Overcoming Objections (Prospecting)

When receiving an objection, keep cool… it is just the potential business owner wanting more information. Keep a strong posture, do not get defensive or weaken your stance.

Remember they are afraid of the risk... just pile up the worth by repeating their needs, strengths and goals back to them.

Hear is what you will say to all of these objections:

Money

not looked at the information yet

wait two weeks for the money

All Objections start the same way...

(Name), is it that you are absolutely serious about (repeat strengths, needs and goals) and that really don't have the (money, time, etc) and you want to get started or are you just telling me you don't have the (money, time, etc) because you are not serious at all about (stengths needs and goals) and you don't want to hurt my feelings?

I have not looked at the information yet

Did you get a chance to look at the information yet? No.

Really? Did you have some kind of emergency with your family?

If no, Ok you (name) I certainly don't want to waste your time or mine and I typically don't give people a second chance but if I'm absolutely certain that you are deadly serious about (repeat needs strengths and goals) then I will give you a second chance. So tell me are you serious about (strengths, needs and goals)

If yes, "Great, do you have a pen and paper handy? I want you to listen to this call right now 616-712-1649 (Moms Call is 616-712-1055) Repeat that back to me. I'll call you back in about 15 minutes. At that point we are going to decide whether or not we are going to work together and where you will fit on the team. At least its a way for you to (strengths need and goals) So I'll call you back in 15 minutes."

If not, "Write this down, here's my phone number... When you get more serious about (strengths, needs and goals), why don't you give me a call. Good luck and God Bless and I hope you find what you are looking for."

I don’t have the Money

So (name), is it that you are absolutely serious about (repeat needs and goals) and that you have fallen on some serious hard times and you don’t have the extra money or are you just telling me that you can’t afford it because you’re really not serious at all about (repeat needs and goals) and you don’t want to hurt my feelings.

If they really don’t have the money ask, “how long has it been like that?”

Well, (name) I usually do not do this unless I am absolutely convinced and certain that the person is deadly serious. If I am certain that we are not going to waste each other’s time then I am willing to take a chance on you. I can pre-launch your business if I know that you are as serious as Dani Johnson. Dani was flat broke, $35,000 in debt, homeless and living out of her car. Not wanting to find her self in that financial position again she found a way to get started and made $2000 profit from a pay phone booth and $10,000 the next month. By the end of her first year she made a quarter of a million dollars. By the end of her second year she made her first million. So (name), are you as serious as Dani? (Script -Followup Call#1 and they did not do their homework)

If yes, Tell me why?

Ok great welcome aboard.

Do you have a pen and paper handy? I have homework for you.

We are going to get your training underway and let’s see if we can earn the money to get yourself started. But (name) if you don't do the homework, I’m sorry; we will have to cut our losses early, okay? So if you do this, I’ll know that you’re serious and I’ll take you to the next step.

Go to the www.roadtonvp.com and click on the prelaunch link on the first page. It will ask you to watch a short video, listen to a training call and write your reasons why and prepare a list of resources and then I want you to call me tomorrow at ______ (time) and we will get you earning some money right away.

I need to wait two weeks for the money

Ok, name, is it that you are serious about (repeat needs and goals) and you really don't have the money or are you just telling me that you need to wait 2 weeks for the money because you're not serious at all about (repeat needs and goals) and you don't want to hurt my feelings?

If yes, I need to wait and I am serious.

Great, I have some instructions for you. Let's at least give you a head start. Name, this is how our relationship is going to work. I am going to give you a homework assignment and if you follow through with it then I will know how serious you are. Are you ready to write this down?

I need you to go to the www.roadtonvp.com and click on the prelaunch link above the first time here link. It will ask you to watch a short video, listen to a training call and write your reason why and prepare a list of resources and then I want you to call me tomorrow at ______ (time) and we will get you earning some money right away. (If they can get online... walk them to the page they are supposed to be on. (Script -Followup Call#1 and they did not do their homework)

Script for Follow-up Call and they did not do their homework

Hey name, did you get a chance to do that homework assignment?

