Overcoming Objections

(Here's some information from our training site that may help you with your prospecting.  Please feel free to share if you'd like.)

OVERCOMING OBJECTIONS

It's important to understand that in the vast majority of cases where a prospective associate raises an objection to becoming involved in AmeriPlan, it's the result of one of four underlying concerns:

*  The company

*  The product

*  The marketing plan, were not explained clearly enough for them to arrive at a decision.

*  Their involvement,  They don't understand how they can make money with our company.

Important:

Although it is important to talk about our companies credentials and our services, it is also very important to focus on your prospect and "find out"  why they are looking for work at home.

Are they looking for work at home so they can:

*  Be at home with their family?

*  Supplement their income?

*  Worried job security?

Our job is to listen and find out what is their problem. Once you know their problem, you can then  show them how Ameriplan is the solution.  If you can show them  "what's in it for them", then you got yourself a great business partner.

Note:

Always invite them to come and listen to training calls.  It's free for them to attend and they can determine if our company is a match for them.

 ANSWERING OBJECTIONS

 When answering your prospect's objections:

Listen carefully. Never interrupt.

Never argue with your prospect. Appreciate the reason for their objection, or repeat their objection so you clearly understand what they are saying.

Use words like feel, felt, appreciate, understand, realize.

For example:

I understand why you feel that way.  Or I can truly appreciate what you're saying or I felt the same way myself until I realized that...

Your response should always be brief and to the point.

Once you responded:

ASK: Does that answer your question? or Does that make sense to you?

You want to get  lots of "yes"

 MOST COMMON OBJECTIONS

Here are several common objections and the appropriate responses you can use.

OBJECTION:  I AM JUST LOOKING FOR A "WORK AT HOME JOB"

YOUR RESPONSE:  Yes, I was also looking for a "work at home job".  However, after several years, I figured it out. There are not that many "jobs" in the internet, if they were, we would all be working at home for them!  So that is why I stop looking for jobs and I'm with AmeriPlan.

Ameriplan has been in business for 20 years.

I work on my terms, I get lots of training and I can make part time or full time income. 

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OBJECTION:  Is this a pyramid scheme?

YOUR RESPONSE:  Absolutely NOT, Pyramid schemes are illegal.  If we were a pyramid scheme, all the major pharmacies and vision centers would not be associated  with Ameriplan.

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OBJECTION:  I need to talk about it with my spouse

YOUR RESPONSE:  Absolutely!! please go and talk to your spouse.   Show him the link to the BBB, the 60 minutes special and  Good Morning America featured our company.

REASSURE HIM that you will NOT lose money.  You guys are going to GAIN a lot.  Educate him that...

* You get a huge home office deduction simply by working at home.   i.e.  right off internet, electricity, printer, computer payments!

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OBJECTION:  I don't have the money.

YOUR RESPONSE:  I know how you feel.  I also didn't have the money  and that is why I'm here with AmeriPlan!  

I was tired of telling my kids, "I can't afford that" and I was tired of watching my spouse work 60 hours a week.

The way I look at it,  life has two roads. I can stay on the road I am right now, or I can turn and go down the other road. The road I was in was not very pretty so I turned to the other road and I started working for Ameriplan.  I borrowed the money from my credit card and the first check that I made, I paid off that balance on my credit card.

If I didn't have a credit card, I would of borrowed the money and called back to enroll!

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OBJECTION:  I don't have enough time.

YOUR RESPONSE:  We have many people that are working outside the home or people that have  5 children and they have very busy schedules but they work their Ameriplan business on their lunch break, while they are doing errands just so they can build that full time income at home so they start enjoying life.

By the way, I also didn't have time.  But the way I look at it.  Time is going to come and go anyway.   Might as well build the business NOW,  so in a few years I'll be celebrating oppose to regretting.

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OBJECTION:  I'm not a salesperson.

YOUR RESPONSE: 

Good, because you don't have to be. Most successful people in our business don't have a sales background. We are in the business of giving people information and educating people about our company.  We actually are giving people a GIFT.  A gift to own something that belongs to them and their families.  If you can follow a script and attend our training calls, you will do awesome!

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OBJECTION:  I want to think about it.

YOUR RESPONSE:  I know how you feel. I felt the same way. I will email you the link to the BBB, the 60 minutes special and my website.  Do you mind if I put  you on my address book and invite you to our training calls.  You can join our training calls and YOU can determine if you want to work for our company.     I will also call you within a week.

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OBJECTION:  I'm not interested.

YOUR RESPONSE:  I can appreciate that. I'm sure the timing is not good now. But let me ask you a question. You wouldn't mind if I keep in touch with you and keep you up to date on what's going on with me, the company, and the industry, would you?

Then put them in your address book and forward our daily newsletter to them!