Some of the ideas listed in this document relate to overcoming objections to purchasing a product you are trying to sell; other ideas relate to your attempt to have a prospect become involved in the Simplexity Health business opportunity. We hope you find the ideas in this document helpful.

Reasons for Objections

1. The person wants to say yes, but his limited financial resources require substantial justification. Therefore, he will object on unrealistic grounds. In other words, "Show me why I should spend my money for this?" Watch for signs of fear, and take steps to reassure your prospect that the investment can be recovered quickly. Also point out the company's 90-day money-back guarantee.

2. He is confused and doesn't understand what you are saying. Often the person becomes embarrassed because he doesn't want to seem dense and therefore will give a negative response. Never assume that a prospect is really as knowledgeable as you think regardless of the person's background in business. Ask your prospects frequently if you are explaining things clearly.

3. Many prospects have a difficult time making decisions, whether large or small, so you must help them to decide.

4. The prospect is doubtful that he can afford to make the purchase and is too proud to admit it.

5. The objection is really a question. Your prospect wants more information.

6. The person wants to delay making a decision and is stalling for time.

7. Something you have said or done is offensive to the prospect. There is no obvious way to overcome this emotionally based objection.

Four Steps To Overcoming Objections

1. Show them you are delighted that they asked the question and agree with them.
   1. "Mr. Prospect, I'm glad to hear you say that. I know exactly what you mean."

   2. "Mrs. Prospect, thank you for bringing that up, it's a good point. In fact, many people who have taken advantage of the Simplexity Health opportunity have had that same thought."

2. Treat an objection as a question.
   1. "Yes, I understand your point, but the question in your mind is whether this is the right time to join Simplexity Health, correct?" (If the objection is one of delay.)

   2. "That's an intelligent approach. You're wondering if you can handle this investment just now without upsetting your budget, aren't you?" (If the prospect claims he can't afford it.)

3. Find out if the voiced objection is the only one.
   1. "That is certainly a good point to consider. Your question is whether it is wise to spend that much money, isn't it?" (Yes.) "Well you do like the program, don't you? If you were sure that cost wouldn't present a problem, there would be no other questions, would there?"

   2. "Mr. Prospect, except for the fact that you may have to move from this area soon, there is no other question, is there?"

   3. "If you could satisfy yourself on this one point, you wouldn't have any objection to starting immediately, would you?"

4. Use the same line of reasoning as the prospect's objections.
   1. "Mr. Prospect, you are so right! I agree with you. One can't keep taking on additional obligations forever. But really, the Simplexity Health opportunity doesn't add obligations, it helps you remove them! Here, let me show you how it can."

   2. "Mrs. Prospect, you're 100% correct. The very reason you shouldn't wait any longer to take advantage of the Simplexity Health opportunity is because of the spiraling economic inflation. Become a Simplexity Health member now and you could save yourself more money later. And wouldn't you rather have those additional dollars in your pocket as equity for the future?"

Habits to Avoid

1. Many prospects are lost because the sponsor summed up the objection too quickly and didn't hear the prospect's entire objection. Try to pinpoint and understand the objection.

2. Never interrupt because you think you can anticipate what the person is trying to say. You will probably misunderstand and the prospect will be offended. The person will be much more relaxed and receptive to you and your answer if you let him finish the question.

3. If possible, delay confronting a prospect's objection until you have completed your presentation. However, don't appear to avoid the question entirely. ("Mr. Jones, that's a good point. I'll answer that in just a minute, O.K.?") Chances are that you will answer the question in your presentation, but if not to his satisfaction, the question will be raised again.

4. Don't place undue emphasis on any objection. It may simply be a question.

5. Never treat any objection as an unjustified question, either by facial, vocal, or body expression.

6. When answering an objection, avoid an argument by using such phrases as "I suggest," and "As you know."