(If the prospect says no)say, did something bad happen to your family>

(If they say no I just got too busy and some thing just came up)

Oh OK well you know (name) I don't want to waste your time and I certainly don't want to waste mine, Our advertising campaign has been extremely successful. In fact, I have a couple of appts to get to. When we spoke yesterday you said you were deadly serious about it? (Let them respond)

We certainly didn't help you get established in business for you to fail. We agreed to start you because I though you were serious about succeeding. Is that still true?

Well (name) I am going to give you a second chance to complete the assignment. Do you have access to the internet while talking to me?

I need to talk to my spouse

I totally understand and that is important. So (name), is it that you are absolutely serious about (repeat their needs and goals) and that you run all of your decisions by your husband/wife or are you just telling me that you need to talk to your husband/wife because you’re really not serious at all about (repeat their needs and goals) and you don’t want to hurt my feelings?

If the prospect says, "I don't need to talk to my spouse" say "Welcome aboard and sign them up."

If yes, I am serious, I just need to talk to my spouse" say, “ Have you ever brought something home to your spouse that you were excited about? Did he/she ask you questions you couldn’t answer? Did he/she poke some holes in your excitement? Was that a little frustrating? Would you say that bypassing that frustration would be a good idea?

We have a couple of options. One, we could go ahead and let your spouse take a look at some information in the same exact way you did and he/she can drill me with questions instead of you. At that point the two of you could decide whether this is something you want to move forward on so that you can (repeat needs and goals) or we can go ahead and get you started right away and start building your check this week and you could just show your spouse the check. So which will it be, (name) do you want to show him/her the check? Great welcome aboard, how do you want your names spelled on your checks?

I don’t have the time

So (name), is it that you are absolutely serious about (repeat their needs and goals) and have some concerns about time or are you just telling me you don't have time because you’re really not serious at all about (repeat their needs and goals) and you don't want to hurt my feelings.

Prospect: No I am serious about (needs and goals). I just can’t see where I can make the time.

Ok Great it sounds like you have some really good questions and concerns… what is your first question?

What's your 2nd question?

Do you have a 3rd question? (no more than 3 questions)

So if I can answer your questions and you feel really good and satisfied with the answers, are you ready to get started right away so you can (repeat need and goals)

(Write down all of their questions on a paper and refer to (answers below)

I have to think about it

So (name), is it that you are absolutely serious about (repeat their needs, strengths and goals) and that you that you really need to think about it because you have unanswered questions and concerns or are you just telling me that you need to think about it because you’re really not serious at all about (repeat their needs, strengths and goals) and you don’t want to hurt my feelings?

Ok Great it sounds like you have some really good questions and concerns… what is your first question?

What's your 2nd question?

Do you have a 3rd question? (no more than 3 questions)

So if I can answer your questions and you feel really good and satisfied with the answers, are you ready to get started right away so you can (repeat need and goals)

(Write down all of their questions on a paper and refer to (answers below)

I have to pray about it

So (name), is it that you are absolutely serious about (repeat their needs and goals) and that you need to pray about it because you have some concerns about the position or are you just telling me that because you’re really not serious at all about (repeat their needs and goals) and you don’t want to hurt my feelings.

Prospect says, "Yes"

It sounds like you have some really good questions and concerns… what is your first question?

What's your 2nd question?

Do you have a 3rd question? (no more than 3 questions)

So if I can answer your questions and you feel really good and satisfied with the answers, are you ready to get started right away so you can (repeat need and goals)

(Write down all of their questions on a paper and refer to (answers below)

Is this a pyramid?

You say, “What do you mean by that?

They say, “Where you sign up your friends and family”

Is that what you were looking for?

