HANDLING INVITING QUESTIONS & OBJECTIONS Following is a list of common questions and objections. We recommend that you print these off and cut and paste them on to a board, so that you can see them at a glance. That way, when you are inviting, all the questions and answers will be in front of you and it makes your invite a lot easier. Each time you answer their question, immediately follow your answer up by going straight back to asking them THE CLOSING QUESTION (asking them to the meeting) example below of THE CLOSING QUESTION; CLOSING QUESTION: Can I suggest we meet and go through the info and if you see what the other people we are working with have seen, well we can take it further if not at least you would have had an opportunity to have a look at something really worthwhile while you are in a position to take advantage of it, (Pause) Does that make sense? (Pause and wait for answer) (If you get a yes say ) Great! We need to get together! What is better for you Tuesday night or Saturday? OR Early in the week or on the weekend? OR Is Tuesday night good for you or would we need to make it another time? QUESTION: TELL ME MORE, OR WHAT IS IT? ANSWER: It is a very exciting and lucrative business project that I m working on with a big international company! They have acquired the rights to some cutting edge technology in the fields of health, wellbeing & anti-aging. They have grown by 200 million dollars a year for the last 4 years, & we are launching the technology in weight management area & this is a massive market! 1
QUESTION: CAN YOU TELL ME SOMETHING ABOUT IT or WHAT SORT OF BUSINESS IS IT? ANSWER: Yes, it's a new business model. It is quite difficult to explain over the phone and there is nothing I can point to say it is like that but I can show on paper very quickly how its fits together. QUESTION: HOW MUCH DOES IT COST? ANSWER: We are not looking for major capital investment. If you do find the matter of interest, the sort of money we are talking about would not stop anyone serious from participating? OR JOHN, There are a number of possibilities depending on what somebody wants to do with the business - basically it is free to join and then depending on what someone wants to do - any where from $ 489 to $2000 (If they ask how much say) around $2000 to start in the optimum way, and we work with you to get this back quickly. This is about making money! 2
QUESTION: TELL ME MORE, OR WHAT IS IT? ANSWER: I am working with a team of business minded people from different backgrounds in a way that doesn t interfere with their what they are doing, but is very worthwhile to them personally from a financial point of view Because the company has some cutting edge technology to do with the genes it is exploding around the world, so we are looking for a few more really good people to work with who would like to participate and benefit from what is happening! QUESTION: WHAT WOULD I BE DOING? ANSWER: There are a number of possibilities depending on what is of interest to you. If there was something very worthwhile that doesn t interfere with your job / business & it was very lucrative, is that something you be open to having a looking at, or is that totally out of the question, no matter HOW profitable? QUESTION: WHAT WOULD I BE DOING? ANSWER: There are a number of different possibilities depending on what is of interest to you. Some people enjoy selling products and they can certainly focus on that if that is what they would like to do. But what I wanted to talk with you about is the executive business building role. It is a team building role, and it is the role that is the most financially rewarding. 3
QUESTION: IS IT LIKE AMWAY OR IS IT AMWAY? ANSWER: Absolutely not! Nothing to do with Amway! QUESTION: WHAT WOULD I BE DOING? ANSWER: It is an executive business building role. So exactly what I am doing QUESTION: I AM TOO BUSY OR I DON T HAVE TIME! ANSWER: That's exactly what I said, but I spent the hour to look at this closely and it s the best time investment I have ever made. Would it make sense for you to get some facts before making a decision? QUESTION: CAN T YOU TELL ME ANYTHING? ANSWER: It really is quite difficult to explain but I can assure you that the calibre of people that we are working with really is quite high. I can assure you they would not be participating unless they considered it to be extremely worthwhile from a financial standpoint. 4
