1. Overcoming Objections For Bookings & Recruiting By Donna Nettleton

2. Presentation Overview Welcome Objections How to Overcome Booking & Recruiting Objections YOUR Objections & Answers

3. Objections are…  An automatic reaction – fear to commit  An obstacle she sees to success  A request for info – she’s interested!  Your chance to tell her more!

4. Welcome Objections  Expect objections  Invite them  Draw out ALL of them  Listen ~ Identify NEEDS and FEARS

5. Overcoming Objections Empathize with her concerns Reflect them back Make sure you have the right objection Suggest Solutions Guide her to a decision

6. You are Offering a Gift Shows Tons of books for her kids! Fun Night with Friends Share the books with friends Recruiting Something for Her Fun work while staying at home Extra Income for family

7. Don’t Fear a NO!  Expect No’s  Don’t take it personally  Each No brings you closer to a YES!  Set a goal – reward for # of No’s

8. Be Prepared Prepare BEFORE shows or calls Have a list of answers ready Practice with others Know what decisions you want to reach Know how to lead her to a decision

9. See Yourself Succeeding You have your script & have practiced Visualize yourself answering easily Imagine the rewards when she says YES! Go make those calls!

10. Making Easy Phone Calls SMILE - she hears it! Ask if it’s a good time to call LISTEN MORE than you talk Ask question ~ BE QUIET~ listen to answer Offer 2 choices for her to choose

11. Booking Talks Sample Conversation Sample Objections Practice with person next to you

12. Recruiting Objections Don’t answer objections till interview Set “Time to Talk” – within few days Meet Away from Home – Coffee Shop Call on Phone if faster

13. Recruiting Interview What interests her Find out ALL objections ~ keep asking Reflect them back Answer her concerns from your heart Guide her to a decision –Sign Up !! –Do a Show or Come to Training

14. Recruiting Talks Sample Conversation Sample Objections Practice with person next to you

15. Any Other Objections? New Objections Not Listed Answers to objections You are ready! Go Book Shows & Recruit!