Global Wealth Trade “你想要的产品，你需要的生意。” 异议处理 HANDLING OBJECTIONS.

Global Wealth Trade “你想要的产品，你需要的生意。” 异议处理 HANDLING OBJECTIONS

处理异议的真理 TRUTHS ABOUT HANDLING OBJECTIONS
异议只是没有答案的问题 Objections are just unanswered questions 它通常是基于恐惧或由于缺乏了解 It’s usually fear-based or due to lack of knowledge 和气地坚持己见来越过“拒绝” Be pleasantly persistent to get past “NO” 不要制造不必要的异议（少说/多听）Do NOT create unnecessary Objections (Talk Less/Listen More) Unanswered Questions Remember: “NO” means “New Opportunity” Talk Less, Listen More You need to equip yourself with Knowledge. Get help from qualified up-lines for closing or use 3-way calls 2

越过“拒绝” GETTING PAST “NO”
60％的消费者在购买之前说“不”4次 60% of Consumers say “No” 4 Times before making a purchase 你失败，因为：你放弃得太早 You fail because: You Give Up Too Soon 显示温和的持续 Show Gentle Persistence 记住：消费者想购买，他们只是不希望被销售 Remember: Consumers want to buy, they just don’t want to be sold Four (4) Times You fail because You Give Up too Soon 3

越过“拒绝” GETTING PAST “NO”
• 你如何应对是非常重要的 How you respond is extremely important • 如果你表现得有防备，你会在他们心中种怀疑的种子 If you act defensive, you'll plant a seed of doubt in their minds • 如果你发动攻势，你会赶走他们 If you act offensive, you'll chase them away • 我们的目标是教育和理解 Our goal is EDUCATION & UNDERSTANDING • 不是为了赢得争论 NOT to win an argument • 我们的工作是帮助盲人看清楚 OUR JOB IS TO HELP BLIND PEOPLE SEE • 当别人问负面问题或提出异议，他们只是在帮你确定他们的盲点是什么WHEN SOMEONE BRINGS UP A NEGATIVE QUESTION OF IF THEY OFFER YOU AN OBJECTION, ALL THEY ARE REALLY DOING IS HELPING YOU TO IDENTIFY ONE OF THEIR BLIND SPOTS Four (4) Times You fail because You Give Up too Soon 4

异议处理的三个”D” 3 D’s of Objection Handling
决心 DETERMINATION 你的自信 Your Confidence 信念的三脚架培训 Tripod of Belief Training 对话 DIALOGUE 今天会覆盖 Will be covered today 传递 DELIVERY 自信，热诚 Confidence, Enthusiasm Determination: Deal with it head on Dialogue: Have the right words to say Delivery: With Confidence & Enthusiasm It’s not what you say but how you say it You have to be confident but not too pushy 5

异议处理的三个”E” 3 E’s on Handling Objections
活力 ENERGY 热情 ENTHUSIASM 兴奋 EXCITEMENT Determination: Deal with it head on Dialogue: Have the right words to say Delivery: With Confidence & Enthusiasm It’s not what you say but how you say it You have to be confident but not too pushy 6

异议处理的三个”F” The 3 F’s on Handling Objections
• 感觉 Feel • 觉得 Felt • 发现 Found 不要忘记你的MY5和第三方支持与信誉！Don’t forget your MY5 and 3rd Party Support and Credibility! Always Acknowledge with Empathy – FEEL, FELT FOUND a good Question” “I FELT the same way before” “ What I FOUND out was….” 7

如果你...你会不会... If you… would you…
有时候，你听到一些异议并不是他们“真正”的异议。Sometimes, some objections you hear aren’t the ‘real’ objections they have. 因此，“剥开洋葱层”，并继续剥开真相！ So ‘peel back the layers of the onion’ and keep peeling for the truth! 异议：“我没有时间” Objection: “I don’t have time” 回复：“如果你有时间，你会开始吗？” Reply: “So if you had time, would you launch your VDM?” Always Acknowledge with Empathy – FEEL, FELT FOUND a good Question” “I FELT the same way before” “ What I FOUND out was….” 8

如果你...你会不会... If you… would you…
异议：“我没有钱” Objection: “I don’t have the money” 回复：“如果你有钱，你会开始吗？” Reply: “So if you had the money, would you launch your VDM?” 结果是：你会发现他们在说的是不是真正拒绝理由！Result: What you will find out is if what they are saying is the real objection or not! Always Acknowledge with Empathy – FEEL, FELT FOUND a good Question” “I FELT the same way before” “ What I FOUND out was….” 9

