Handling Objections( no objections/only concerns or excuses)

1. Handling Objections(no objections/only concerns or excuses) • Don’t answer Objections-Handle them! Ground Rules - • If you receive objections before the presentation,You need to learn proper Prospecting(Contact,qualify and invite) • SW principle (Some people cross the forest-not see firewood) • List them down-only that? • Reduce statements-ask questions • Never Argue/Don’t be arrogant/Don’t take a defensive stand • If you can overcome an objection in your presentation before he raises it, you are more likely to make a deal

2. Communication(understanding what exactly someone wants to tell you and answer accordingly) • Pretended Listening • Selective Listening • Verbal Listening(superficial,exchange of words-do not go deep and understand-no time-he wants to how much time required) • Intensive Listening GQ is not just making money but we influence the whole personality of the person)

3. Technical ObjectionsIf it breaks/if one does not work/how the company pay this much • Ideological Objections No money,no time,I don,t want this type of money,cheating friends

4. No Time No money No Contacts How can we trust GQ Guarantee-after 5 yrsProduct deliveryCheque Delivery Family problems How much did you make? I don’t want to beg!/I don’t have this much time Saturation Stagnation Risk TCO/Nominee dies Don’t know presentation Pyramiding/Money chain Let me think about it Let me get my 2 Will join-not work Too expensive/Can’t afford Who will support? How pay commission I don’t want to spoil f-ship I don’t know computer/how to present I don’t believe in you I don’t want spoil my status Where can I sell? Too difficult Main Objections

5. Let me think about it!Is a stall ,not a real objection.--find out the true objection—HOW? • Great, that means u r interested? • Yes, I am. • U R not just saying, let me think about it’s just to get rid of me-are you, Mr.X(in a humorous way) • Oh, no, no, no (laughter) • Do you have anyone else to discuss before you make a decision? • When you think it over naturally you will develop some doubts-won’t u? • I know, that u are an expert in your field. Likewise I am experienced in NWM. • Why don’t we think it over together when I am right here to answer your concerns? • Could you please tell me ,what was the main thing you wanted to think about? bring out the real objection) Reasons:- Doesn’t have money-Can’t decide on his own-doesn’t need your product-doesn’t trust u or have confidence in u and business-he has his friend already in-doesn’t like you)

6. No Contacts/don’t know anybody • Is that the only problem? • Do you really need it? • If we suggest a practical way which we follow - something which is working for us-would you go for it? • How many people you need? • Help him to make a list of……..

7. How pay this much commission • Product sales/cycle product • Max-out • Balanced Binary • From where a company make profit-end user. • Traditional business-infrastructure • Salary and other operational cost of sales force go before sale-ONLY AFTER SALE

8. Will join-not work • Don’t join • If you need a product, not business, go ahead

9. Too expensive • Presentation failure • Anything on cost price? What is the cost of your shirt? Cost of BMW • Who decide the price? • Any gold shop staffs? • Gold-Alukkas, Rolls Royce, dozens of shop • Allowed Mark up + making charge • Gold price+profit+royalty+minting charge+commision • Why are you buying?Fascinated? • Buy business • How much-USD25000-40%-10,000-800 per month • Time-hard earned cash-risk-inventories-tax people • Which is cheaper

10. Where are the leaders?Who will support us/locally/o-seas • Why do you ask that question-no support. • Do you really need it? • PBO- Willing to take ownership? Self sustaining. • You need support until you become able. • We will support you. • Leaders developing worldwide.

11. How much did you make? Why do you ask that question? whether it will work. Which business make big money in 3 months? I am 3 months-have 4/3. 2 weeks/learning/1st person/ 8 months/did not take seriously-arrogant, secure job/potential

12. Illegal • E-commerce-Amazon .com/DVD express. COM • Company willing to share profit –illegal? • Traditional Marketing-Chain of distribution -Nike/ Sachin/ Amitha B • Referral marketing/Visa Card • System to share

13. PyramidingArrogant/Flexible • Feel….. • You don’t like pyramids-do you? • What’s a pyramid? • One on the top-Like a bank • Top earn more-Like your company?1001 • Shape-like a church/family/office • 2 Column-Differentiate-Pyramiding-no product/not legal/head hunting-smuggling

14. I don’t want this type of money/ friends money/spoil relationship • Presentation failure-No value in the business-LEARN!! • He is not your friend------if he is your friend, • Do you think that I came to grab some money from you? • I found opportunity-wanted to share. • This Type of money • May I ask you-what do you really mean? • Easy money? Free Money? • Do you really need it? • If your concern is getting people-I will help you.

