(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!
---------------------------------------------
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.
--------------------------------------------------
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!