异议种类 OBJECTION TYPES 异议分为两类 OBJECTIONS FALL INTO ONE OF TWO CATEGORIES
限定自己能力的信念 LIMITING BELIEFS IN THEIR OWN ABILITIES 限定对网络营销的信念 LIMITING BELIEF IN NETWORK MARKETING Always Acknowledge with Empathy – FEEL, FELT FOUND a good Question” “I FELT the same way before” “ What I FOUND out was….” 10

常见的拒绝理由 COMMON OBJECTIONS
我没有时间 I DON’T HAVE TIME On Approach: SAY I recently started this new business. Come out to take a look & Give me your opinion Post –Tour: ASK *How much time do you think you need to spend on building this business? *With our tools & systems, you could be successful with 10 hours a week *This business will create much more time in your life once you’re in it *How much time do you watch TV? *SAY: Spending time to make yourself rich is better than spending that to make someone else rich 11

我没有时间 I DON’T HAVE TIME 要点: POINTS: 花时间来让自己变得富有，比花时间使别人富有更好。Spending time to make yourself rich is better than spending time to make someone else rich. On Approach: SAY I recently started this new business. Come out to take a look & Give me your opinion *SAY: Spending time to make yourself rich is better than spending that to make someone else rich 12

我没有时间 I DON’T HAVE TIME 问 ASK: 如果你有时间，你会开始吗? So if you had the time, would you launch your VDM? 你认为你需要花多少时间来做这生意? How much time do you think you need to spend on building the business? 你花多少时间看电视? How much time do you watch TV? 说 SAY: 我从没见过一个富有的人只是无聊 I’ve never met a rich person who was just bored Post –Tour: ASK *How much time do you think you need to spend on building this business? *With our tools & systems, you could be successful with 10 hours a week *This business will create much more time in your life once you’re in it *How much time do you watch TV? 13

这是金字塔结构或是骗局吗？ IS THIS A PYRAMID SCHEME OR SCAM？ Look at them like they are from outer space 14

这是金字塔结构或是骗局吗? IS THIS A PYRAMID SCHEME OR SCAM? 问 ASK: 做出一个迷茫的样子，然后问“那是什么？”，并继续装迷茫地问“你是什么意思呀？” Have a confused look and ask “What’s that?” And keep looking confused and ask “What do you mean?” 说 SAY: 这是加拿大设计师时装品牌被这些媒体报道过（展示第三方的赞誉刊物) This is a Canadian Designer Fashion House with exposure on (items in Mag Pack 1&2, BFH, N/T,CJ, ABJ, CBJ, etc) Ask them to explain what it is – for enlightening Mastercard /VISA doesn’t partner with pyramid companies If asked whether this is a Network Marketing/MLM thing – Say “This is a Canadian Designer Fashion House marketing through the Internet 15

我不知道怎么卖东西 - 我不是做销售行业 - 我不会销售 I DON’T KNOW HOW TO SELL - I ‘M NOT IN THE SELLING BUSINESS – I CAN’T SELL Share stories 16

我不知道怎么卖东西我不是做销售行业 I DON’T KNOW HOW TO SELL I ‘M NOT IN THE SELLING BUSINESS 说: 你不需要懂得销售，你只是和别人分享这个生意和产品。 Say: You don’t need to be in sales, you just need to share the product and business with people You don’t need to be in sales, you just need to share the product and business with people. Share stories 17

我认识的人不多 I DON’T KNOW ENOUGH PEOPLE *People I know don’t want to join this business. *Paint the vision of Time & Financial Freedom *Share stories about multiple successful members & their backgrounds **They’re afraid: Show them the tool & System 18

我认识的人不多 I DON’T KNOW ENOUGH PEOPLE 问 ASK: 你认识两个会对得到时间&财务自由或是对退税有兴趣的人吗? Do you know 2 people who might be interested in Time & Financial Freedom, Tax Savings? 你认识对工作，时间或金钱有埋怨的人吗？Do you know anyone who complains about job, time & money? *Ask if they know 2 people who would be interested in Time & Financial Freedom *Know anyone who complains about job, time & money? *Share stories about multiple successful members & their backgrounds *Ask them to take out their cell phone *Show them your list document – Talk about FB, Social Media etc. *Ask if they share good Restaurant, great movie etc. 19

我不觉得这个生意适合我 I DON’T THINK THIS BUSINESS IS FOR ME According to the background of the prospect, Share the Benefit of GWT Home-based Online Global Business Small Investment, Great Return No Experience Required Tax Benefits Travel Turn key with systems Products 20

