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concerns or excuses) Don¶t answer Objections-Handle them!
If you receive objections before the presentation,You need to learn proper Prospecting(Contact,qualify and invite) SW principle (Some people cross the forest-not see firewood) List them down-only that? Reduce statements-ask questions Never Argue/Don¶t be arrogant/Don¶t take a defensive stand If you can overcome an objection in your presentation before he raises it, you are more likely to make a deal
Communication(understanding what exactly
someone wants to tell you and answer accordingly)
Pretended Listening Selective Listening Verbal Listening(superficial,exchange of words-do not go
deep and understand-no time-he wants to how much time required)
GQ is not just making money but we influence the whole personality of the person)
Technical Objections If it breaks/if one does not work/how the company pay this much Ideological Objections No money,no time,I don,t want this type of money,cheating friends
Main Objections No Time No money No Contacts How can we trust GQ Guarantee-after 5 yrs Product delivery Cheque Delivery Family problems How much did you make? I don¶t want to beg!/I don¶t have this much time Saturation Stagnation Risk TCO/Nominee dies Don¶t know presentation Pyramiding/Money chain Let me think about it Let me get my 2 Will join-not work Too expensive/Can¶t afford Who will support? How pay commission I don¶t want to spoil f-ship I don¶t know computer/how to present I don¶t believe in you I don¶t want spoil my status Where can I sell? Too difficult .
U R not just saying.Let me think about it! Is a stall . no (laughter) Do you have anyone else to discuss before you make a decision? When you think it over naturally you will develop some doubts-won¶t u? I know. let me think about it¶s just to get rid of me-are you. no. that means u r interested? Yes. I am.what was the main thing you wanted to think about? bring out the real objection) Reasons:Doesn¶t have money-Can¶t decide on his own-doesn¶t need your product-doesn¶t trust u or have confidence in u and business-he has his friend already in-doesn¶t like you) . Likewise I am experienced in NWM.--find out the true objection²HOW? Great. no.X(in a humorous way) Oh. that u are an expert in your field. Why don¶t we think it over together when I am right here to answer your concerns? Could you please tell me .not a real objection. Mr.
.No Contacts/don¶t know anybody Is that the only problem? Do you really need it? If we suggest a practical way which we follow ..something which is working for us-would you go for it? How many people you need? Help him to make a list of««.
Traditional business-infrastructure Salary and other operational cost of sales force go before sale-ONLY AFTER SALE .How pay this much commission Product sales/cycle product Max-out Balanced Binary From where a company make profit-end user.
not business. go ahead .Will join-not work Don¶t join If you need a product.
Rolls Royce. dozens of shop Allowed Mark up + making charge Gold price+profit+royalty+minting charge+commision Why are you buying?Fascinated? Buy business How much-USD25000-40%-10.Too expensive Presentation failure Anything on cost price? What is the cost of your shirt? Cost of BMW Who decide the price? Any gold shop staffs? Gold-Alukkas.000-800 per month Time-hard earned cash-risk-inventories-tax people Which is cheaper .
Do you really need it? PBO. Leaders developing worldwide.Willing to take ownership? Self sustaining. We will support you.Where are the leaders? Who will support us/locally/o-seas Why do you ask that question-no support. You need support until you become able. .
2 weeks/learning/1st person/ 8 months/did not take seriously-arrogant. secure job/potential .How much did you make? Why do you ask that question? whether it will work. Which business make big money in 3 months? I am 3 months-have 4/3.
COM Company willing to share profit ±illegal? Traditional Marketing-Chain of distribution -Nike/ Sachin/ Amitha B Referral marketing/Visa Card System to share .com/DVD express.Illegal E-commerce-Amazon .
You don¶t like pyramids-do you? What¶s a pyramid? One on the top-Like a bank Top earn more-Like your company?1001 Shape-like a church/family/office 2 Column-Differentiate-Pyramiding-no product/not legal/head hunting-smuggling .Pyramiding Arrogant/Flexible Feel«..
