how to effectively invite and handle objections

APPROACH AND CONTACT

(STEP 2 OF THE SYSTEM MANUAL)

HOW TO EFFECTIVELY INVITE AND HANDLE OBJECTIONS

THE INVITATION

What holds us back is our Fear of Rejection. The person with the most appointments will win here over time. Have only one serious outcome and that is to set an appointment. Always answer a question with a question. Never finish with a

statement. Stay in control of the conversation. Often the person asking the

questions is controlling the conversation. Separate yourself from the outcome. Your only outcome is to tell our story! We are looking for people looking for us! The more certain person wins every single conversation. Whether the person accepts the invitation or not, ALWAYS ASK

FOR REFERRALS by posing the question, “Who do you know?” If the timing or the opportunity is not right for them, perhaps they know someone for whom it is a good fit.

KEY POINTS

You must learn the Scenario of Disaster

SCENARIO OF DISASTER

Creates Curiosity

They Ask Questions

You Attempt to Answer their QuestionsYou Answer them Wrong

They Jump to Conclusions and

The Result is Failure!!!

Your Enthusiasm

Be brief!! If your conversation is more than two minutes long, it’s now turned into a presentation and you’ve lost! (Do not show the movie!!)

Be yourself by practicing until the invitation becomes natural!

Develop your listening skills and push buttons of needs and qualities.

Ask people what they have going on before you ask them to meet with you.

MAKING THE CALL/INVITE

BAD WORDS/IDEAS

MEETING

COULD YOU

MANAGER/MD/SMD/EVC

SOMETIME

I WANT TO TELL YOU WHAT I AM DOING

OUR BUSINESS

TRANSLATIONS

GOOD WORDS/IDEAS

WHAT I WOULD LIKE YOU TO DO

GET TOGETHER

FRIEND OF MINE

ASK FOR A SPECIFIC TIME

I WANT TO SHOW YOU WHAT I AM DOING

SOME IDEAS WE’RE WORKING WITH

HELP THEM“Hi __________ (small talk),

Hey what are you doing Wednesday around 6? (WFA). Great! Let’s get together. I came across a great opportunity and I thought it would be great to help you. I always thought of you as: (pick 2 or 3)

Or…Great! Let’s get together. The company I work with is expanding very rapidly

and we are looking for a few key players to help as we expand. I always thought of you as: (pick 2 or 3)

SCRIPTS

AmbitiousHard workingGreat with peopleHave a great attitudeGood hearted

Great in salesOutgoingPersistentDisciplinedGoal-oriented

...and that is why I thought it might be a great fit for you. So let’s get together and talk this Wednesday around 6. Sounds good?

ETHOR/HELP ME“Hey _________ (small talk)

What do you have going on this Monday around 2?

Real quick, I am not sure if I told you or not, but I just started a new career (at a financial firm) part-time. I’m really EXCITED about it, but I’m in TRAINING and I need your HELP. You’d help me out, right? (WFA)

Great! At this point I just want to show you what I’m doing, get your OPINION and maybe you can send me some REFERRALS down the line. You’d help me out, right?

SCRIPTS

REMEMBER YOUR 3 A’S

OVERCOMING OBJECTIONS

ACKNOWLEDGEANSWER

ASK

Response:Thanks for asking! Basically we educate families

on ways to make and save money. Everyone wants to do that, right?


Or…We show people how to get out of debt and plan

for retirement and save on taxes. Everyone wants to know about that, right?

“What do you do?”

“What’s the name of your company?”


Response:Great question! Have you ever heard of

World Financial Group? (if “no”)

Have you ever heard of companies such as Prudential, Transamerica and Nationwide? Well, we do marketing for these companies and many others just like them. We can talk more about the details when I see you. Is that ok?

“I don’t have to buy anything do I?”


Or…Is there something you’d like to buy? (WFA) If it’s ok, I

just want to share what I am doing; if there is something you like, great. Bottom line; I just want to share some great information. Is that ok with

you?

Response:That’s a good question. Asking you to buy something is the last thing I would want you

to do. I wouldn’t want you to feel obligated. Friend to friend, I just want to share what it is I do. Is that ok?

Or…Do you have 45 minutes to talk over the phone?

(WFA) Well neither do I! So let’s get together this Thursday. Let’s say 3 or 4. Which works for you?


“Can’t you just explain this over the phone?”Response:I am glad you asked. I wish I could, however, I need

to show you some things on paper so you can

understand what I am trying to share. You’d do that for me, wouldn’t you?

Response:I appreciate that. I assure you this is not ‘one of

those things.’ Besides if it were, I would count on you to point that out when we see one other. So Monday around 3 or 4 works for you?


“Is this one of those things?”

“Is this like Primerica?”

Response:Great question! Do you like Primerica? (WFA) Then

you will LOVE us! So which day works better for you? Monday at 2 or Wednesday at 3?


TRUST

ME!!!

IF ALL ELSE FAILS!!!

“PORCUPINE GAME”

PRACTICE

how to effectively invite and handle objections

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