Objections and How to Handle Them:

First always remember one thing, no matter what, any objection is surmountable; you just need to build enough value in you and in your business opportunity.

We all know that if our car or refrigerator broke down we would find the time and money to fix it. 

You just need to help people see that your business is that important to their future.

So let’s take a look at the top objections and how to overcome them:

1.  I don’t have enough time…

And

2. I don’t have enough money…

When you hear anything that even remotely sounds like I don’t have enough time or I don’t have enough money you now know you have to raise their desire and increase the value so that the prospect will take action…Remember all the things of value you and your business offer!!!

So instead of saying something like that’s OK when will you have the time or money;

try something like this

So if I’m understanding you correctly; you would be interested in joining today if you had more time;

Or

So correct me if I am wrong; you would be willing to purchase a product now if you had more money;

Or

I'm a little confused you were looking for a home based business which will increase your income and allow you more flexibility in order to create more time and or money.  Is there any reason why now isn't a good time to look at Tampogo?

Or

Remember Tampogo will save you time and money by shopping online and saving a trip to the store.

Finally,

Loyalty Bonuses allow you to qualify for a bonus even if you don't want to recruit and if you do want to recruit it sure makes it easier for others to see the potential of Tampogo.

Whether they say yes or whether they say NO you want to begin building that value

Remember the information they gave you about what they liked best about the opportunity. 

YOU WILL NEED TO KEEP NOTES AS YOU GO TO HELP YOU REMEMBER PEOPLE’S WHY’S…

reinstating it often will just build that value

You remind them of this:

Jane you heard how easy and inexpensive it is to join Tampogo; Remember people are looking for real value these days and Tampogo offers it not just in their products but includes 2 websites, a backoffice and support and training for a small commitment to autoship.

Or build that partnership:

I agree and I want to help you so let’s do this together.  Let’s brainstorm a little and see how we can find the time and or money to get you started so that you can begin building that income to the $xx.xx  you need a month to supplement your retirement (or whatever it is they wanted to do originally).

Then offer them options:

We could sign you up today and set up your autoship for a couple weeks from now.

or

You don’t have to worry about knowing everything right now because you and I will do 3 way calls together to explain the opportunity so you will save time learning from me as you go.

Remind them again of all the things they liked best (you will be reinforcing that desire again and building the value)

And again ask for what you want. Be specific.

Let’s get you signed up today.  We’ll schedule your autoship for 2 weeks from now and I will call you at 9:00 tonight so you can listen to me do a three way call…

If they say yes:  Again Yippee

If you are still getting resistance it is because they are not seeing the value yet.

Be even more specific:

What is it going to take to get you signed up so we can begin making money together today.

Ok we know that you love the products and the fact that the company has an easy to understand concept what else do you need to become a Tampogo iRep?

Then respond to their answer (remember what they liked and build the value through Tampogo) and use it to create that next action step if necessary.  

So let’s touch base tomorrow at noon since I have several other people I have scheduled to call right now; by then I know you will have figured out how to create the time and or money so that you will be able to work with me directly.

I am going to have several more people on board by then and if you wait you won’t be able to take advantage of learning more about how I approached them and taking advantage of being able to add people to your team with my help.

Pick a date and time within 24 hrs and again ask them what time and date the next meeting is set up for. 

You always want to reinforce your connection.

And follow up…..  

So that covers the 2 major responses you will get and how to respond but there are a whole bunch of other responses that can be grouped into a category called

STALLING

People are famous for it.  We all hate to make decisions for a variety of reasons so we stall.

We might be afraid of making the wrong decision

Or maybe

We don’t want to be seen as different so we won’t make  a decision outside of our comfort zone.

Whatever the reason people love to stall and they are pretty creative when doing it.

Here are the most popular stall tactics  and some great responses to eliminate the stalling and get prospects to TAKE ACTION…You’re not the only one that has to do something…

3.  That sounds great I’ll be ready to do it in 2 weeks…

You want to respond; So what will be different in 2 weeks?

They may say something as simple as I get paid in two weeks. 

It might be that they will be out of town till then

It might be that they will have finished a big presentation at work by then and have more time.

