How to help your prospects and customers to make the right decision.
Don't take it personal! Do not react, listen then respond compassionately. Repeat the objection back to the customer or prospect. Listen carefully to their reasoning. Relate to their objection then tell your story or a story you know relates..
Here are a few examples
Its too expensive..
"It is too expensive?" then listen ... When is a product too expensive? When it doesn't work! Our products are backed by a 60 day money back guarantee. It is only seems expensive until it works. What would it be worth to be pain free? What price can you put on better health? Also educate them that the "loading phase- 3 ounces twice a day" is only until they have a noticeable difference. When people start to get results they are able to cut back the dosage. I help many people to get discounts on their products by referring others that would benefit from our products.
I just don't have the time...
" You do not have the time?"Listen to their objection.. is it too much work or their divided attention trying to make an income. Relate to them and tell your story. There is no commitment that is required, but your business will grow according to the time you can commit at your own pace. You make time for your priorities. Is making an income or retirement income a priority? How much time can you discipline and commit yourself to.
I need to talk to my doctor first..
Your doctor and you must have a great relationship. Wouldn't your doctor recommend you to drink fruit juice? Nopalea is all natural fruit juice. TriVita's products are physician formulated and monitored by a Medical Advisory Board. This assures us that they discover and monitor the latest scientific research on nutrition and health.
Is this an MLM...
Explain that this is a cooperative marketing model. A very unique business model. We are able to purchase media contacts from the TV infomercials, radio, print and the internet. Enabling TriVita business owners to leverage the power of media to build their business at their pace. No MLM can compete with this cooperative business model.
I don't have the money to start...
There is no cost to begin.. tell your story. We help many people to use time and free resources to build their business from scratch.. I did it this way
Let me talk to my husband or wife...
What is their concern, finances, permission, results?
I want to make sure this model works first...
This is a proven business model. Tried and tested for the last 12 years. There is no cost to start and if I can do this, you can do it.
I need to speak with my cpa first...
There are many CPA's building wellness businesses with TriVita as they quickly see the value of our cooperative business model.
I think the biggest point is listen and respond, out of personal experience if you can. If you cannot then try to share the story of your upline or someone that has overcome the same objection... LISTEN
Here is more from powerhouse Steven Gondzar One Star Director and Independent TriVita Business Owner on overcoming objections.
My quick view of bundle people;
- They have pain and want relief. (This one is the most important thing to remember.)
- They watched the infomercial, so they have a little idea about the product.
- They called the 1-800 #.
- They visited with someone at the call center that answered their questions.
- They placed an order of Nopalea.
- They were told that an affiliate would call them.
- They have, or will have, the product in their hands.
Every bundle person has met these criteria.Many objections can arise in conversation. Some objections are valid. However, they would have not called if they didn’t want help!!!
- No results = risk of it not working
Fact: You can’t drink a glass of water and not get benefits. Nopalea is in your body and it’s doing what your body needs. I believe that the Nopalea is distributed to the area of your body that needs the most help. It took you a lifetime to get to this point and it could take some time to feel relief. Helping them understand the loading phase is helpful, too.
- Taste = risk of not liking the flavor
Fact: The result of being pain free has never relied on taste
* Dissolve an Ibuprofen on your tongue……..
Taste does not reflect the products ability to work. (It’s a bonus)
- Money = risk of loss
I like to ask this question. “If I purchased a 4 pack of Nopalea and gave it to you, would you be willing to pay me back if you get results that YOU want?” That is exactly why TriVita has a 60 day money back guarantee. No fine print and no risk. This could be a valid objection. The only way to know is by listening.
- Pressure = risk of feeling forced to buy.
They will find no pressure here.
Selling Vs. Referring
I have never sold a single bottle of Nopalea to anyone, and I never will! I only supply them with the information they need to make the right decision for themselves.
Selling = Your choice for them to buy. Usually failure and buyer’s remorse follow.
Referring = It was their choice to buy. They will stick with it and get results.
The power of the Gift of health
If they are serious about getting relief then I am serious about helping them, too.
If they are willing to invest in their health and purchase a 4 pack of Nopalea at the great introductory price of $119.95, then I am willing to send them a full size bottle of Nopalea for free. I’ll even pay the shipping, processing and tax. I let them know this comes straight out of my pocket. (This blows them away when their objection is money.)
That gives them 5 bottles of Nopalea for the price of 3. This still includes the 60 day money back guarantee.
Either way they will need more;
- No results – need more so you don’t waste what they have already taken.
- Got results – need more so that you don’t go back to having pain.
Two sides to every call ... Their side and your side
- Their side,
- Expecting a follow up call
- Possibly assume you want to send them something
- No previous relationship to go off of. No trust
- Most people remain reserved until they know you care
- Usually objections arise from their insecurities
- They could be sidetracked with life... Nothing personal towards you
- Your side,
- Expect to be calling a stranger
- Fear of rejections
- Fear of not knowing the answer
- Fear the unknown
- What can you do
- Relax and don’t focus on fear
- Become educated (this is key for referring)
- Communicate as a friend.
- Don’t rush into the product
- Listen more than you talk
- Don’t regurgitate your knowledge on them
- Give them the information they need to make the right decision for them
In closing, my experience with sharing Nopalea with people should be a fun process. If you are scared and nervous, then they will pick up on that. I always try to mirror them. If they are loud and fast talkers, then I try to be loud and talk fast, too. If they are slow and quiet, then I am slow and quiet, as well. You should always be yourself and be comfortable sharing Nopalea with anyone. Product knowledge is very helpful in becoming comfortable. The more experience you have with sharing Nopalea with people, the more relaxed you will be.
I hope these notes will help you get a glimpse into how I share Nopalea. Please feel free to send me any questions to email@example.com
To find out more about a TriVita Wellness Business please visit http://nopalcactusjuicebusiness.com
Please respond in the comments and tell me What is the biggest objection? or How you handle these objections.