Dear Sunrider Business Leader,

Be relaxed and enthusiastic when giving a presentation or talking about Sunrider. If someone asks a question or has an objection, don't take it personally. Actually, once you get used to answering objections and questions you will find that it is the most exciting and challenging part of a presentation. A question or objection is a sign that someone is interested-- and that's good.

You need to understand the four steps to take in overcoming an objection or in answering a question. One of the problems you face is knowing what the real objection or question is. Often we, as the presenters, will jump to conclusions and even though they have an objection that is worded the same, the real concern could be different.

For example, many people express concern about the price of the products. What you don't know is whether their income is too low, the mark-up may be too high, or that they can get the same amount of herbs from the store for a lot less money. Each of these is a legitimate concern, but they all have different answers.

These four steps will help you understand what is truly on their minds and deal effectively with all their objections and questions.

Four Steps to Overcoming Objections

Step 1. Seek for understanding. Whenever you encounter an objection or question, find out what they are thinking by asking them additional questions ... and listen to what they say! You can respond by asking, "Could you help me understand your concern by telling me more about it?" Then ask questions about any part of their response that you don't understand.

When you have explored it sufficiently so that you are sure you know what they are talking about then...

Step 2. Give a good answer. Keep your answers short, simple and to the point. This is where your training, meetings, and listening to audio tapes come in handy. These places are where you will find the information that will allow you to answer questions efficiently.

Keep in mind that if you do not know the answer, then one of the best answers you can give is, "I'm sorry, I don't know the answer to that, but I can find out." It is better to say this, than to give information that may be incorrect.

Once you have appropriately answered the questions...

Step 3. Confirm that they understand and agree. You can do this with a simple question, "Does this information satisfy your concern?" If they say "No," then go back to step one and seek additional understanding. If they say "Yes" then...

Step 4. Move on. At this point you have said enough.

Sincerely,

Paul Jensen

Call your sponsor and have them give you a question or objection.  Work through the four steps and overcome the objection with your sponsor.  This is great practice to learn to do it effectively during a presentation.