Farsi Training #10:
Follow-Up
THE FORTUNE IS IN THE FOLLOW UP
In the end, the objections are all the same. It may sound different but when you break it down, it is either price or information. It is all about creating more value.
You want to ask your guests what they like best about the call or demos. Do not ask if they liked it because you want them to explain the positives of what they liked. In your follow up, you may be faced with some objections.
I believe that people don’t say NO to you- they say NO for lack of information. When you give a person enough information, they can make a well informed, educated, intelligent decision about what YOU ALREADY KNOW TO BE TRUE! Get good at transferring enough information! Don’t let up until the job is done. This may take days, weeks, months, many calls, zooms, links, water, etc! Stay on the case - turn that NO into a YES! YOU CAN DO IT! If you don’t, somebody else will!
Handling Objections
1. Take your time. Be patient to address each objection confidently.
2. Clarify the objection
3. Don’t get nervous! Remember you are getting better at handling objections!
4. Choose your words carefully
5. Take a deep breath
6. Watch the pace of your speech
7. Listen! Listen! Listen!
8. Welcome objections as a positive sign. The customer is interested in the product and your sale is moving forward.
9. If you need help, contact your expert up-line to handle the objection for you.
10. Remember, people will always be afraid to take risks. Your job is to help them overcome that fear.
Its too expensive – “ You get what you pay for. You only invest in this machine once in your lifetime. By financing it, getting rid of all the toxic chemicals in your home, bringing health and prevention for your future it is no brainer!” Build as much value that the price means nothing. Make sure to go back to their needs that they shared with you in the first place.
Needs to talk to spouse – “When would be a good time to have both of you available to answer all questions” Tell a story about someone else that had the same concern but made the decision anyway and was so happy about it after.
How come Google says it’s a scam – “Anyone can write anything on the internet. Most, if not all, of those negative posts come from competitor websites. Scroll down on each page to see what device they are trying to sell you instead. Always remember, Rolls Royce never compares themselves with Hondas. For accurate information on Kangen Water, you must go to Google Scholar or PubMED and research ‘electrolyzed reduced water’ or ‘molecular hydrogen water’.”
Competitor cheaper machines – “You always get what you pay for. You wouldn’t go to a cheaper doctor when you are sick so why would you get a cheaper machine for your health?
Competitor machines are not from Japan (they are #1 in technology and health), not licensed or ISO certified, and do not have physical service locations. The competitor devices use cheap metal that deteriorate over time and leach into your water. We have had several cases that people bought cheaper machines, only to throw it away and invest in Kangen water instead. I can connect you to them if you want.”