Overcoming Objections

Approaching others about the Arbonne Opportunity can be out of your comfort zone, but a little guidance and practice can help you feel more confident and comfortable. Sometimes, your mind is working on how not to get rejected, rather than being present and really listening.

First, every consultant gets objections! Second, it is human nature for someone to say "no" or to be skeptical. Accept and embrace this part of the business. By reading and studying this training you will become very comfortable with initial objections when approaching prospects or when you are following up after presenting the business opportunity. If you have a clear, professional answer to help them, your mind will not feel so afraid, which will free you up to listen better, and help them with their mind. 

 

YOUR MINDSET FORMULA :

  • It’s common to have objections.

  • Truly listen to understand their concern. Love where they are and respond with empathy and authenticity. Don’t be defensive or argumentative and don’t dismiss their concerns.

  • Ask questions and use this time to investigate what could be holding them back from starting.

  • View the follow-up, or any conversation regarding Arbonne, as the beginning of a working relationship, and to move their process forward. It's not about you, it's about them.

KEEP IN MIND WHAT YOUR JOB IS:

  • To educate people on what this business is all about so that they can make an informed and inspired decision.

  • We are in the sorting business, not the convincing business.

  •  “No” means "I don't know enough."  They justify the “no” with what they think sounds like a reasonable response. So as the consultant, you are going to help them better understand and analyze the situation so they can make a good decision for their life that’s not based on an irrational fear or misinformation.

  • This is the beginning of a working relationship. Be sincere and authentic with your willingness to help that person, rather than what they can do for you. It’s always important to not let your needs show through, but instead, focus on the person you are speaking with and their needs and desires. Build trust.

  • Always maintain the relationship, no matter what decision they make. No business is worth losing friends over.  Don’t take it personally!  And, you never know what might be in their future or who might be in their future. If you handle this with grace, understanding, compassion, and professionalism, then they or someone they know may be more open later.

 

WHAT TO DO: 3 GENERAL APPROACHES TO MOST OBJECTIONS

  • “I totally understand, I felt the same way.” Only say this if you did, but in most cases, you did feel the same way. Remember, you were once the judging skeptic with concerns and reservations.

    • In addition, "many people I know, who are now successful in the business, felt the same way initially.” Give examples. Read one EOA a day so you can have anecdotes and stories of other VPs that may relate to this better than your own. 

 

  • Ask a question for clarification.  This will help you understand where they are coming from. "Tell me about that.” “Why do you feel that way?” “ What is it about sales you don’t like?” Remember, you are the detective. Keeping digging until you find the real objection. Be specific with your questions. Be curious.

 

  • “That’s exactly why I thought of you.”  If someone says they are too busy, you can say, “That’s exactly why I thought of you” and that will stop them in their tracks. Why? They will want to understand why.  Example: Find and share an Eye on Arbonne Story that matches the story of your prospect.

 Click here for some ways to respond to common questions or concerns from potential prospects.