Professional Documents
Culture Documents
Every 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 objection is 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, the prospect might come back with trivialities like “How can I be sure that
the coin is 24 kt.” or “how “I have never heard 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 failure
2 Fear of rejection
3 Low self-image
4 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 the best thing is to change prospects. It’s called “NEXT”
A few tips:
• Posture is fundamental. Be calm and dignified as befits someone who is a proud part of an
extraordinary business.
• Listen carefully. Never interrupt and never argue with the prospect. Appreciate the reason for their
objection 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 the
objection is genuine. E.g. “An MLM? Really? What according to you is an MLM?” Call his bluff. In
most cases the prospect 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
found that in this business I can really earn the kind of money we have been speaking about, etc. etc.
Indirectly you are saying 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
telling you and fashion your response accordingly.
6. It is a pyramid or pyramiding
• What do you understand about pyramids?
• Are you aware that architecturally, a pyramid is one of the most stable structures? Or that most
organizations, including the Government, resemble pyramids? What is illegal is “pyramiding” which
is entirely different and which is banned in all countries.
• What makes network marketing legal is that it requires the movement of products and/or services
before anyone can earn money.
• Are you aware that the Government of India, Ministry of Consumer Affairs, Food and Public
Distribution, Department of Consumer Affairs has clarified vide their circular dated March 31, 2003,
that the Prize Chits and Money Circulation Scheme (Banning) Act, 1978 are NOT applicable to
companies dealing with the distribution of good including multi-level/networking companies?
9 Is it MLM?
• What do you understand about MLM? In most cases, the prospect will not know anything or very
little about MLM.
• Explain the difference between traditional business and MLM and go on to explain the difference
between MLM (diminishing commission) and referral marketing (equal commission at all levels).
17 I (or my friends) tried this business or similar schemes but I/we failed
• Which company plan did you try?
• Has the business failed or have you?
• What did you do or not do that you failed?