Don’t cringe. Don’t worry. When a sponsoring
prospect is not ready to
say yes to the L’BRI
opportunity, it doesn’t mean you should pack up
and go home! WELCOME HER CONCERNS! Her concerns
or objections often mean she still has
questions, or some things just don’t seem clear
yet. Remember, this is all NEW to her.
After you’ve shared the L’BRI opportunity with
your potential Consultant, it’s only logical to
ask her to get started.
A good question to start with is, “What rewards
of becoming a L’BRI Consultant seem the most
important to you?”
Her reply may be… I can see that I can make
enough money to pay off some credit cards. “That
is a wonderful benefit, and I would love to help
you with that.” Then you can ask, “Is there any
reason you’d have for not getting started?”
If she does have reasons to hesitate, welcome
them!
Prospective Consultants may not be ready to say
yes immediately; they will often have some
concerns. And really, most Consultants had to
think or talk through a few things before they
started. What were your concerns?
When she expresses her concern or objection, be
confident that you can help her think it through
and discover what is best for her. Now is the
time for you to ask questions and listen.
A typical concern is… “I’m not sure; I need to
think about it a little more.”
Let’s explore how you might respond.
"I can sure understand how you feel. Sometimes
it can be difficult to sort things out and reach
a decision. Perhaps I can help. You’ll probably
agree that with making any decision, it can help
to divide up the areas to think about.
Draw a Star. As you review each area of the
L’BRI business, write the word on a tip of the
Star.
Product – Do you have any reservations about the
quality and value of the product?
Company – Do you have any concerns about the
stability of the L’BRI Company? Do you feel
confident about the support the company give’s
to Consultants?
Profit Plan – Do you see how you make money with L’BRI?
Programs – Do you have any questions about the
Programs that would support you – like how you
get started? How about the no cost Hostess
Rewards to help you build your business?
Training – Are you concerned about learning
about skin care or makeup? ANY QUESTIONS About
learning how to start your business?
As you ask these questions, give her answers to
reassure her and give her confidence in L’BRI.
If her concerns do not apply to the areas of the
business you discussed, mention this…
“There’s only one other area to consider… YOU.”
Write the word YOU in the center of the Star.
"You may be feeling the way many of us felt when
we first started. Perhaps you're not 100% sure
that you will be successful? Is that a
possibility?” Her reply will probably be
affirmative. “On the other hand, let's think
about this… Are you 100% sure you won’t be
successful? The benefit of paying off some of
your credit cards would be so important to you.
How will you ever be able to find out if you can
do it?” Her reply is likely to be… TRY it.
"Right! Now by trying L’BRI, let's see if we can
be confident that you’d succeed."
"Let me ask you – have you ever learned to do
something well?" (Suggest a skill, sports,
hobby, job, etc. if she can’t think of
something.) She may say she’s very good at
sewing. Begin asking some questions:
“How long have you been sewing?”… 5 years
“What was the most difficult garment you've
sewn?” … A lined jacket
“Oh, my goodness, I’d never attempt something
that difficult." This lets her know there are
things you don’t feel confident doing too.
"How did you develop your sewing skills?" …
Went
to classes and mother taught her and she
practiced.
"Did you start with simple, basic items?"… Yes.
"So you learned the basics and then went on to
the more challenging patterns. You followed
directions, probably asked questions, got some
help from your Mom, learned through classes, and
developed a valuable skill. That’s amazing!"
"Just as you learned to sew and became confident
and successful at it, you can learn to share our
products. When you begin as a Consultant, I’ll
help you start your business – step by step. The
best ways to learn how to share the products is
to come on a few Shows with me and watch our
simple-to-follow Show DVD. And, there are also
great resources for information in our Learning
Center.
“You know, based on what you’ve told me about
how you became an excellent seamstress, I’m
confident that you will do well as a Consultant.
I’m looking forward to working closely with
you.”
How do you feel about giving it a try?”… I feel
better.
"That’s great. Let's get you started. And
remember, you have nothing to lose and so much
to gain!"
Most potential Consultants have a few concerns –
obstacles they see are in the way of them saying
yes. After you’ve shared the business
opportunity, welcome any concerns. They are
bound to come up. Then patiently let her know
that you understand how she feels; share with
her how others have resolved the issue; refocus
on her WHY; and then ask her to start… again.
After sharing the business with many potential
Consultants, you’ll find there are less than a
dozen concerns you’ll ever hear. Learn and
practice how to handle each of them and you’ll
gain more and more confidence in your sponsoring
skill.
For more ideas on handling concerns or
objections, go to the sponsoring Training Guide
in the Learning Center under sponsoring tab.
http://lbribiz.com/sponsoring/Sponsoring_Training_Guide.pdf