5567yuh THE VISIONARIES TEAM; SCRIPT 3

Please discuss this script for TWO DAYS. Discuss with your new team extensively how to handle
objections.

Handling Objections in Network Marketing.

First of all let me say–much of their response is determined by how WE respond. The ABILITY
to respond is our RESPONSIBILITY. I am not offended by objections at all–as it usually means
the prospect is considering the opportunity enough to not blow me off, and ask me
questions.

Never get on the defense, and always validate your prospects concerns and question: I like to answer
questions and handle objections by sharing stories of people they can relate to whenever possible. I
also like to use the “feel felt found method” so they know that I am on their side. So I might say,
“oh, I understand how you feel. My partner “so and so” felt the same way when she got started…but
here’s what she found out.” Validate them and they will be on your side.

Let me share how I answer a few common objections:

Please discuss these with your team and get several other ways to handle the objections. Remember
there are many ways u can handle the following objections depending on the situation.

“I’m so busy, I don’t have enough time to do this!”

“ I understand how you feel. I felt the same way when I got started. I was teaching kindergarten full
time, and working this business very part time. But that’s not uncommon. We’ve found that most
people work this business on very part time hours – working it into your everyday life on your own
time! In just about 10-15 hours per week.” Tell stories of people who are working their business part
time successfully! (*Remember: facts tell, stories sell in this business!)

“If I can show you a way to do this in the course of what you already do, would you like to hear a
little bit more

“Would you be willing to make or trade time for something that can provide you a great income for
life? What makes more per hour in the long run than NM?”

“How would you like to never have to say that again?” “That’s exactly why I want to show you this
business!” “If that changes let me know. Many people do MLM part time around everything else.”

I don’t have the Money to get started

“I can appreciate that. Many people are in the same place because of the recent recession. Because
money is tight, this is all the more reason to join us! What if I can teach you a simple way to make
the money back with our bonuses, during your first month?” (*share your fast start bonuses…if they
still cannot start, then share other ideas to save up for the kit: such as having a garage sale, selling
household items or take out a loan)
I’m not a salesperson

“Terrific! I’m not looking for salespeople! I am not a salesperson either. I’m in the business of
sharing—our incredible products and the possibility of becoming a turn key entrepreneur with a
global brand! I’m looking for passionate people that when they love something they’ll share. We’re
looking for people who enjoy helping others. I can see you have your doubts but I want to reassure
you if you decide to join us I will be training you! If I didn’t think you could do this, we wouldn’t be
talking!

“If I could show you how this business is education more than sales, would you like to learn a little
bit more?”

“Then you’re going to love this!”

“How much money do you make?”

“Great question. So money is important to you. How much would you like to earn per month?” ~
Mick Rogers

Answer in real numbers, or “I’m just starting. I aim to make $_______, as my sponsor does.

I don’t know anybody

Again—stories are powerful! I would share with them my story-when I started my business I had
just moved, just gotten married…I was a formerly shy teacher in my 20’s, and truly didn’t know
many people. But through our profession and proven system, I was able to expand my network and
not only meet new customers, and consultants, but also new friends! By the age of 29 I was our
company’s first 6 figure MONTHLY earner, and began earning a multiple six figure monthly
income by 30!

I’d say: “What I love about this business is that it’s not necessarily who you know, but people you’ll
meet, and be referred to! Plus, this business is a great way to get to know people as well. We will
teach you tools to help you reach out.”

Don’t want to bug my friends or family

“Thank goodness! I don’t want you to bug your friends and family either! That is not what I do. I
share what I’m doing & pick their brains to see if there’s anyone they know this would be great for.
I find what people have need of and then I try to fill that need whether it be with our product, or a
need for extra income. I simply use a referral approach, asking them whom they know! Sometimes
they identify themselves! We do that all the time—asking for referrals for babysitters, dry cleaners,
etc!”
I need to try the products first

If they are local, and I can get a product sample to them, I say, “here, try this now, and tell me what
you think!” Or- tell them that their start up pack is a great way to sample all of your products, and
they get to learn as they earn!

I would also say: “As you know our company has a proven track record of product success. This is a
learn as you earn business. When you purchase your products as a consultant, you’ll get below
wholesale pricing. You’ll be able to try them all as you’re getting started, and all the while build a
really great business! In the meantime the company provides incredible product testimonials”.

“I have to think about it.”

“What do you need to know if this is right for you?”

“What questions do you still have?”

“The best way for you to know if this is for you is to try it. If I could show you how you can test
drive it with no risk, would you like to do that?”

“What is it about?”

“it’s a project with a Philippine based company that is expanding its operations in Africa and we are
looking for a few key people to work with either part tine or full time.

“I work from home for an international company and I train others to do this too.

“Only people at the top make money.”

“If I could show you how everyone has an equal chance to build their organization and be at the top,
would you like to hear a little bit more?”

“Network marketing pays you what you’re worth, often more than your upline.”

Give them examples.

“There’s too much competition out there.”

“If I could show you how competition means great opportunity, and how this company is unique,
would you like to hear a little bit more?”

“I like competition – it motivates me. What about you?” ~ Mike Michelozzi

“There are four billion potential prospects in the world, and 95% of them want something. The
market isn’t saturated!”
“I already have a good job.”

“Do you have a fund for your kids’ college and a secure retirement? If I could show you a way to get
that, while keeping your job for now, would you like to know a little more?”

“OK. ~ Would you like to build a Plan B now in case one day you didn’t have a good job?”

“Would you like to hear why professionals (like doctors, lawyers, etc..) do network marketing on the
side for the leverage it gives them for years to come?”

Also show them life style and personal growth and time freedom that come with MLM and that
money can’t buy.

Is this a pyramid? (How many times do you think I heard this?!?!?!)

Actually, In my 5 years of doing this business I’ve only heard this objection once because of my
belief and posture—it’s so strong that it’s not questionable. So if you’re getting this a lot be sure to
connect with one of your leaders about personal and professional development materials that can
increase your belief in yourself, our opportunity, and the profession as a whole. If I got this objection
I might say something funny like: “No. Why? Is that what you’re looking for? “ Or…

“What do you mean by Pyramid? Pyramids are illegal. With pyramids there is no exchange of goods
or services. We have an amazing product and a very loyal customer base who are elated with their
results! Let’s get back to talking about if the business is a good fit for you—what other questions do
you have?” I then move on quickly, so I don’t appear to be on the defense.

“Sounds like you have a story. Tell me about it.”

“No. Why do you ask that?”

“Is this a pyramid scheme you ask? I’m so glad you said that because our business is perfect for
people that aren’t into pyramid schemes!”

Remember: even if they say “no” now, delay is not denial. “No” doesn’t mean “no” forever, it just
means “not right now”. Get them started on your products, and ask them who they know that
would benefit from your opportunity and product. Then, revisit them at a later time.

Tip from Brian Tracy: When you hear an objection, you can pause, smile, and ask, “How do you
mean (exactly)?” or “Obviously you have a good reason for saying that. Do you mind if I ask what it
is?”

And if you hear, “Not interested”, you can say, “Can you tell me what you saw that lead you to
say that?”