我不觉得这个生意适合我 I DON’T THINK THIS BUSINESS IS FOR ME 问 ASK: 你为什么这样觉得呢? Why do you think so? 你不喜欢这生意的那一部分呢? What part of this business you don’t like? 说 SAY: 这是一个小的投资，但潜在巨大的回报 This is a business with a small investment but potentially great return Oh, why do you think so? I know you would like to help people. What part of this business that you don’t like? According to the background of the prospect, Share the Benefit of GWT Home-based Online Global Business Small Investment, Great Return No Experience Required Tax Benefits Travel Turn key with systems Products 21

我不知道这生意是否可行 I DON’T KNOW IF THIS BUSINESS WILL WORK People want change but are afraid of taking action Share Benefit 22

我不知道这生意是否可行 I DON’T KNOW IF THIS BUSINESS WILL WORK 说 SAY: 只有一个方法来找出答案。我们有培训，以确保你成功！There’s only one way to find out. And we have training to ensure your success! 在最坏的情况下，你还是节省了税款。你认识其他人有需要节省税款吗？At the worse case scenario, you still save on taxes. Do you know others who could save on taxes? The amount of $$$$ you make is entirely up to you: PT, ST, FT Safe investment, Tax benefit, Financial Freedom Ask: Would anyone they know 23

我没钱 I HAVE NO MONEY Grow your team to help you upgrade Share CEO story of the luxury car 24

我没钱 I HAVE NO MONEY 说 SAY: 你会花$499或是$3099去买一些不会帮你赚钱的东西 You’ve spent $499 or $3099 on things that never paid you 这不是你如何开始，而是你如何完成 It’s not how you start, but how you finish 问 ASK: 你买的设计师产品会帮你赚钱吗？Did the designer product you bought ever pay you back? It’s not how you start, but how you finish – RETAILER Grow your team to help you upgrade Explain tax benefit Saving for a save investment Designer product they bought – Did your LV bag ever pay you back? – Great business investment 25

我没钱 I HAVE NO MONEY 问 ASK: 如果你没钱，那么你过去5, 10, 15, 50年在做的不行！你需要这生意 (还可以省税) If you don’t have money, then what you’ve been doing for the past 5, 10, 15, 50 years ISN’T WORKING! You NEED this business (again for tax savings) 对我来说，有一天，当我回顾我的生活，我应该不会记得花过$499或是$3099。对我来说，重要的是我有没有竭尽所能给下一代留下什么! 我要知道自己尽全力在生活上做到最好! For me, when the day comes and I look back on my life, I won’t even remember spending $499 or $ What would matter to me is whether I did all that I could do to leave a legacy behind! To have known that I tried and gave it my BEST in LIFE! It’s not how you start, but how you finish – RETAILER Grow your team to help you upgrade Explain tax benefit Saving for a save investment Designer product they bought – Did your LV bag ever pay you back? – Great business investment 26

我要时间考虑 I NEED TIME TO THINK ABOUT IT WRONG ANSWER: OK, call me if you have questions. 27

我要时间考虑 I NEED TIME TO THINK ABOUT IT 问 ASK: 我只是想弄清楚，具体什么是让你犹豫? Just so I can get a clear picture, what specifically is holding you back? 你会损失什么呢? What do you have to lose? 说 SAY: 这生意正在不断向前发展 The business is constantly going forward RIGHT ANSWER: Just so I can get a clear picture, what specifically is holding you back? What do you have to lose? GWT business, unlike others has no risk nor downside! The business is constantly going forward Share Tammy’s & Sherry’s story about Timing to join 28

我要时间考虑 I NEED TIME TO THINK ABOUT IT 提示 TIP: 理论: 现在加入便马上可以得到税收优惠。如果你多等一个月，你便失去一个月。Leverage tax benefits of joining now. If you wait one month, you lose one month. 解释你没有自己的生意已经是一个损失。然后，解释他们会损失了什么! Explain what they’ve LOST already by not having a business. Explain what they WILL LOSE! RIGHT ANSWER: Just so I can get a clear picture, what specifically is holding you back? What do you have to lose? GWT business, unlike others has no risk nor downside! The business is constantly going forward Share Tammy’s & Sherry’s story about Timing to join 29

我要时间考虑 I NEED TIME TO THINK ABOUT IT 提示 TIP: 理论: 双轨制的好，你上面的人会放人在你下面。位置的重要。Leverage “stacking” effect of people above you putting people below you. 讲错过的人的故事。Give stories of people who missed out. RIGHT ANSWER: Just so I can get a clear picture, what specifically is holding you back? What do you have to lose? GWT business, unlike others has no risk nor downside! The business is constantly going forward Share Tammy’s & Sherry’s story about Timing to join 30

我不喜欢或佩戴首饰 - 这是一个女生的生意 - 不喜欢珠宝 I DON’T LIKE OR WEAR JEWELLERY - IT’S A BUSINESS FOR FEMALES – NOT INTO JEWELRY Share stories of Top Earners that are MALE 31