Do you think that I came to grab some money from you? I found opportunity-wanted to share. He is not your friend------if he is your friend. This Type of money May I ask you-what do you really mean? Easy money? Free Money? Do you really need it? If your concern is getting people-I will help you. . Presentation failure-No value in the business-LEARN!! 2.I don¶t want this type of money/ friends money/spoil relationship 1.
I cannot beg/I don¶t have this much time Your presentation was a failure This is what you are doing Be professional/posture/be bold They need you more than you need them .
I don¶t want to spoil my status Don¶t do it .
Where can I sell it? Website Kerala Numismatic Exhibition Numismatic is new-GQ is making it more popular-will conduct auctions and exhibitions .
if you go now with 2% knowledge Learn and then start cautiously with up line Restaurantpeople will come food and service good-do it professionally Do you really need it-we will help you. .Do I have to bring 6? I cannot get people Let me get my 2 first Your presentation was a failure True.
aturation Last person Presentation Failure Prove as Theoretical 1959-5% not covered by Amway Driving license/church/cars/TV Worried about your family or the proverbial last person! Do you really need it? .
over a period of time .tagnation/ For those who don¶t do it professionally.
Risk What? Buying a quality product like TV .
Cannot start business/what might happen Worried about my family .cheque delivery/company there after 5 years Credibility What is the guarantee-Business ±business people No guarantee-Your company-guarantee/your job-new blood5 years 10 million-6 years back-300 million IPO Diversification-showed in the presentation/website -QI GQ proceed with a 25 year plan Vision-to become a billion $ company by 2010 Let me tell you«..Guarantee/product.
I don¶t know how to present/ I don¶t know computer Feel What is our age? Could you run from day one? Sequential growth which took years Felt Do you really need it-train yourself .
I don¶t believe in you Commit suicide Reconsider your value If you are too Young Take your up line when dealing with hard-core people Arun/ Bala/ Manojyour professionalism self image and conviction .
TCO/Nominee dies Law of the land .
no money at all or shortage? Do you really need it? Ask introducer-are you willing to help?YES-25% to 50% Genuine He lacks money-low paid-but can make if he wishes Give him a shoulder-Feel Do you really need it? Recall the gap in money How many years are you working? When will u get money to build a better future/stay with family Practical options Did you bring anybody? Emergency leave/arranged money overnight .No Money Excuse/Real concern Excuse Presentation was a flop Feel Only problem.if u had enough money would you have joined? When u say no money.
would u? Genuine He lacks time-but can make if he wishes How many years are you working? Recall the gap in money When will u get time to build a better future/stay with family Do you really need it? If I show some practical options. would u? .No time Excuse/Real concern Excuse Presentation was a flop Only problem.if u had time would you have joined? How much time you need? Do you really need it? If I show some practical options.
pouse Problem Have you shared your vision with wife? Does she know how important it is? Take wife for presentation Include her Spend time with them .
Too difficult to DO Agree-deep in our heart we know it Business will be powerful-realistic-attractive and we will be respected if we say-I am showing an opportunity which can change your life in 3-4 yrs. let me ask you some questions-if u r not willing to humble yourself and go through training. hard.I and you will be wasting our time. difficult but not impossible. This is highly rewarding. sacrifice and learn new things. . Before presenting. fulfilling and profitable-but be willing to pay the price.
WHEN YOU GET EXCUSES YOU DON¶T GET RESULTS People make excuses because it makes them feel better. .
get out of the kitchen .Every thing starts with the LEADERS Do you as a leader have the necessary qualities to lead your organization to an excuse free culture? Are you setting up an excuse free culture? LEAD OR GET OUT OF THE WAY Like it¶s said ± If you cant stand the heat.
Genuine commitment can be measured in four ways -The willingness to change -The willingness to risk -The willingness to invest time -The willingness to invest money The commitment is evident in actions and not in intentions .
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