Handling Objections Handling Objections

2 Every noticed … How human nature is to  be negative about new ideas  disbelieve what someone else says  find the “cracks” in what you are told

3 Remember … No matter whether you are outlining a concept  our business, or, Selling any product or service  Artistry  Healthpointe  Nutriway  Other

4 There will be Objections They fall into similar categories -  Price  Feeling Tricked  No perceived need – Value for $$$ Typically … Typically …

5 Using “Price” as an Objection could mean –  Insufficient Funds to pursue / purchase  Behaviour: … Excuses are made to cover up Price

6 Overcoming Price as an Objection –  Understand the value in your offering  Know your facts – competitors – all the details  Work out a part-payment program  Position your offering at the time of invitation Price Price (Continued)

7 Using “Feeling Tricked” as an Objection –  Appears not to participate or like anything  Behaviour: … Often expressed as negative behaviour or a little cynical Feeling Tricked

8 Overcoming “Feeling Conned” as an Objection –  Practice and get V. good at a professional invitation  Always answer questions honestly  Explain that there is NO obligation BUT that the product/business is SO good that they will want to “give it a go” Feeling Tricked Feeling Tricked (continued)

9 Using “No perceived Value for $$$” as an Objection –  Appears not to participate or like anything  Compares other products in the positive  Behaviour: … Often expressed as negative behaviour or a little cynical No Perceived Value for $$$

10 Overcoming “No Perceived Value for $$$” as an Objection –  Understand the value in your offering  Know your facts – competitors – all details !!!  Work out a part-payment program  Position your offering at time of invitation No Perceived Value for $$$ No Perceived Value for $$$ (continued)

11 Objections fall into similar categories -  Brand Loyalty  Soap and Water  Takes too much Time  Sensitive Skin  Animal Testing Specifically Artistry

12 Ask questions -  “How long have you been using it?”  “What do you like about it?”  “Have you ever tried other brands?” Specifically Artistry – Brand Loyalty

13 Often – “My Mum only used soap and water” Ask questions –  “Wow, how old is your Mum?” “When you are her age, would you like to look 10 years younger?”  “What do you like about soap?”  Ask if they know what’s in soap? Explain the damage it will do Specifically Artistry – Soap and Water

14 Ask questions –  “What do you do at the moment?”  “How much time do you feel this is going to take?”  “If you could do this in a few minutes to have fresher, younger skin that would be worth it wouldn’t it?” Specifically Artistry – Takes too much Time

15 Ask questions –  “What have you used before?”  “What was your reaction to that product?”  “How long did you use it for?”  “Let’s take a little time and try this on your arm first” Specifically Artistry – Sensitive Skin

16 Ask questions –  Explain (briefly) that we have no animal testing  It is not listed because there is no governing body standards Specifically Artistry – Animal Testing

17 Fun … Now for a little bit of Fun …

18 “ I use only soap and water”Response: “Yes” … pause … “that’s obvious” The Things you’d really, really like to say …

19 Questions ?