Whatever their reason just say:

Great let’s save us both some time and effort and get you signed up right now.  That way in two weeks you we can immediately start making 3 way calls together instead of having to spend more time setting you up and don’t worry we can set up your autoship to ship 2 weeks in the future. 

If they admit that they don’t know what will be different in 2 weeks then they just admitted that they don’t see enough value yet.

This is the time to remind them what they specifically liked about the opportunity and use this to reinforce the value.

4.  I like what I see but I want to see how you do before I commit.

In this case they do not see the value in you yet.  So you want to say something very specific like:

My background is very different from yours and I am not sure what my success has to do with your success but; what exactly do you need to see me accomplish in order for you to join?

No matter what they answer you can now very easily say why would you want to wait to watch me make money and build my business when we could begin working together now for us both to start making money.

5.   I need to think it over…

I totally understand that you would want to think it over but could you clarify what exactly you need to think about?

This is going to give you the exact reason for the stall and now you are able to show them the value and solve that problem.

6.   I have to talk it over with my husband, roommate, Poseidon …

Oh so you are not the one in the household that makes these decisions…

When is a good time to call back and catch…

Or

No problem, You obviously have a good understanding of this opportunity but since you have only just learned about this in the last 20 minutes Let’s work together to explain it to (name of person) what is a good time to call

back and get them on the phone.

In this case you should also ask:

If for some reason they are not interested are you still willing to move forward?

7.   I don’t have a computer or I don’t have an internet connection:

That’s OK while it would make it easier if you have one there are still plenty of options:

Your local library has computers with internet connections that you can use for free or you can contact me and I can connect with your prospect and help them sign up through your site.

Don’t wait for everything to be perfect because we all know that it never is and if you don’t begin creating that income now how will you ever afford to get a computer or internet connection?

8.  They just plain say NO or I’m not interested.

They are blowing you off…

Best way to handle that response is to say,

Wow I am not used to getting NO so would you mind telling me which part isn’t for you?

This will open them up to giving you their problem/issue/desire and you can now begin to restate the specific values that matter to them.

Now for the most famous stall of all…

9.   Are you talking about a pyramid scheme:

I love this one and I am now comfortable enough to say:

No, why is that what you are looking for?  Of course they are going to say NO.

Great because a pyramid scheme is nothing more than money exchanging hands.  There are no products or services involved.  In our case you are purchasing an amazing product; creating a real business that will create possible tax advantages and taking advantage of daily training and support.

So what would you be interested in purchasing. 

10.  I also want to talk about a stalling technique very specific to Tampogo.

You said it was free to join but I have to buy a product; that’s not free:

That one used to throw me but it is actually really easy to overcome.

Yes it is free to join and when you join you get 2 links to promote as well as a comprehensive back office to track everything you do.  Other companies would charge you anywhere from $100-$1000 to join then ask for another $25-$200 in monthly fees to use these internet tools.  Tampogo charges you nothing.

With regards to purchasing one item this gives you membership in the affiliate program which is how your commissions are created and activates the payment to you. I have also found that by making this commitment you are making a commitment to yourself to grow your business.  It is the people that make a commitment to AS that understand our mission to feed kids and understand that it takes action in order to grow a business. 

So are you ready to make that commitment today?

11.  This is too good to be true:

It may look that way on the surface but our company was created to change how network marketing is done so that everyone can create a viable business for themselves.  These loyalty bonuses were created to reward people for helping everyone grow their business and to motivate people to purchase a fast track product and help to eradicate world hunger by feeding a starving child.

12.  I already have a home based business:

Great Tampogo fits nicely as a second opportunity and fills a void for people that can't afford a huge investment.

Or

Would it be OK if I call you back in 90 days and see how they are doing with this business opportunity and see if Tampogo is a fit at that time.

Write each of these down in a separate index card and keep them handy so that you can quickly pull it up when you hear the prospect refer to the objection and remember  build the value by paying attention to what is important to each individual prospect.  That is the easiest way to overcome objections.

But if you do get an objection respond to it and never be afraid to ask for what you want.  Most people don’t and therefore miss out…

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