我不喜欢或佩戴首饰这是一个女生的生意 I DON’T LIKE OR WEAR JEWELLERY IT’S A BUSINESS FOR FEMALES 问 ASK: 解释做生意，不是在于你喜欢什么…而是大众想要什么! Explain in business, it’s not even what you like… it’s what the masses WANT! 麦当劳的例子 Example of McDonald’s 梦想的工作 vs 梦想 DREAM JOB versus DREAM Ask them if they wouldn’t like an investment in 21K Gold or Timepiece? Ask if someone give them a watch or a pair of cuff links, would they turn it down? 32

我要跟我的爱人讨论一下 I NEED TO DISCUSS WITH MY PARTNER/SPOUSE Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 33

我要跟我的爱人讨论一下 I NEED TO DISCUSS WITH MY PARTNER/SPOUSE 说 SAY: 你是跟你爱人解释这生意最坏的人选 You are the worst person to explain the business to your spouse/partner 问 ASK: 如果你的爱人说”不好”，你还是会做这生意吗? Would you do the business even if your spouse said no? Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 34

我怎么知道这家公司会不会倒闭？ HOW DO I KNOW THIS COMPANY WILL LAST? – WILL BE HERE FOR A LONG TIME? Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 35

为什么这公司增长得这么慢? WHY DID IT GROW SO SLOWLY? Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 36

为什么你会认为我们没有竞争对手呢？ WHY DO YOU THINK WE HAVE NO COMPETITORS? Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 37

你的产品有什么特别？ - 为什么人们买FERI而不买GUCCI或是LV呢？WHY ARE YOUR PRODUCTS SPECIAL? – WHY WOULD PEOPLE BUY FERI AND NOT GUCCI OR LV? Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 38

我从来没有听过FERI - 没人听过FERI I’VE NEVER HEARD OF FERI – NO ONE HAS HEARD OF FERI Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 39

GWT跟其他公司有什么让不同？ WHAT MAKES GWT DIFFERENT THAN OTHER COMPANIES? Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 40

你的产品好贵 - 我的国家负担不起 BUT YOUR PRODUCTS ARE EXPENSIVE – MY COUNTRY IS SPECIAL CAN’T AFFORD YOUR PRODUCTS Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 41

我赚很多钱，我不需要这个 I MAKE A LOT OF MONEY, I DON’T NEED THIS Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 42

是不是传销/网络营销？ IS IT MLM/NETWORK MARKETING? Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 43

传销不行的 - 试过传销，不适合我 MLM DOESN’T WORK - TRIED MLM AND IT DIDN’T WORK FOR ME Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 44

你现在赚了多少钱？ HOW MUCH MONEY HAVE YOU MADE SO FAR? Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 45

你的运费很贵 YOUR SHIPPING FEES ARE EXPENSIVE Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 46

我已经有一个生意可以帮我省税，不需要另外一个 I ALREADY HAVE A BUSINESS FOR TAX SAVINGS DON’T NEED ANOTHER ONE Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 47

当你赚到钱，我会加入 WHEN YOU MAKE MONEY, THEN I’LL JOIN Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 48

有人加入，我就加入 WHEN SOMEONE SIGNS UP, THEN I’LL JOIN Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 49

为什么其他公司有跟FERI一样的产品呢？ WHY DO OTHER COMPANIES HAVE PRODUCTS SIMILAR TO FERI? Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 50

为什么GWT不在DSA (直销协会)？ WHY IS GWT NOT ON THE DSA? Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 51

他们没有任何问题或异议？你就是讲着讲着，但他们很安静? WHAT IF THEY DON’T HAVE ANY QUESTIONS OR OBJECTIONS? SO YOU’RE TALKING AND TALKING, BUT THEY’RE VERY QUIET…? 那就问：“有什么让你犹豫，主要的原因之一是什么？” JUST ASK: “SO IF THERE WAS ANYTHING HOLDING YOU BACK, WHAT WOULD BE ONE OF THE MAIN REASONS WHY?” Say you’re the worst person to explain the business to your spouse/partner Offer to go over to their place Ask them to bring spouse to tour – Prep them how to say it Ask if they will do the business for themselves 52

Ask Your Questions OR Share Your Objections
Q&A 提出你的问题或分享你的异议 Ask Your Questions OR Share Your Objections Prospects must be able to easily recognize that any value identified is in their best interest first & foremost if you are to gain their trust and create good long term relationship 53

Global Wealth Trade “你想要的产品，你需要的生意。” 异议处理 HANDLING OBJECTIONS.

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Global Wealth Trade “你想要的产品，你需要的生意。” 异议处理 HANDLING OBJECTIONS.

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