QUESTION: I AM TOO BUSY OR I DON T HAVE TIME! ANSWER: You will have the information within an hour. If you find it exciting you may wish to stay longer and get more details. I would allow 1 2 hours if you have the luxury. QUESTION: IS IT ABOUT SELLING? DO I HAVE TO SELL? ANSWER: (Ask them) Do you like selling? (Most people will say NO but some people will say YES! If they say YES, they like selling. If so, you say) There are a number of different aspects to what we do. If you like selling, you can certainly focus on that. We have some amazing products and people love them. We have another side to the business as well, which is the executive business building side, and this is even more profitable. QUESTION: IS IT ABOUT SELLING? DO I HAVE TO SELL? ANSWER: There are a number of different aspects to what we do. We are not looking for people to focus on selling products. What I wanted to talk with you about is the executive building side. This is the most lucrative side of the business! 5
QUESTION: I CAN T MAKE IT TO THE MEETING! ANSWER I do understand that you are busy, but there is a degree of urgency with this, and I would recommend that it would be in your interest to get there if at all possible. Is there any way you could get there if you really wanted to? QUESTION: I AM TOO BUSY! ANSWER: Yes, certainly. I realize that you are a busy person. I'm working with some very busy successful people who are participating in this project, because it doesn't interfere with their job or business and it is extremely lucrative. (Optional) To put that in perspective the average income for people at the top levels in this company is 45,000 US $, a month!! JOHN, can I ask you a question? If there was something that you could participate in outside of your job or business, and it was extremely lucrative, is that something that you would be open to having a look at or is that totally out of the question, no matter HOW profitable? 6
QUESTION: IS THIS MLM / NETWORKING MARKETING? ANSWER: (say the answer in a slightly snobbish way) Look, that whole field has changed because of technology & the whole way that people do business today the internet has changed everything! The way this company does business is so sophisticated We don t have to do things like taking orders, doing deliveries, keeping track of people, paying people. There are no international borders and there are some very professional and successful people who are participating because they find the company so impressive, and because it is so profitable. QUESTION: IS THIS MLM / NETWORKING MARKETING? ANSWER: (say the answer in a slightly snobbish way) It is a very sophisticated version of Network Marketing/MLM. The internet has changed the way that a lot of business is done today and there are some very cutting edge state of the art aspects to this project. It is really big and there are a number of very successful people who are participating in it because it is so lucrative. The company is exploding around the world and every 4 days there is now 1 new person who has been paid a million dollars since they have been with the company!!! (their name) Are you open to checking out something fabulous /big / exciting if it didn t interfere with what you are doing and was really lucrative? (pause and wait for answer, if they say yes, then say) Great we need to meet! What is better for you Tuesday night or Saturday? Etc. 7
QUESTION: IS IT ABOUT SELLING? DO I HAVE TO SELL? ANSWER: There are a number of different possibilities depending on what is of interest to you. Some people enjoy focusing on the product selling side & they can certainly do this. But the side I wanted to talk with you about is the executive business building role. It is a team building role, and it is the role that is the most financially rewarding. (Optional Line) Now I am not saying that I never sell a product. That is not the case, but it is not my main focus. To give you an idea of what I am talking about, the average income for people at one of the top levels in the company is around $45,000 per month! There is now 1 person every 5 days somewhere in the world that reaches the point where they have earnt in excess of US$1 Million! QUESTION: CAN YOU SEND ME SOMETHING? ANSWER: JOHN, I can certainly refer you to some sites, which will show you the sort of products the company has and the scale and credibility of the company (which I am happy to do), but we would need to meet to go through how the business works and where the money is. 8
QUESTION: IS IT A PYRAMID? ANSWER: (Often people ask these questions with an attitude of slight snobbery So be a little snobbish back) It is certainly not a pyramid. Pyramids are illegal. It is a very sophisticated version of Network Marketing, but before you jump to any conclusions, because of the company's sophisticated use of technology the things that are normally associated with that form of business we don't have to participate in such as: Taking orders, doing deliveries, doing paper work, writing cheques and there are no international borders and because of this the calibre of people that we are working with really is quite high, and I assure you that they would not be participating unless they considered it very much worthwhile from a financial standpoint. QUESTION: WHAT AR THE PRODUCTS? ANSWER: The company has several divisions of Products. It has a Personal care division, a Health division, & a Humanitarian division that has fed over 300 million meals to otherwise starving children. They have some very cutting edge technology regarding gene expression which is why they have been growing by 200 million dollars a year. They are about to launch this in the weight management area which is a massive growth area. 9
