HOW TO HANDLE THE 16 MOST COMMON OBJECTIONS
When making a decision, our brains automatically try to find reasons why we shouldn’t do
something. It’s totally normal and also why it’s important to be prepared to handle objections
that WILL come up. Your goal is to show them, in a caring and understanding way, that there is a
better way to see the situation.
Use the FEEL, FELT, FOUND method:
I know how you FEEL.
I FELT the same way about _________________ (their objection)
But this is what I FOUND ____________________ (share alternative perspective)
1. The products are too expensive / can’t afford it.
a. I totally understand how you feel, in-fact when I first looked at the products I felt the same way.
But this is what I have realised: The company could have made cheaper products, but the owners
want them to really work. If this actually helped you with <<NEED>> would it be worth it?
b. I totally understand how you feel, in-fact when I first looked at the products I felt the same way.
But this is what I have found: buying the best is always worth it when it comes to health. Can I ask
you a question?
c. I know exactly how you feel, I felt the same when they first showed me the products, but I haven‘t
found anything else that gives me these kind of results.
2. I don’t have the money to start the business.
a. I’m sorry to hear that, sounds like you’re in a tough spot. Do you have a plan to fix that? (Add a part of
your story e.g.) I felt the same way in fact I had to sell some household items to get started. But they
taught me what to do and I’m so thankful I was able to turn my situation around.
3. I really want it but can’t afford it.
Okay, so are you saying you really want to do this but you don’t have the money in the bank or on a credit card?
(Wait for response, if YES then...)
How far off are we? How much would you be able to put together to get started?
4. I don’t have the time.
a. It might not be a fit for you, but I’ve found that the busiest people are often the most successful in
our Business. If you are looking to create more time do you have a plan to fix that?
b. If you truly don’t have any time, you might need this more than I thought. Maybe this isn’t a fit, but
you might want to find a way to generate residual income to help free up your time. I’ve found it
makes all the difference.
c. That’s exactly how I felt, but then I thought how will I ever have more time unless I do something
that creates residual income. Otherwise, I’ll be busy for the rest of my life, and how will I
enjoy it? I discovered this is my solution.
5. I’m not a salesperson.
a. Totally understand, I felt the exact same way. But I found that all I do is just share, be genuine and
people are either interested or they’re not. It’s been a great experience and honestly, I much
prefer doing this with non-salesy people. I can show you how to do it if you want but if not, no worries.
b. Understandable, and I honestly prefer to do this with people who don’t have experience in sales.
I sure didn’t. We have the tools to make it super simple, but if it’s not for you no worries. Do you
know anyone who might want to make extra money part-time if we show them exactly how?
6. Can you really make money?
a. Absolutely, I wouldn’t be taking this seriously otherwise.
It’s not a get rich quick deal. It takes hard work and learning the skills. But don’t worry, you’ll learn.
b. Reminds me of this quote, “It’s amazing how people think 4 years is a long time to succeed in a
business, but think it’s alright to stay broke at a job for 40 years.”
c. The company has over 60 years history of helping people design the life they want. That’s exactly what
I plan to do. I would love to do this with you.
7. How are you doing with it / how much are you making?
a.I’m just getting started but it’s blown me away how much support I’m getting from leaders who are
teaching me exactly what I need to do to grow this business. I haven’t been this excited in a
long time. I would love to do this with you but, if not, no big deal.
b. (If you would like to share your biggest month) In one month I made $____________ and it’s been really
helpful to
have the extra money, but I’m just getting started. It’s blown me away how much support
I’m getting from leaders who are teaching me exactly what I need to do to grow this business. I haven’t
been this excited in a long time. I would love to do this with you but, if not, no big deal.
8. I’ll need to talk to my husband/wife first.
a. Totally understand! That’s important. When you join us, we invest a lot of time with you so it’s
important that she/he is onboard. If you think it would help, I am very happy for the three of us to
meet and talk it through and answer any questions. Let me know if you think that would be of value?
(Wait for response, if YES then set up the next appointment with the spouse...)
9. I tried a business like this before and wasn’t successful.
a. Why do you think it wasn’t successful?
(usually they admit to not putting enough time in, or not taking it seriously, or a bad company)
Do you think if you were to _______ (take it seriously or partner with a company that has integrity) you
might have different results? I can tell you from experience that the support is incredible... leaders will
show you exactly what you need to do. If you want to run with me, I’d love to do this with you but, if
not, no big deal.
10. Is this Network Marketing?
a. Yes, it is! (use enthusiastic positive tone)
(Wait for their reaction, if it’s negative...)
I can see you have a story, can I ask what it is?
(Let them tell you their story, usually about them or someone they know...)
I’m so sorry you (or they) went through that. That’s awful.
Do you think if you were to _______ (take it seriously or partner with a company that has integrity) you
might have different results? I can tell you from experience that the support is incredible... leaders will
show you exactly what you need to do. If you want to run with me, I’d love to do this with you but, if
not, no big deal.
11. I want to think about it.
a. No worries, take your time! We invest a lot of time with you to show you how to do everything, so it’s important
that you’re serious.
Just curious, what’s the biggest reason for your hesitation? (ask questions to get to the real reason
they are hesitant and then handle those objections.)
12. Is this a pyramid?
a. What do you mean by that? (most people don’t really know what they mean, so ask questions to
understand their objection better.)
b. Pyramid schemes are illegal. Do you think NeoLife could really be in business for over
60 years doing something illegal?
c. By definition, a pyramid scheme involves signing people up to something without any real product or
service being used. I wouldn’t even recommend you join if you weren’t also willing to use the product
and build belief in what you’re sharing.
d. If you mean that one person at the top makes all the money while everyone else does the work, I
think you might be talking about big corporations, haha!
13. Is this where the people at the top make all the money?
Funny you say that, I actually thought the same thing when I first heard about this. But what this
really is, is performance-based compensation. People at the top making all the money is more of a
corporate structure.
14. When someone says “NO” when closing.
Do you mind telling me what you’re saying “NO” to?
15. Sure, I’ll meet up with you, but not if it’s about network marketing...
For sure, let’s just grab a coffee. I just want to catch up with you. When you’re there... Ask them, “hey
you mentioned you would meet only if it wasn’t about my business... I’m curious, why is that? Are you
concerned about network marketing?”
16. Let me see if I can get a few other people on board first.
Okay, but honestly it’s probably a better use of your time to just decide not to do this. It’s really hard to
get someone on board if you weren’t willing to step up and do it yourself. That usually doesn’t go very well.
If you do want to want to make extra money with this, we can show you, but you would need to have
already joined. Let me know either way.
August 2024