Answer Customer Objections

Answering customer objections is an important service you offer during the Sales Cycle. Ask engaging questions and let them share their experiences and concerns. Talk less and listen more. You will overcome objections by discovering what it is they really want and helping them find ways to get it. Ask if they are open to the next step of getting oils in their home.

Provide friendly and honest answers to what is causing their hesitation. See their shared objections as key insights to make you more effective. Use this framework for answering objections.

1. Acknowledge that their concern is valid. People have a psychological need to be heard and understood.

2. Summarize the concern in your own words and express empathy.

3. Ask permission to explore options and brainstorm solutions together.

4. Reference a third party’s experience and explain how they solved the same challenge.

5. Issue an invitation.

There are several common objections you may encounter when enrolling a customer and this video addresses those.

1. Why choose doTERRA over other essential oil companies.

2. Money.

3. Feeling that their spouse will not be supportive of the purchase.

4. Not seeing a need for doTERRA products.

5. Feeling resistant to buying from an MLM.

In addition to discussing common objections, you can identify the two different types: true concerns and empty excuses. True concerns are authentic, urgent, and detailed, while excuses are vague, trivial and non-specific.

Watch this video to learn more about answering objections and practice your answers so you are confident in your responses.

[Marjorie]

This is such a great video. I saved it to my favorites.