Prospecting: Overcoming Objections Every Representative has a choice: to view objections as obstacles, or see them as opportunities. The choice you make can strongly influence your success or failure as a Representative. Prospecting is simply having a conversation to know about the prospect and how the Avon Earning Opportunity will make a difference in his or her life.
What is an Objection? It’s an expression of a desire for more information. A prospect that raises an objection is usually interested in the product or service being offered. But, perhaps subliminally, the prospect knows that the natural response to an objection is the attempt to overcome it. By responding to the objection constructively, you are providing your prospect with the missing information and lead them to make a decision.
Objection
Response
I don’t have $15
”How about I give you our Explore Avon envelope with Brochures and order forms? We will meet before the order is due, and you can pay the $15 then.”
I need to ask for permission (husband, wife, parent, partner, etc.)
“I would like to invite your husband to an Avon Opportunity meeting and let him speak to another couple who works their business together.”
I’m not a good sales person
"Selling is sharing something you love and talking about it."
OR
(Have them share their favorite movie, restaurant, car, etc. Ask what they love about them.)
I don’t know how to sell
(Give her an Explore Avon kit.)
Ask: “Did you just get paid to recommend that movie? Avon pays you to recommend our products and opportunity.” I don’t want to buy a lot of products
“No inventory is required. You place orders based on what your Customers want every two weeks.”
I don’t like Avon
“What don’t you like about Avon?”
03/20/2013
Prospecting: Overcoming Objections
Objection
Response
I don’t use Avon
“Excellent, I’m glad you see the benefit in using a good product. What product line are you currently using? How often do you buy and how much is it? How would you like to see how a comparable product can save you money with 100% satisfaction guarantee?”
OR I already have a line I use I don’t have the time OR I’m too busy
“Part of the Avon Opportunity is: you do not need to make a new schedule to work this business. You simply conduct your Avon business with your everyday activities and continue to build your business network.” OR “Wonderful, you are just the kind of person we are looking for; you have contact with a lot of people already.”
I don’t know a lot of people
“The Avon Opportunity allows you to get to know new people and introduce yourself as not only a resource but a partner and friend.”
I’m already a Customer/I already have a Representative
“That’s great. Who is your current Representative? When was last time you received a Brochure? How often do you order from your Representative? Has he/she ever talked to you about the Avon Opportunity?”
I have sensitive skin
“That’s alright; we have products for sensitive skin. Have you heard of our mark. line? There are products with natural ingredients in both Avon and mark. lines. And, remember, we have 100% satisfaction guarantee on our products.”
I don’t want to recruit people
“With the Avon opportunity, there are two streams of income. One is by selling the products and the other is by sharing the opportunity with others who could benefit from an extra income. You get to choose the paths you take based on how much additional income you need.
I’m not interested
“That’s ok. Who do you know who would benefit from additional monthly earnings? If they’re interested, I will have a nice gift for you!”
OR It’s not for me I don’t wear make-up
03/20/2013
“As you look through our current brochure – (hand person Brochure) – you will notice we have much more than just make-up. With Avon, we have lines to service everyone, such as kid’s clothes, women’s clothes, shoes, shampoos, bath lines. What type of products do you use on a daily basis?”
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