They say, NO

You say, Great, we actually work with an advertising firm. We interview people to see if they are qualified to be in a home based business and those that are, we establish them in a business. Our company is modeled after the insurance industry, you know when you pay your car insurance premium the agent gets paid month after month and his broker gets paid, and the district manager and regional manager gets paid. We get paid that way as well.

So do you want to make a little or lot that you can (repeat their needs and goals)? Great welcome aboard. How do yu want your names on you checks>

I don't like sales

What do you mean by that? Listen.. Ex "You know, where I have to go and sell to my family friends and neighbors.

Is that what you are looking for? Prospect says "NO"

Great, that is not what we want you to do. Welcome aboard.

If the prospect is persistent in asking questions, take control of the conversations and say,

It sounds like you have some really good questions and concerns… what is your first question?

What's your 2nd question?

Do you have a 3rd question? (no more than 3 questions)

So if I can answer your questions and you feel really good and satisfied with the answers, are you ready to get started right away so you can (repeat need and goals)

(Write down all of their questions on a paper and refer to (answers below)

Answering Questions

Ok Great it sounds like you have some really good questions and concerns… what is your first question?

What's is your 2nd question?

Do you have a 3rd question?

(Write down all of their questions on a paper and refer to answering questions below)

After you have written down all of their questions say,

“So, (name), if I can answer all of your questions so that you feel really good and totally satisfied with the answers, are you ready to get started right away so that you can (repeat need strengths and goals)?”

Ok so your first question is _____________?

Do I have that right? (Answer questions reading answer below) Now ______, does that answer your first question?

Great, your second questions was… (Answer questions reading answer below) Does that answer your second question?

And your third question was…. (Answer questions reading answer below) Does that answer your third question and are you totally satisfied with that answer?

Great, welcome aboard… how do you want your name on your paychecks?

Common questions

What do you do?

Where do you find clients?

Where do you find business partners?

How much money can I make?

How much do you make?

Whats included in my investment?

What kind of training do you provide?

I don't have time? How can I do this?

I heard discount plans don't work?

Why should I pay to work for a company?

Question MARKETING THE SERVICES

What do you really do? How do you market the services?

Answer

Our benefit plans gives us two different opportunities to earn money with AmeriPlan. You can go in either direction you prefer and you can also choose to work both. The first way is to look for people who want to SAVE money by enrolling them in the benefits package…and the second is to respond to peoples’ request about working from home…just like I am responding to you. We are not high-pressured sales people. We don’t go door to door or do any cold calling. We simply present the information to people and go from there.

There are lots of ways to do this. Some people like to work locally by running newspaper ads, putting out fliers, working with small businesses, and so forth. Some people like to work on the Internet with Internet advertising or working with advertising campaigns, which are people who have requested information about our benefits or about working from home. Either way you prefer is fine and you can certainly do a little bit of both if you’d like. All of the training and support is available from your home, either by phone or on the Internet. We have a great training site on the Internet that takes you through the five steps of getting up and going with the company.

Does that answer your question and are you totally satisfied with that answer?

Question FINDING CLIENTS

How do you finds clients for the service?

There are lots of ways to do this. Some people like to work locally by running newspaper ads, putting out fliers, working with small businesses, and so forth. Some people like to work on the Internet with Internet advertising or leads, which are people who have requested information about our benefits. Either way you prefer is fine and you can certainly do a little bit of both if you’d like. All of the training and support is available from your home, either by phone or on the Internet. We have a great training site and training calls that will teach you over 20 ways to market the service.

Does that answer your question and are you totally satisfied with that answer?

How do you find business partners?

That’s a really good question, (name). I actually have been trained to do an interviewing process and believe it or not, I read a script to you today. And through that script there was an interviewing process to see if you had the kind of qualities and were the kind of person (name) that we were looking for.

So, _____ let me ask you something….if you were trained, do you feel like you could read and stick to a script? Okay great.

We find people thru advertising campaigns or through a list of resources that maybe you may have… 20-30 thousand people a day are currently looking for a home based business… and once you’ve been trained to interview people you will find that some of the people are qualified and that at that point, you would decide to work with them and establish them in a home based business.

