1. Overcoming Objections

2. Most sales calls/ meetings are met with at least one objection
How do you feel when you are faced with a Concern, Hesitation or an Objection?
Most sales calls/ meetings are met with at least one objection
Remember:
What is your belief?
What are your goals? (sponsoring, rank promotion, i-inspire…)
How do you feel about the products you sell?
What about the business opportunity?
If you have a strong WHY, you will be able to handle concerns, hesitations and objections

3. Goal: To meet people and build rapport
Who are your Prospects?
Your “Who Do You Know List”
People you Have Never Met
Herbal Hour guests
Customers
Goal: To meet people and build rapport

4. GETTING STARTED: BUILD A LIST THE 3 RULES OF INVITING:
STEP 1: INVITE
Inviting is exactly what it sounds like. We are going to invite them to learn more. The only purpose of the invitation is to book a follow-up appointment
STEP 2: INFORM
This follow-up appointment is all about sharing. That does not mean telling them everything you know about every Nature’s Sunshine product, it simply means asking questions and listening to the desires and needs of your prospect
STEP 3: ENGAGE
We are going to ask one simple question: What interests you the most about what you just heard? That’s it! No more, no less. Their answer will guide you exactly where you need to go

5. The truth is there can really only be 4 possible answers: 1
The truth is there can really only be 4 possible answers: 1. The Business 2. The Products 3. Both 4. Nothing
Who can help you overcome some of the concerns, hesitations and objections?
Your sponsor
An upline Manager
A home meeting or party
An IN.FORM coach
A three-way call with an NSP expert
A tool or video that explains NSP

6. Addressing Objections Take them seriously Keep this process simple, use the QUAD approach

7. Q.U.A.D. Get as clear as you can on the objection and try to determine what your prospect is really concerned about
QUESTIONS – Uncover the Real Concern (ask open ended questions)
UNDERSTANDING – Acknowledge the Concern, their wants and needs. You will be ready to face any objection based on finances, need, time, and value 
ANSWERS – Clarifying Questions. When you interrupt, they might feel as if you are objecting to their objection
DECISION – Agree on the Next Step

8. COMMON SPONSORING Concerns, Hesitations and Objections
“I don’t have the money right now”
$40 = Free account for 1 year/ get 10% off retail price
$75= Free account for 1 year/ get 20% off retail price/ get free product
“I want to think it over”
“I don’t know if I could get people to purchase the product”
“I’m not a salesperson”
“I’m too busy”
‘’It’s not a good time right now’’
95% of objections are wrapped up in these 6!
Overcoming objections means making a case where you answer questions before they are thought of!

9. Sponsoring Objection ‘’It’s not a good time right now’’ Find out their why and overcome their objection
Question (from you): If you were to join Nature’s Sunshine, what would be the reason you would like to join?
Example prospect’s answer: I would like save money to go on vacation, tough I don’t know enough people to get started today
Understanding: Acknowledge the concern. Find out what their wants and needs are.
Example you: Since it’s not a good time right now, if I were to commit to help and support you to get started would that make a difference?
Answers: Take the time to clarify all the questions they may have. Once you answer one, ask them if they have another one, if they do continue answering their questions until they have no more.
Examples of questions your prospect may ask: How many hours do you work a week? How were you able to manage your schedule and add NSP? How much money did it take you to get started? Your answer: I started NSP and devoting 2 hours a week. I hosted a herbal hour to get in front of more people and introduce them to this wonderful company
Decision: I would help you get started, help you create a list of people you know (FRANK), would you be ready to join today?
If they still answer no: Let them know you will connect with them in a couple of days and see if you have anymore questions

10. COMMON CUSTOMERS Concerns, Hesitations and Objections ‘’The product is expensive” You need to help your prospect justify the cost
QUESTION: To uncover the concern.
“It certainly looks expensive, doesn’t it?
As a Preferred Customer, you receive a 10% discount from the retail price
As a Business Associate, you receive a 20% discount from the retail price
Have the opportunity to become a manager and earn a 30% discount from the retail price
NSP offers weekly promotions

11. “The product is expensive” Focus on the value of your products/ Quality. The client won't be able to get this from any other supplier
UNDERSTANDING: To acknowledge the concern
“I felt the same way when I looked at the website. I thought I couldn’t afford it!”
Sunshine Rewards= $ back
Weekly, Monthly promotions

12. ANSWERS: With clarifying information
“The product is expensive” A prospect may have more than one objection. You must identify all of them, to be able to have the right answers and get them to move forward
ANSWERS: With clarifying information
Be honest. Your prospect must trust you. Ability to overcome an objection
Be transparent. Share information/ testimonials/ case studies
Create a newsletter, let them know what’s going on: keep them informed
Your prospect needs to feel confident, you must build a relationship with them
Answer all of their questions, until they don’t have anymore questions

13. “The product is expensive.”
DECISION: Don’t sell the product, sell the next step/ agree on the next step
Remove Risk
Demonstrate your value and reliability
Satisfaction guarantee
Stick to the facts

14. Different Ways to Overcome Objections
Know your Product (learn about NSP, will help you with words to say)
Avoid taking “NO” personally
Keep it short
Don’t rush
Establish trust
Supply samples
Bring up the objection first

15. Fortune is in the follow-up
80% of prospects say ‘’yes’’ between the 5th and the 12th exposure
- only 2% close on the first exposure
- 3% on the 2nd exposure
- 5% on the third exposure
- 10% on the fourth exposure
Converting a lead into a customer or an associate begins before you find and meet your prospects. Since the goal is to turn strangers into prospects and then customers/ associates, first prepare a strong foundation. How to? Build rapport with them
Keep track – Prospect Follow-up Log
Create trust and loyalty

16. Follow-up with your prospects
Following-up builds your confidence (become easier to overcome objections)
When being professional with your follow-ups, customers will be more inclined to work with you (building trust and loyalty)
You want to be their go to person. Remember timing is a key factor. It’s about them!

