For example:
"I understand why you feel that way"
OR
"I truly appreciate what you're saying"
OR
" I felt the same way myself until I realized that…"

4. Your response should always be brief and to the point.

5. Once you have responded, ask:

"Does that answer your question?"
OR
"Does that make sense to you?"

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HANDLING THE 15 MOST COMMON OBJECTIONS:

1. Objection: I don’t have enough time.

Response: “What is it you don't have time for, to own your own life or make more
money?”
OR
“OH REALLY? , did God short give you only 23 yours in a day?(sarcastic way)
Seriously, wouldn't you like to create more time?”
OR
“People who trade time for money rarely do. People who duplicate
themselves have all the time in the world.”

2. Objection: I already know all about it.

Response: “Oh, really? Then why didn't they let you in ? (sarcastic way). Seriously, what
do you know about it?”
OR
That's interesting. But can I ask you a simple question: “Can you get everything you
REALLY want out of life doing what you're currently doing?” (Get a YES of NO response).
In that case we need go get together to go over the details. (Set the appointment)

3. Objection: I can't do what you do..

Response: What is it you can't do – buy at a discount or share a golden opportunity with
the people you care about?
OR
I understand how you feel. But do you realize that you could have sponsored me first,
and I'm going CROWN Director. That could have meant a lot to you! Who else do you
know that the two of us could share the concept with?

4. Objection: This isn't for me.

Response: What isn't for you – Working with winners or setting your own hours?

5. Objection: This kind of thing never works.

Response: Bro, let me ask you a question. Do you think I'm stupid? No, right? Well, I'm
excited about something you're not. Since you don't think I'm stupid, is it possible that
you could be mistaken about some of the facts?
OR
Rakesh, let me ask you a question. Do you make your decisions based on false assumptions
or solid facts?

Great! Then don't you think you deserve to review more information so that you can make
an intelligent decision?
6. Objection: I want to think about it.
Response: Great. I certainly respect that. Just out of curiosity, what is it you want to think
about – making more money or having the time to enjoy it?
OR
What Is it you want to think about – owning your own “business" or building a future for
your family?

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7. Objection: Is this one of those illegal pyramids?.
Response: Don't you know that illegal pyramids are illegal in this country? But, Network
Marketing is a legal form of business and Vestige has become the model of a multi-
million dollars-a year industry.
OR
What makes Networking legal is that is requires the movement of products and services
before anyone can make money, just like any other type of legitimate business.
OR
Vestige is a successful organisation which started operations in 2004 and still running
successfully with an annual turn over of more than 2300 Crore+, being in total 9
countries as of now, and aiming to spread its wings in more 50 countries by 2025. Do you
think an if a business would have been illegal, it would have helped to generate such
turnover being illegal?

8. Objection: You have to get in early to make money in these things.

Response: If that's the case, why are we setting new business records and people achieving
new Diamonds and Crowns level every year?
OR
If my business associates followed that belief a few years ago, they’d still be broke and
without hope!

9. Objection: Too many people are doing it; or Too many people have already heard about it;
or it's saturated.
Response: If you truly believe that, you'd better get started as soon as possible!
OR
Let me ask you a question. Do you own a refrigerator? A TV? If everyone owns one, why
are people still buying them?
“Saturations is a myth”. In fact, I hope it saturates – “We'll all be successful!” :D

10. Objection: I know people who got involved in Vestige and quit.
Response: I knew people who dropped out of high school. Does that make high school
bad? This business doesn't work unless you do!
OR
Our business isn't trial. The question is, "Do you have a reason to make it work for you?“
OR
I found it was better off making my decisions based on the success of others rather than
the failures, does that make sense to you?
OR
Have you ever considered that may be they got in at the wrong time for the wrong reasons
with the wrong people in the wrong system? Are you ready for a real opportunity in a
proven system?
OR
Everybody is sponsorable by somebody at sometime. Since we are together now, may be
this is your time!
OR
Do you know why did they quit and for how long they tried to develop this business with the
right foundation?

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11. Objection: I don’t have any money.
Response: Would you like to do something about that? Let me ask You a question. If you
keep doing what you're currently doing, will you have any more money?
OR
Since you don’t have money, this is the right time you should start this business, right-away.

12. Objection: I don't want to sign up just to sell to my friends and family?
Response: Industry statistics indicate that up to 50% of the population would be involved
in Network Marketing in the next 5-10 years. Whose network would you like them to be
in; somebody else's or yours?
OR
Can your friends and family get everything they want out of life without this opportunity?

13. Objection: It sounds too good to be true.

Response: I really understand how you feel. Things that sound too good to be true usually
are. But the more you investigate this, the better it sounds. Gravity sounds too good to
be true, too, wouldn't you agree? But intelligent people don't sit around thinking about
why it shouldn't work, do they?

14. Objection: What about competition?

Response: That's the best part! When you're as successful as we've been, you don't worry
about the competition. They worry about us!

15. Objection: There are too many people in Vestige

Response: How many is too many? Did you know that based on population growth, we
actually have a smaller percentage of the nation's population than 10 years ago?