So how that works is we would basically go through a script, direct people to some information – the very same way that you took a look at the information – read them some questions from the script and then answer their questions.

Now do you feel you’d be able to read a script, direct people to information so that they can make a decision on their own, afterwards, asking some questions, then, once you’ve been trained _________, to do so, answer their questions? Great, that’s what this new career is all about. That can be done over the phone and in person.

Does that answer your question and are you totally satisfied with that answer?

Question - MONEY

How much money can I make?

Answer

When you enroll a member into the benefits plan, you will get paid an advance of $36 to a$107 depending on the plan the person chooses. When you enroll someone to work from home, you get paid and advance of $90.00. Now, this income is NOT a one-time deal. You get paid on these same people month after month and year after year. So, this is something that is going to grow for you over time.

If you get 5 people this month and 5 people next month, then you are getting paid on 10. And 5 years down the road, you are still getting paid on the people you have enrolled today, assuming they are still with you on the plan.

Can you imagine how many people you can accumulate over time? Some of our brokers have 1000 members or more. If those members were family members in the DVPC plan, that’s $ 6.00 x 1000 = $ 6000 every single month!

As you advance with the company, you can also earn over-rides by building a team and helping others.

The company also offers training bonuses, vacations for top producers and benefits like the DVPC plan, 401K programs, the accidental death and dismemberment policy, that increases as you move up in the company and over 15 other benefits to help your build and grow your business.

You will also reap the tax benefits only given to small business owners and lots of things that you currently spend money on will now be tax deductible… things like mileage on your car, your computer, phone, internet access and more.

Of the people who are making a six-figure income with our company, on average, they did it in four-years on a part-time basis and two-years working full-time. Some have built six figure incomes marketing the service and some have done it building a marketing team. So you can choose how to build your business or do both.

Does that answer your question and are you totally satisfied with that answer?

Question – Money

How much did you make your first year?

I don’t know I am still getting paid on it.

Does that answer your question and are you totally satisfied with that answer?

If no, well you see I get paid over and over every month for the work I do, so I can not tell you how much I have made. I can tell you that of those individuals who are making over $100,000 a year did it consistently working their business on a part-time basis in 4 years and on a full-time basis in 2 years. With the TOP program you can create a 6 figure income in a year.

Question INVESTMENT

What is included in my investment?

Answer

There are two ways you can get started, with the Basic Plan and the Trainer Option Program.

The company has a $50 monthly administrative fee that pays them for the services they provide. In a traditional business like McDonalds… the owner pays McDonalds a million dollars to get started and thousands of dollars for day-to-day operations. With AmeriPlan we do the same thing only we pay $50 instead of $1,000’s. AmeriPlan is going to manage all of your members and field any phone calls that come in from those members. They provide you with a broker support website where you can check on your earnings and the members and brokers you have enrolled. They have a customer support center that you can call with questions you might have…but of course you would have me as your personal contact as well. They also provide you and your entire household with a membership in our dental, vision, prescription, and chiropractic program…so it can help you save on your healthcare as well. They give you a vested-for-life contract so your business is willable and sellable. They even offer 401K benefits plan, an accidental death and dismemberment policy and 15 other benefits to help you build and grow your business. In exchange for their services, we pay them a small overhead cost of $50 per month. The first $50 is paid when you enroll, and then as long as you are actively working the business and earning money, this cost will just come off your earnings, so those of us, who are working, never worry about that. We all make more than $50 per month!

With the basic package you pay your monthly administrative fee of $50 and a $45 fee for your marketing materials. AmeriPlan will send you the broker package of marketing materials, including marketing brochures, DVD’s, forms and other materials to you. They will send you gift certificates for $50 that you can use to purchase more brochures and marketing materials. They set up your back office and your professional e-commerce websites as well.

