2.  You can’t prevent people from objecting, so get over it!  Don’t take objections personally  Deal with your own objections first  Handling objections is a skill that you can learn. Training

3.  Don’t treat all objections as excuses as some may be real  Ask questions – Seek to understand rather than struggle to be understood  Actively listen – You have 2 ears and one mouth for a reason!  Learn the Feel – Felt – Found technique Training

4.  Get their defences down by agreeing with them (Feel).  Don’t answer the first objection, instead get to the real objection by asking ‘Apart from that is there anything else?’  Keep asking till you get to the last and real objection  Question and uncover ‘So why do you think...or why do you say?’ Training

5.  Get on their side with Felt ‘I felt that way too but…’  Reposition with Found ‘What I found is…’  Re-offer based on the new reposition  Use same questioning skills if more objections arise Training

6. Objections:  Cheap  Copy  Doesn’t last long  Never heard of it  I only use designer Training

7. Technique:  I know what you mean – Agreeing technique  Get to real objection – ‘Apart from that is there anything else’  Question and uncover ‘So why do you think it is copy, cheap perfume..’  Use Feel, Felt, Found  Re-offer based on new reposition – ‘So now would you like to buy one of our exclusive, affordable high quality perfumes?’ Training

8. I found…  Cheap – It is affordable not cheap because…(use feel, felt, found)  Copy – We have 150 perfumes in our range all originally produced from Drom…  Doesn’t last long – ‘Olfactory fatigue’ and ‘A fortiori logic’ answers  Never heard of it – ‘Don’t advertise – tie in with benefit – Save you money  I only use designer – Educate – Designers don’t design their perfumes Training

9. Objections:  It’s a Pyramid  I have no time  I have no money  I am not interested  I don’t know anyone  I am busy  I want to think about it (Smoke screen!) Training

10. Technique:  I know what you mean – Agreeing technique  Get to real objection – ‘Apart from that is there anything else’  Question and uncover ‘So what do you understand by Pyramid’  Use Feel, Felt, Found  Re-offer based on new reposition – ‘So would you like to join a ‘pyramid’ where you can be the CEO and earn as much?’ Training

11. Another useful technique: For objections like ‘I don’t have money’ or ‘I don’t have time’ etc, you can increase the pain with questions like: “So how long has that been going on?” “So who really controls your time?” “How much longer do you want to be struggling with time…money?!” Training

12. I found…  Pyramid – We are already working for pyramids! Benefit – You can earn more than your sponsor  No time (and busy) – By building this part time I could earn enough to free up my time  No money – That is the more reason you should do this to make more money…minimum starting cost £10.  I want to think about it – Let me help you make an informed decision. Training

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