LISTEN,
Don't Assume
Pay close
attention
Don't state
your opinion immediately
Listen to
build rapport
Never interrupt
During your
presentation, LISTEN
to your prospect so that you really hear what is being said. When you're
new and excited, it's easy to overload your prospect with information rather
than listening to them. Listening well is a skill practice it diligently.
IDENTIFY
the question
Objections may
sound like statements, buth they are actually questions
What are
they asking you?
What is their
real underlying concern?
Ask questions,
if necessary, to IDENTIFY what truly
concerns your prospect. What is the question in disguise that is being
raised as an objection? If you're not sure, you should repeat what you
think their convern is, then ask if you understood correctly.
SHOW
you care
Appreciate their
concern
Agree with
what they say
Understand
their position
Champion
their cause
Put yourself
in their position
Once you are
sure you know the question, SHOW YOU CARE:
Empathize and tell your prospect you know exactly how or why they feel
that way. Champion your prospects cause and agree whole-heartedly. This
helps break down barriers between you and helps both of you feel as though
you're on the same side.
TELL
a story
Speak from your
heart
Tell stories
that prospects can relate to
Use your
own experience
Use the experiences
of others
To best communicate
the answer you want to give- TELL A STORY.
Use a real story about someone who is from a similar background, who had
the same concern, and is doing well; your prospect will see how he or she
can do the same.
ENSURE
they understand
Get confirmation
from them-
-Does this make
sense to you?
-Do you see
how this will work for you?
-Have I answered
your questions?
ENSURE
that you answered their objection: ask your prospect if they see how this
can work in their situation? Get confirmation that you answered and addressed
your prospect's concern. "Does that make sense to you?"..."Does that answer
your concern?"..."Can you see how this works for you, too?"
If
there are still questions, go back over Steps 1 through 5 again.
NOTIFY
them of options
Give them choices
Share ideas
on where they can go from here:
-Do nothing
-Become a customer
-Join the business
Now that you've
completed all five steps, NOTIFY your
prospect of some options. There are three possible choices where your prospect
can go from here:
1. Do
nothing- Make sure they know that it's okay to do nothing. Perhaps
now isn't the right time for them. Thank them for their time and consideration.
Ask if you can stay in touch with them and periodically stay in touch
times may change. Furthermore, make sure you ask for referrals. Although
they may not be ready at this time they may know someone who can benefit
from your product or opportunity.
2. Start
with the products Assure that you guarantee them the benefits
they expect. Stay in touch, and provide quality customer service; you may
have a business prospect later.
3. Join
in the business Get them started: have them purchase materials,
fill out the paperwork, schedule trainings, etc.
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