問題や不満を解決

One of the most important things to do in handling objections is to remember this is a relationship business, and the person you are talking to needs to feel and know that you care.  They need to know that you want to help them be successful in dōTERRA. A good approach to handling objections is a well tested selling technique that is based on principles of “feel, felt, found.”

 Objection  Possible Response
“I need to talk to my husband (or wife) first…” Wonderful. I feel talking things over with your spouse is really important. Many have felt some decisions (like starting a business) obviously are joint decisions, while others (like a simple product purchase) normally don’t have to be joint decisions. After you have that conversation, would you oppose me following up with you to see how it went?  I think you’ll find your spouse would welcome the idea of minimizing your family’s health care costs, or possibly contributing to the family income.  When is a good time to follow up with you?”
“I’m too busy for this …” “Believe me, I know what it is like to feel too busy.  I have a lot going on with _____, _____, _____.  With all this going on, I have felt like there isn’t another way to fit even one more thing into my schedule.  What I’ve found though, is a way to make time for this.  Why? Because I find it is rejuvenating in the sense that I’m helping people resolve their own health challenges, I work with people I want to work with, helping with the family income and it’s fun!  Look at your current schedule.  Do you have an hour per day to try it?
“Is this an MLM company or pyramid scheme?” “dōTERRA is a Direct Selling Company, which is very different from a  Pyramid scheme.  The business focus of a Pyramid scheme is to recruit new members, and pay bonuses for achievement of recruitment goals. The startup costs for a pyramid scheme are significant, often involving recurring “membership” fees or expensive “educational,” “training,” or “advertising” materials that can easily be found free of charge elsewhere. They often highly pressure recruiting new members and involve promises of large profits with minimal work, often in high-pressure seminar environments.  I’ve found dōTERRA is definitely not a pyramid scheme; it is highly product sales driven.  IPCs earn when they sell products. May I ask, what has been your understanding or perception of the direct selling industry?”
“A 5 ml or 15ml bottle seems like a small amount of product for the price…” “When I first started with dōTERRA products, I saw little bottles and subconsciously compared their cost to big bottles of product sold in warehouse stores.  At the time, I had a feeling that I was not getting the same value like I would in a large package.  I felt like the larger the package, the greater the value.  I was buying a lot of large packaging and air, for sure. What I’ve learned is that dōTERRA‘s CPTG Certified Pure Therapeutic Grade® standard is what sets these products apart in the world of essential oils. They are very potent. You only need a few drops in most cases.  Some oils out there are only for topical use, some say they are “therapeutic grade” while others say they are pure.  What I’ve found is that no other company has established as higher scientific standard like dōTERRA has.  They promote many of them for internal, external and aromatic use.  With the results I’ve experienced, they are well worth the cost.  If I can show you how to lower the cost of your products, would you be interested?”
“I’m a terrible salesperson…” “When I first started in dōTERRA , I feel like I had all these “pushy salesperson” images come to mind, and I too knew I could never do that. I felt like that image just didn’t fit me, and it still doesn’t.  What I’ve found is that dōTERRA is fortunately far more focused on empowering people to help themselves with their health concerns than they are pushing a product.  They are focused on products, and encourage IPCs to focus on the health concern.  They feel if IPCs are not focusing on resolving health concerns, they are focused on the wrong thing. So, in this way I’ve found that I am really just sharing dōTERRA products rather than going out cold calling and selling. Does the idea of helping people resolve their own health concerns interest you?
“I was in a company like this before and could not do it.” “I know other people like myself (now in dōTERRA) who were in other companies, and they had the same feeling when the idea of being an IPC was presented to them.  They felt that they had seen it all, and that every challenge from their previous company would also be in dōTERRA .  They have found this to be not true though. Here is why they came to dōTERRA … there is no CEO or owner that “bought his way into the position.” It has six founders and management is very experienced in the industry, which keeps decision making and priorities in check.  Their scientific expertise and Certified Pure Therapeutic Grade® standard is a real differentiator among other companies.  In essence, they are young and experienced, and growing steadily all around the world.  Sharing a product can be as simple as “opening a bottle.”  I’ve found that they are committed to my success. I would like to show you how this is true for me.  Would you like to learn more about how dōTERRA is different from the rest?
“I’m not good at talking about people’s health concerns …” “When I talk to people about their health concerns, one of the first things I have to remember is not to feel like I have to be a doctor.  dōTERRA is not anti-traditional medicine, they are “along with” traditional medicine, if it is needed at all.  The company is not all about the mystic, new-age weird use of essential oils, they are a fresh, modern approach to that is about reinventing ways to improve healthcare, and empowering people to take care of themselves.  I felt I would have to learn a lot about health challenges, but I’ve found just the opposite.  It’s nice to be able to talk about them in depth, but not critical to success. The best IPCs are not medical experts, they just know how to share products in a way that meets people’s health concerns.  Do you have interest in learning how I’ve found how to talk to people about their health concerns?“