QUESTION: IS IT A PYRAMID? ANSWER: (Often people ask these questions with an attitude of slight snobbery So be a little snobbish back) It certainly isn t a pyramid pyramids are illegal. It is a very sophisticated version of Network Marketing / MLM. The internet has changed the way that a lot of business is done today and there are some very cutting edge state of the art aspects to this project. It is really big and there are a number of very successful people who are participating in it because it is so lucrative. The company is exploding around the world and every 10 days there is now 1 new person who has been paid a million dollars since they have been with the company!!! (their name) Are you open to checking out something fabulous / big / exciting if it didn t interfere with what you are doing and was really lucrative? (pause and wait for answer, if they say yes, then say) Great we need to meet! What is better for you Tuesday night or Saturday? Etc. 10
QUESTION: I HAVE HEARD OF NU SKIN AND IM NOT INTERESTED! ANSWER: When you say Nu Skin do you mean as in selling skin care products? (If they say 'yes ) Great!, because there are two sides to the business, the product selling side and the executive business building side. It is the executive business building side that is the most lucrative side and this is what I wanted to talk with you about. Most people know that timing in business is important, and the timing now with Nu Skin is incredible! There is now one person every 4 days that reaches the point where they have earned more than 1 million dollars since they have been with the company! QUESTION: I DON T WANT TO BE BOTHERING MY FRIENDS! ANSWER: Were you upset when I invited you to hear about this? OR were you open to hearing about something that could be potentially very beneficial to you? Is it possible that others may also wish to benefit from something from something that has the potential to pay them a lot of money and give them time freedom? You are the only one who will decide when you will call someone and who you will call. 11
QUESTION: I VE HEARD ABOUT THAT AND AM NOT INTERESTED! ANSWER: Can I suggest that because of what is happening, you will continue to hear about this, and when eventually you think 'for goodness sake let me see what all the fuss is about, you may well wish that you had looked at it earlier: Some of the people who have been telling you about it could be in your business and it would be you that could be benefiting. Would it make sense to get the information before making a decision? QUESTION: WHAT IS THE NAME OF THE COMPANY? ANSWER: The company is called Nu Skin Enterprises which includes Pharmanex & Nourish The Children. Have you heard of it? (If they say YES) Fantastic, what do you know of the company? (If they say they have not heard of Nu Skin, or some other vague answer say) GREAT OR ANSWER: Nu Skin Enterprises I don t know if you have heard of the company (their name) it is a 3 billion dollar international company operating in over 50 markets. They have just had 3 years of months of month on month growth 12
QUESTION: THIS IS THE 5 TH CALL I HAVE HAD ABOUT THIS AND AM NOT INTERESTED! ANSWER: Can I suggest that because of what is happening, you will continue to hear about this, and when eventually you think 'for goodness sake let me see what all the fuss is about, you may well wish that you had looked at it earlier: some of the people who have been telling you about it could be in your business and it would be you that could be benefiting. Would it make sense to get the information before making a decision? QUESTION: I HAVE BEEN IN IT BEFORE! ANSWER: As in any business the people you work with can determine your success. The team I am working with are some of the most successful people in the business. They are extremely supportive in helping us to build our business. Perhaps you didn t have a strong support team to help you. This can make a tremendous difference to your success. Also, what did you focus on in your business? Was it product selling or the executive business building side of the business? (Listen to answer & to what their issue was & say the appropriate answer. If they say the product side, and I don't want to sell products) There are different ways of participating, and I wanted to speak to you about the executive business building side which is the most profitable side. The average income for people participating in the company at the top levels is around $ 5,000 per month! 13
