OBJECTION HANDLING NOTES

 

WHAT IS OBJECTION HANDLING ?

Objection handling addresses and resolves concerns, doubts, or hesitations that a person (e.g., a customer, client, or stakeholder ) raises during a discussion, negotiation, or sales process.

It involves understanding the root of the objection, empathizing, with the individual, and providing solutions or explanations to overcome their resistance and doubts.

Key elements of OBJECTION HANDLING :

LISTEN ACTIVELY ( ध्यान से सुनें ) : PAYING CLOSE ATTENTION TO THE OBJECTION WITHOUT INTERRUPTING TO FULLY UNDERSTAND THE CONCERN.

EMPHATHIZING (दूसरे के दुख को अपना समझना): Acknowledging the person's concern and showing understanding of their perspective. 

CLARIFYING ( अच्छे से समझे ): Asking questions to dig deeper and uncover the true reason behind the objection. ( YES, YES, YES …YOU ARE RIGHT,..YES YES….ANYTHING MORE YOU WANT TO SAY ….THIS IS HOW WE UNCOVER AND  EMPATHISE WITH THE PERSON.

RESPONDING EFFECTIVELY ( प्रभावी ढंग से जवाब देना ): Providing clear, concise, relevant information or solutions to address the concern.

FOLLOWING UP: Ensuring the objection has been resolved and confirming the individual feels confident moving forward. 

EXAMPLES OF OBJECTION TYPES :

1.  PRICE OBJECTIONS ( प्रोडक्ट महंगे है ): The product is too expensive.

2. TIMING OBJECTIONS ( मेरे पास समय नहीं है ): I am not ready to decide now. I don’t have time for this.

3. VALUE OBJECTIONS ( मूल्य आपत्ति ): I am not sure this is worth it. I am not a salesperson.

4. TRUST OBJECTIONS ( ट्रस्ट की आपत्ति): I am not sure your company can deliver. I don’t have enough people.

5. COMPETITOR OBJECTIONS ( प्रतियोगी के सवाल ): This sounds like a scam or pyramid scheme.  I am considering another option.

TIP FOR EFFECTIVE OBJECTION HANDLING: 

• Stay calm and professional.

• Avoid being defensive or argumentative.

• Turn objections into opportunities to provide more value.

• Listen Actively ( ध्यान से सुनें ): Don’t interrupt when someone shares their concerns. Show empathy by acknowledging their point of view.

• Understand the root cause of their hesitation. ( समस्याओं की जड़ को समझे )

• Provide clear and honest information. Share personal success stories or testimonials to build credibility.

• Offer product samples to demonstrate quality and value.

• Turn objections into opportunities. ( सवालों को अवसरों मे बदले ) 

Use objections as a chance to educate the prospect. Example: if someone says " I don’t have time", respond with: "That’s exactly why this business could work for you. It's flexible, and you can start small by dedicating just a few hours a week.

  SOME OBJECTION RESPONSES : 

            

 "I DON’T HAVE TIME " (मेरे पास समय नहीं है )

I completely understand this. Many of our successful team members started part-time and gradually grew their business.

" I AM NOT A SALESPERSON " ( मैं सेल का व्यक्ति नहीं हूं )

That’s okay! Amway provides training and tools to help you succeed, even if you don’t have prior experience.

"THE PRODUCT ARE EXPENSIVE " ( आपके प्रोडक्ट बहुत महंगे है )

 Amway products are premium quality and offer excellent value.

Plus, as a business owner, you will enjoy discounts and earn rewards.

    

       Ask questions : ( सवाल पूछे )

•        "What concerns you most about this opportunity" ?

•        " Have you had a negative experience with network marketing before "   ?  

 

 USE THIRD-PARTY TOOLS :

• Share videos, brochures, or presentations that address common objections.

• Invite prospects to attend a business meeting or webinar to learn more.

BE PATIENT AND RESPECTFUL : 

• Don’t pressure or argue with the prospect.

• Give them time to process the information and make an informed decision.

FOLLOW-UP :

• If the prospect is not ready, don’t give up. Follow up later with updates, success stories, or new product launches.

By mastering objection handling, you will build trust, strengthen relationships, and increase your chances of growing a successful Amway business.