Most people want to start with the TOP program which is $495. It waives 3 months of administrative fees, a savings of $150, gives you $275 in sales aids and a $500 gas certificate. That is a total value almost $900, which is an awesome value for the extra $400 plus you are elgible for the Triple Advance of $324 for marketing 3 dental plans in your first 18 days and allows you to qualify for all the additional bonus programs. So you can see WHY the TOP program is what most people choose to establish their business.

We work closely with you to get your first three dental plans so you qualify for the $324 bonus.

Now of course, this is your own business and not only do you get to earn money from home on your schedule, you also have GREAT tax advantages.

Every thing you do is tax deductible so it really adds up on a yearly basis to help put more money back into your pocket.

Question TRAINING

What kind of training do you provide?

Answer

Both our team and our company, AmeriPlan® U.S.A. provide the best training in the industry. Our simple systems show you step-by-step how to build your business. Our training programs are designed to help you develop your potential. We have one-on-one training and the company and have interactive conference calls available to you throughout the week.

We have orientation calls for new business owners, calls educating you on the benefits programs, calls to teach and coach you how to talk to potential clients and business owners, group and small business training and others that you can plug in to…so we certainly don’t just bring you into this business and let you figure things out on your own.

Our team support is awesome and we are here to help you every step of the way! Our team training website allows you to move at your own pace with recorded flash training presentations and recorded calls. You could not find better support and training. In fact, many people who have been with other companies are astounded with the amount of support that this team provides when you plug in to the calls and support systems. We hear this all the time.

Question TIME

I don’t have a lot of time. How can I do this business?

Answer

Most of our business partners work full-time but they really want to get more free time and income in the future so that they can do the things they really want to do like (repeat need strengths and goals).

Debbi, one of our business partners had 5 children, worked 50-60 hours a week, volunteered in the community and played sports found a way to squeeze in an additional 10 hours a week to create a future for her family.

Within a short period of time she was able to replace her full-time income, fired her boss and now works part-time from home with more time to do the things she wants.

We have found that all of the individuals that make $100,000 a year in repeat residual income did that within 4 years part-time and an average of 2 years working full- time. In the TOP program they did it in half the time.

Question DISCOUNT PLANS

I heard that discount plans don’t work?

Answer

All I know is that with AmeriPlan we had a client in Florida who got a bid from her dental insurance plan for $4000 for a root canal, a bridge and a crown and we saved her $1500. Another client saved over $200 on her medications with our pharmacy benefit. We have lots of satisfied clients all over the United States.

What makes us different from other plans is the we have contracted our own proprietary network of dentists that we carefully screen and actually visit their office to make sure they have the professional appearance meet the strict qualifications and high standards we require to work with our clients. We have an excellent customer service department. In fact, in Florida we are one of the very few dental plans that have been heavily scrutinized and allow to market in that state. The have strict legislative laws regarding dental and health plans in that state.

Question WHY PAY

Why should I pay to work for a company?

Answer

That’s a great question, because you own your own business and are not an employee. The company has a $50 monthly administrative fee that pays them for the services they provide. In a traditional business like McDonalds… the owner pays McDonalds thousands of dollars for day-to-day operations. With AmeriPlan we do the same thing only we pay $50 instead of $1,000’s.

AmeriPlan is going to manage all of your members and field any phone calls that come in from those members. They provide you with a broker support website where you can check on your earnings and the members and brokers you have enrolled. They have a customer support center that you can call with questions you might have…but of course you would have me as your personal contact as well. They also provide you and your entire household with a membership in our dental, vision, prescription, and chiropractic program…so it can help you save on your healthcare as well. They give you a vested-for-life contract so your business is willable and sellable. They even offer 401K benefits plan, an accidental death and dismemberment policy and 15 other benefits to help you build and grow your business.

In exchange for their services, we pay them a small overhead cost of $50 per month. The first $50 is paid when you enroll, and then as long as you are actively working the business and earning money, this cost will just come off your earnings, so those of us, who are working, never worry about that. We all make more than $50 per month!