15. I cannot beg/I don’t have this much time • Your presentation was a failure • This is what you are doing • Be professional/posture/be bold • They need you more than you need them

16. I don’t want to spoil my status • Don’t do it

17. Where can I sell it? • Website • Kerala Numismatic Exhibition • Numismatic is new-GQ is making it more popular-will conduct auctions and exhibitions

18. Do I have to bring 6?I cannot get peopleLet me get my 2 first • Your presentation was a failure • True, if you go now with 2% knowledge • Learn and then start cautiously with up line • Restaurant- people will come food and service good-do it professionally • Do you really need it-we will help you.

19. SaturationLast person • Presentation Failure Prove as Theoretical • 1959-5% not covered by Amway • Driving license/church/cars/TV • Worried about your family or the proverbial last person! Do you really need it?

20. Stagnation/ • For those who don’t do it professionally, over a period of time

21. Risk • What? Buying a quality product like TV

22. Guarantee/product- cheque delivery/company there after 5 years • Credibility • What is the guarantee-Business –business people • No guarantee-Your company-guarantee/your job-new blood5 years • 10 million-6 years back-300 million • IPO • Diversification-showed in the presentation/website -QI • GQ proceed with a 25 year plan • Vision-to become a billion $ company by 2010 Let me tell you….. • Cannot start business/what might happen • Worried about my family

23. I don’t know how to present/I don’t know computer • Feel • What is our age? • Could you run from day one? • Sequential growth which took years • Felt • Do you really need it-train yourself

24. I don’t believe in you • Commit suicide • Reconsider your value If you are too Young • Take your up line when dealing with hard-core people • Arun/ Bala/ Manoj- • your professionalism • self image • and conviction

25. TCO/Nominee dies • Law of the land

26. No MoneyExcuse/Real concern • Excuse Presentation was a flop • Feel • Only problem- if u had enough money would you have joined? • When u say no money, no money at all or shortage? • Do you really need it? • Ask introducer-are you willing to help?YES-25% to 50% • Genuine He lacks money-low paid-but can make if he wishes • Give him a shoulder-Feel • Do you really need it? • Recall the gap in money • How many years are you working? • When will u get money to build a better future/stay with family • Practical options • Did you bring anybody? • Emergency leave/arranged money overnight

27. No timeExcuse/Real concern • Excuse Presentation was a flop • Only problem- if u had time would you have joined? • How much time you need? • Do you really need it? If I show some practical options, would u? • Genuine He lacks time-but can make if he wishes • How many years are you working? • Recall the gap in money • When will u get time to build a better future/stay with family • Do you really need it? If I show some practical options, would u?

28. Spouse Problem • Have you shared your vision with wife? • Does she know how important it is? • Take wife for presentation • Include her • Spend time with them

29. Too difficult to DO • Agree-deep in our heart we know it • Business will be powerful-realistic-attractive and we will be respected if we say-I am showing an opportunity which can change your life in 3-4 yrs, hard, difficult but not impossible. Before presenting, let me ask you some questions-if u r not willing to humble yourself and go through training, sacrifice and learn new things- I and you will be wasting our time. This is highly rewarding, fulfilling and profitable-but be willing to pay the price.

30. WHEN YOU GET EXCUSES YOU DON’T GET RESULTS People make excuses because it makes them feel better.

31. Every thing starts with the LEADERS • Do you as a leader have the necessary qualities to lead your organization to an excuse free culture? • Are you setting up an excuse free culture? LEAD OR GET OUT OF THE WAY Like it’s said – If you cant stand the heat, get out of the kitchen

32. Genuine commitment can be measured in four ways • The willingness to change • The willingness to risk • The willingness to invest time • The willingness to invest money The commitment is evident in actions and not in intentions