“I can appreciate that…”

 

 “I don’t blame you for feeling that way…”

 

“I know what you mean…I’ve been there myself.”

 

 

  "I don’t like people in network marketing",  "I can appreciate that Lisa.  Tell me a little more as to why you feel that way?"  When she answers, keep probing with more questions and buffers like: "I don’t blame you for feeling that way, but if I could show you that my business does not look like that would you be interested in hearing more?"

 

 

 This is just another one of those Pyramid Schemes. "I don’t blame you for feeling that way.  May I ask you why you feel that way."  I’ve had my own bad experiences and want no part of it.  "I know what you mean, I’ve been there myself. If  I could prove to you beyond a shadow of a doubt that this is not a Pyramid Scheme would you be interested in hearing more?"

 

 

I don’t think I have time, I have such a busy schedule.  “Welcome to the club, I know how you feel, I am in the same boat”.  If I could show you how to bring in extra income without changing what you are presently doing, would you be interested?"

 

I’ve tried network marketing and it did not work for me. “I’m sure I would feel the same way if I were in your shoes, can you tell me more about your experience?"

 

The Prospect Answers (Listen to his answer/ask more questions/probe – then ask) 

 

 "If I could show you one that works with an easy duplicatable training system, would you be interested."

 

 

“To be candid/frank with you…”  (Don’t ever say To be honest with you– to say that makes you sound like a dishonest person and this one time you are going to be honest and tell the truth)

 

 

RESEARCH BUFFERS

Is it an objection or not? Most of the time people say “NO” before they say “YES” – it is just a reaction.  Don’t take “NO” for the answer, inquire – ask more questions.  You have the right to know if it is a real objection.

 

 “May I ask why” OR "May I make a suggestion?"  How about we get together tomorrow at 3 and I will show you the program?  No.  “May I ask why”   That time is not good for me, but I am available at 1 does that work for you?  Shows you that “NO” was not really “NO”

 

When you would use...“May I ask why” 

I don’t need to make any extra money…

I don’t like network marketing…

I like what I am doing right now…

I am not interested in this at all.

 

No problem, I can appreciate that, may I ask why?

 

Presentation Setting using “May I ask…”

Start with:

"May I ask what attracted you to the Young Living?"

OR

 "May I ask what type of work you are doing right now?"

OR

"May I ask what you are looking for in a home based business?"

 

“I’m curious” – use when you don’t have a clear sense of what they are thinking.

 

"I’m curious, what did you mean by that?"

OR

"I’m curious, why did you make this appointment?"

 

 “Would you be offended if I asked…?”

 

"Would you be offended if I asked you if you were happy with your present annual income?"

OR

 "Would you be offended if I asked you if you were happy with your health right now?"

 

“It would be helpful to me if I could understand more about that”

 

 "It would be helpful to me if I could understand more about what your goals are in life?"

OR

 "It would be helpful to me if I could understand more about your situation.  This way I can see if there is a fit between what I am looking for and what you are looking for."

 

APOLOGY BUFFERS 

 “I’m sorry to bother you… "

 

“I’m sorry to bother you; may I ask you a quick question?"

OR

“I’m sorry to bother you do you have a moment to talk?"

 

“Is this a convenient time…”

 

“Is this a convenient time for you to speak to me for just a minute?"

 

“I don’t know if you can help me or not?” –  GREAT for asking for referrals.

 

“I don’t know if you can help me or not, but I am looking for someone who can dedicate 7-10 hours a week in a home based business. (Third party approach) Would you happen to know anyone that would be interested?"

 

 

PERMISSION BUFFERS - they make the prospect feel like they are in control and gets their permission to go to the next step

 

 “With your permission, I will show you the Program."

 

“May I make a suggestion, why don’t you look at the program and decide it you want to go any further – fair enough”

 

“Provided this meets your approval”

OR

“Provided you’re sufficiently impressed”

 

“If it’s ok with you, I will show you how we get paid, and provided it meets your approval I will invite you to join one of our gatherings to meet some of my team provided you are significantly impressed. 

 

AGREEMENT BUFFERS – To overcome resistance – Agree...don’t argue

 

I agree with you…

 

Hey, your products cost too much

"I agree with you, but if I could show you how to get them for free would you be interested?"

OR

"I agree with you, they are very expensive, but if they solve your problem to your satisfaction would it be worth it?"

OR

"I agree with you, say I show you how in the long run they can cost you less? Would that be a little more comfortable for you?"

 

THAT MAKE SENSE TO ME BUFFER          

 

Before I get involved in your business I would like to use the products

"That makes sense to me, you’re the boss I wouldn’t expect you to take my word for it please, try the product yourself, I wouldn’t expect anything less."