17. Follow-up system Systems: What’s important?!
They come in many different ways. Your system could be high-tech (computer, phone, tablet..) or you can use the traditional method of a binder(If using this method, print logs and put them in your binder. Also, place 12 tabs for each month. You will know exactly when to follow-up, since you will move the log sheet according to conversations with your prospect)
What’s important?!
Connect with your prospect when you say you will
Your system must work for YOU
Taking notes= you will know what what said the last time you connected with your prospect. Ask them if they have any other questions. You will know what their hesitations, concerns and objections were and be able to move on to the next step

18. Keeping track of your PC’s & BA’s
Your follow-up log should include:
Their contact information
When & where you met?
Brief notes about them (interest level, activities, work, family)
Follow-up date (connect when you say you will)
They must feel you care about them, be friendly!
62% of the reasons customers fail to continue to do business/ or consider to do business with you is a Perceived indifference

19. Customer care calls there are many reasons why you want to communicate with them
Express appreciation for their business
Make sure your customers are satisfied with their products
Inform them of upcoming specials (communicate thru: newsletter, phone calls, phone blasts)
Invite them to look at the business opportunity
Invite them to different events you are attending (tradeshows, seminars, webinars..)
Hold a customer appreciation night twice a year and invite your customers
An objection, does not necessarily mean NO as in NEVER. Often NO is a need to KNOW. They need more information to make a clear decision. Take it has a positive sign!

20. Turning No’s and Maybe’s into a ‘’yes’’
Have the attitude that every ‘’No or Maybe’’, will become a ‘’yes’’
Follow-up quickly and communicate when you say you will
Keep NSP fresh in their mind: newsletter, phone blasts, , phone calls..
The key to obtaining a yes, is: relationship building. You may have All the tools and tips to succeed, tough this is the most important factor in growing your business. If you don’t build relationships, most likely your business won’t grow to your expectations
‘’Maybe’’ means they are thinking about it. Answer all of their: questions, concerns, hesitations and objections until they have no more. Therefore, they will be able to make a clear decision. Your job is to offer: products, business opportunity…

21. Following-Up/Building Relationships= Overcoming Objections
Confirm that it’s still a good time when you connect with them. Remember it’s about them!
Get to know them, ask open ended questions.
Practice active listening. Listen more, talk less. If you don’t listen you will probably lose rapport with your prospect and miss valuable information on what is being said. Use active listening methods, nodding and physically showing interest.
Ask them if they have any questions. It’s time to overcome concerns, hesitations and objections
People buy or join when they're ready not when you're ready to sell or sponsor. This means you have to be in front of people when they’re ready. In other words, you have to follow up with them regularly

22. Handling Concerns, Hesitations and Objections
You don’t have to be concerned about what to say…
You have to be concerned about having the right attitude!
Always come back to empathy. Sometimes making the sale or sponsoring today isn’t as important as understanding the person’s position
Overcome Sales Objections By Discovering the Need the Buyer Hasn't Realized

23. Tip: Create a ‘’100’’ no log sheet
The ‘’100’’ NO challenge
Not hearing’’ No’’, not asking enough
The more no’s you hear the closer to a yes you will be (ratio 2/10)
When yes, reward yourself!
Tip: Create a ‘’100’’ no log sheet

24. What Holds You Back? Being Pushy Not Knowing What To Say
Fear of rejection
The Power of “NO”
Pushy- Why is offering your service pushy?
Rejection- It is not a personal Stab. No does not mean never. If you do not ask or talk to them you made up their mind for them
Not knowing what to say- Ask people to share their mini commercial, the more you talk the better you get and more comfortable to get.
#1 thing women compliment each other on is their jewellery

25. Achieve and Maintain Momentum
Decide on a STRATEGY to achieve your goal
Support your strategy with ACTION STEPS
Write an AFFIRMATION
Identify SUPPORT you need
Identify OBSTACLES

26. Skills for Success
This process can be simple and rewarding: you never beg or pressure anyone into joining your business organization. You simply distribute information and allow them to make a decision
Create and work your ACTION PLAN (remember the power of your WHY)
Avoid pre-judging (Be an equal opportunity asker)
Establish Targets (always refer to your Why)
Write down your goal
Share your goals

27. Expect to hear Concerns, Hesitations and Objections
Great news, your prospect wants to know more!
If you don’t hear them, you’re not talking to enough people.
Handle them with professionalism and confidence!
KISS- Keep it simple sunshine, use the QUAD approach