Objections

Think of objections as questions and an opportunity to gently educate those seeking more information.

When confronted with an objection:

• clarify the objection with a question,
• validate the concern,
• and then educate.
• Remember your contact has every right to feel the way they do.
• Don’t make them wrong instead educate them gently.

Use feel, felt, found.

• Is this a pyramid?

Clarify: What do you mean by a pyramid?

One of those things where the people at the top make all the money!

Validate: Is what you’re saying is that you are concerned that EcoMates is a business where only people at the top make all the money?

Yes, that’s my concern.

Anita, I know how you feel, I felt the same way, but what I found is that each person comes into EcoMates as the CEO of his or her own network. You can build a much bigger network than I can and earn more money than I do. It happens all the time in our business. In EcoMates you get paid for results – wouldn’t you agree that this is fair?

Yes that sounds fair.

• Is this one of those pyramid schemes?

“I know how you feel because when I was first approached I felt the same way but as I thought about it I realized the giant corporation is the ultimate pyramid scheme because no one can ever make more money than the CEO. This is an online home based business where I have total control of my destiny with unlimited opportunity.”

• I don’t have the time (or the money)!

Anita, tell me more about that, why don’t you have any time?

Look, I am already working 60 hours per week as it is, and I never see my family.

So what you’re saying is that your job is taking away precious time with your family?

Yes, I seem to work harder and harder to stay ahead, and my family time is suffering.

How do you see that changing for you in the next few years?

I’m not really sure.

Anita, I know how you feel, I felt the same way, and what I found was that I could integrate EcoMates into my life on a part time basis with out distracting from my job. By doing so, I generated a passive income stream over time, (or I know those who have generated a passive income stream) which today enables me (them) to spend a lot more time with family and friends. Now if I can show you how that can work for you, would you be willing to look a little further into this business project?

Sure.

• I just can’t see myself doing network marketing.

Anita, can you be a little more specific?

Sure, I am a respected professional and to be frank, I think it is beneath me and I don’t think my professional contacts will be interested.

So what you are saying is that you feel the networking industry is not for professional people, is that correct?

Exactly.

Well, Anita, I know how you feel, I felt the same way, but what I found is that EcoMates is populated with many professional and business people. Here’s why. EcoMates not only provides a residual income stream which results in more free time, but the fact that we are positioned in front of two huge and growing trends that we can’t escape – the rising price of fuel and concern for the environment – is just too good to resist. At this point, we’re only attracting the 20%, the visionaries who enjoy pressing their nose up against tomorrow. The 80% or the masses are simply not ready or don’t have the skill to participate. Now, Anita, where do you see yourself, as part of the masses, the 80% or as part of the visionary 20?

The 20%!

• I don’t like sales. Anita, can you tell me more about that?

I hate selling stuff to my friends. So what you are saying is that you think you will have to twist your friends’ arms to buy stuff from you in EcoMates?

Yes, exactly!

Anita, I know how you feel, I felt exactly the same way, but what I found was that we are in a business of relationships. If I could show you how we put friends ahead of sales, would you be interested in learning more?

Sure!