QUESTION: I HAVE BEEN IN IT BEFORE OR I KNOW SOMEONE WHO WAS IN IT BEFORE! ANSWER: (If they say they were doing the executive side say) There are some very new and different things that the company is doing - ageloc / spa / R2 / gene expression based technology which is why it has been growing at 200 million dollars a year for the last 4 years! There is now a new million dollar circle member somewhere in the world every 4 days. That means a lot of people are making a lot of money! Most people know timing in business is important so if you are open to something really lucrative and very exciting it would be in your interest to check this out now! QUESTION: I DON T WANT TO TALK TO MY FRIENDS ABOUT THIS / SELL TO MY FRIENDS! ANSWER Firstly you don t need to speak to any one you don t want to about this. It is entirely up to you who you tell about this opportunity. Most of the people who you will bring in to the business you haven t even met yet you will meet them in the course of your life after starting the business. But saying that if there is something that you really believe in and think is fantastic, and you can see that other people can benefit significantly also wouldn t you want to share that with people you care about? There is now one person every 4 days somewhere in the world that since they have been with this company what they have earned reaches over 1 million dollars. Maybe someone you know who may like to have that opportunity. 14
QUESTION: I DON T WANT TO BE SOMEONE WHO IS ALWAYS HASSLING MY FRIENDS! ANSWER Were you upset when I invited you to hear about this? Or were you open to hearing about something that could be potentially very beneficial to you? Is it possible that others may also wish to benefit from something from something that has the potential to pay them a lot of money and give them time freedom? You are the only one who will decide when you will call someone and who you will call. QUESTION: IF THEY ARE SKEPTICAL OR DON T TAKE YOU SERIOUSLY ANSWER: Ask them the following and say it in a sincere strong way - JOHN, can I ask you a question? (wait for a reply) I know right now that you don t know the details about this. (pause then say the whole phrase very intently / seriously) If there really was a company that had a solid track record of success, and the top possible credit rating, and the company was growing by 200 Million dollars a year & that every 4 days there is now 1 new person becoming a million dollar circle member, meaning that since they had been with the company, they had been paid more than 1 million dollars in income. Where the average income for the top people is about $45 000 a month, and if you could participate in it without it interfering with your job / business, could that be of interest to you? (Anything other than a direct NO is generally a YES as it means they are open to knowing more. If you get a positive response) Excellent / Great. 15
QUESTION: CAN YOU TELL ME MORE ABOUT IT WHAT IS IT? ANSWER: Sure (their name). Have you heard about the Galvanic SPA? Or something called ageloc (wait for response then continue as follows) It is an amazing device, called the Galvanic Spa, it is about the size of a mobile phone that you just kind of massage it on your face and body, which in 5 10 minutes improves the look and feel of people s skin and gives most people a mini facelift. It really works and is creating all kinds of excitement around the world and is causing a huge company to go into major growth. (short pause) Because it s such amazing technology, there is a very lucrative business opportunity associated with it. (pause for response) Would you be open to considering something if it didn t interfere with what you are doing and was really lucrative? (wait for response) (If yes) Great we need to meet (then go to the closing question) 16
THE CLOSING QUESTION Can I suggest we meet over a cup of coffee and I'll run through how this fits together, and if you see what the other business people we're working with have seen, we can take it further. If not, at least you would have had an opportunity to look at something very worthwhile when you're in a position to take advantage of it. How does that sound? (wait for a positive response then say) GREAT! So what is better for you, during the day or after work? (or 2 possibilities that work for you) 17
PUT THE OBJECTION OR QUESTION IN A BOX AND ISOLATE IT NOTE: Always answer the question and then go straight to the CLOSING STATEMENT which is at the bottom of this page. Most Objections can follow a formula. It is a 5 step method of answering the question. 1. Ask a question about their question or objection. Such as; 'Is that what you are looking for?' 2. Put their objection in a box and isolate it. Such as; 'If it wasn't about selling' 3. Use the hook, the incentive ($$$). Such as; 'But you could make significant income from overseas' 4. Take it away from them so that they see you are not desperate. Such as; 'You wouldn't want to find out about that would you' 5. Book the appointment For Example. Question: Do I have to Sell? or Does it Involve Selling? Answer: 1. Ask question: a. Do you like selling? b. Is that what you are looking for? 2. Put their objection in a box and isolate it a. If it wasn't focused on selling 3. Use the hook, the incentive, the $$$ a. But you could make significant income, 4. Take it away from them so that they see you are not deperate a. That wouldn't be worth looking at, would it? 5. Book the Appointment: Go the Closing Statement Or if the ask you, answer their question or objection. 18
Question: I don't have time? or I am too busy? Answer: 1. Ask question: a. Do you like not having enough time or are you happy not having enough time? What are you doing about it? b. How much time do you think this would take? 2. Put their objection in a box and isolate it a. If it didn t take a lot of time 3. Use the hook, the incentive, the $$$ a. But you could make significant income, 4. Take it away from them so that they see you are not deperate a. That wouldn't be worth looking at, would it? 5. Book the Appointment: Go the Closing Statement Or if the ask you, answer their question or objection. Question: Is it like Amway Answer: 1. Ask question: a. Is that what you are looking for? b. What do you mean? Do you like that? 2. Put their objection in a box and isolate it a. If it wasn t like Amway (or their objection) 3. Use the hook, the incentive, the $$$ a. But you could make significant income, 4. Take it away from them so that they see you are not deperate a. That wouldn't be worth looking at, would it? 5. Book the Appointment: Go the Closing Statement Or if the ask you, answer their question or objection. Question: I don't have any money 19
Answer: 1. Ask question: a. Are you happy with that? What are you doing about it? b. How much money do you think this costs? 2. Put their objection in a box and isolate it a. If it didn't take a lot of money 3. Use the hook, the incentive, the $$$ a. But you could make significant income, 4. Take it away from them so that they see you are not deperate a. That wouldn't be worth looking at, would it? 5. Book the Appointment: Go the Closing Statement 6. Or if the ask you, answer their question or objection. Question: Is this a pyramid? Answer: 1. Ask question: a. What do you mean? b. Is that what you are looking for? 2. Put their objection in a box and isolate it a. If it wasn't a pyramid 3. Use the hook, the incentive, the $$$ a. But you could make significant income, 4. Take it away from them so that they see you are not deperate a. That wouldn't be worth looking at, would it? 5. Book t 6. he Appointment: Go the Closing Statement Or if the ask you, answer their question or objection. Question: I don't have any time? Answer: 20
1. Ask question: a. How many hours are you working right now? i. But you love it right? ii. What are you doing about it? b. How many hours do you think this takes? 2. Put their objection in a box and isolate it a. If it didn't take a lot of time 3. Use the hook, the incentive, the $$$ a. But you could make significant income, 4. Take it away from them so that they see you are not deperate a. That wouldn't be worth looking at, would it? 5. Book the Appointment: Go the Closing Statement Or if the ask you, answer their question or objection. Question: Is this Nu Skin? Answer: 1. Ask question: a. Absolutely. What do you know about it? 2. Put their objection in a box and isolate it a. If it wasn t like (whatever their negativity may be) 3. Use the hook, the incentive, the $$$ a. But you could make significant income, 4. Take it away from them so that they see you are not deperate a. That wouldn't be worth looking at, would it? 5. Book the Appointment: Go the Closing Statement Or if the ask you, answer their question or objection. 21
THE CLOSING STATEMENT IS: Can I suggest we meet over a cup of coffee and I'll very quickly run through how this all fits together, and if you see what the other business people we're working with have seen, well we can take it further. If not least you would have had an opportunity to look at this when you're in a position to take advantage of it. So what is better for you, during the day or after work? 22