Overcoming Objections with 5-Star Crown Sonia Magruder

Crown Sonia Magruder shares expert tips and strategies for growing your Purium business. Don’t miss this opportunity to learn from the best and elevate your journey to success!

Summary:

This training focuses on navigating and overcoming objections encountered when promoting Purium. 5-Star Crown Sonia Magruder leads the discussion with insights from 5-Star Crown Melissa Hanson, 2-Star Crown Michelle Boersma, and Crown Nichole Hosein. The session addresses common objections related to price, time commitment, and the multi-level marketing model, offering strategies rooted in empathy, validation, and clarifying questions. Real-life stories and practical advice are shared to empower participants to build confidence and effectively address concerns from both potential customers and brand partners.

Study Guide:

1. According to 5-Star Crown Sonia Magruder, what is the most important thing to remember about an objection?
   • The most important thing to remember about an objection is that it is not a personal rejection. Instead, it is a concern, hesitation, or an unstated request for additional clarifying information from the prospect or brand partner.
2. Explain the “feel, felt, found” method and why it is effective in navigating objections.
   • The “feel, felt, found” method involves validating the person’s feelings by saying, “I understand how you feel,” sharing a relatable personal experience by saying, “I felt the same way,” and then explaining the positive outcome or realization by saying “then I found that…” This method helps to build rapport, disarm defensiveness, and demonstrate understanding.
3. Why is it crucial to ask questions when faced with an objection rather than immediately trying to counter it?
   • Asking questions is crucial because you need to understand the underlying reasons and beliefs behind the objection. Without knowing why someone has a particular concern, it’s impossible to provide relevant information or shift their perspective effectively.
4. Describe the concept of “examining yourself” in the context of overcoming objections. What should you consider?
   • “Examining yourself” involves looking inward at your own beliefs, attitudes, and posture regarding the product, service, business model, and related topics like price, sales, and network marketing. If you harbor doubts or negative feelings, you may inadvertently project these and attract the very objections you want to avoid.
5. According to 5-Star Crown Melissa Hanson, what is a key mindset shift to adopt regarding the price objection?
   • Melissa Hanson suggests a mindset shift where you genuinely believe in the affordability and value of the product compared to other everyday expenses and recognize the power of nutrition. This positive energy and conviction will attract like-minded individuals who also prioritize their health.
6. How did Crown Nichole Hosein address the “not enough time” objection with her prospects, drawing from her own experience?
   • Nichole Hosein shared her personal story of building a successful Purium business while being a busy single mother with three children, one of whom has special needs, and managing their demanding taekwondo schedule. She emphasized that if you have a strong motivation and see the opportunity as a way to achieve your dreams, you will find the time.
7. What was 2-Star Crown Michelle Boersma’s personal experience with the “I don’t want to do social media” objection, and what advice did she offer?
   • Michelle Boersma initially felt uncomfortable with social media due to concerns about her appearance and voice. However, she realized that she was introduced to Purium through social media and that focusing on helping others and sharing the benefits shifted her perspective. She emphasized embracing discomfort as an entrepreneur and the role of personal development in overcoming limiting beliefs.

Terms:

Feel, Felt, Found: A technique for validating objections by relating to the person’s feelings, sharing a similar past experience, and then explaining a positive resolution or discovery.

Objection: A concern, hesitation, or unstated request for clarification from a potential customer or brand partner, not a personal rejection.

Value Proposition: The perceived benefits and worth of a product or service in relation to its cost (including time and money).

Empathy and Validation: Acknowledging and understanding the feelings and perspectives of the person raising the objection. Techniques include “feel, felt, found,” “I understand how you feel,” and repeating their concern.

Clarification through Questions: Asking open-ended questions to understand the underlying reasons for an objection.

Shifting Perspective: Providing additional information, sharing personal stories or social proof, and reframing the objection to highlight potential value and address concerns.

Self-Examination: Introspection to identify personal beliefs, attitudes, and limiting beliefs that may be contributing to the objections received.

Mirroring: A concept suggesting that the energy and beliefs you project can be reflected back to you in your interactions and the types of objections you attract.

Posture and Confidence: Projecting belief and conviction in the product, service, and business model.

Team Support: The collaborative nature of network marketing, offering assistance and mentorship.

Duplication: The principle that the actions and attitudes of a leader will be mirrored by their team members.

Social Proof: Evidence from others’ experiences, testimonials, or results used to build credibility and trust.

FAQ—thought-provoking questions:

1. What is an objection in the context of network marketing?
   • An objection is a concern or hesitation expressed by a potential customer or brand partner. It presents an opportunity to provide more information and perspective. Importantly, an objection is not a personal rejection. According to Bob Berg, objections often arise because the prospect doesn’t yet see the product or service’s value as equal to or exceeding what they must exchange (money, time, etc.). Essentially, it’s an unstated request for further clarification.
2. What are some common objections encountered when prospecting for customers or brand partners?
   • Based on the discussion, some of the most common objections include price/cost being too high or unaffordable, not having enough time, wanting to try the product first before committing to the business, concerns about being perceived as pushy or “salesy,” already taking many supplements, not liking multi-level marketing (MLM), feeling sick or bloated (potential die-off), and not wanting to do social media.
3. What are the three key steps to effectively navigate objections?
   • The three key steps are:
     • * Examining Yourself: Reflect on your own beliefs and posture regarding the product, the business opportunity, sales, and even money. If you harbor any doubts or negative feelings (e.g., feeling the product is expensive, being uncomfortable with MLM), you might inadvertently project this and attract those very objections. Building your own belief and confidence is crucial.
     • * Validation and Empathy: When someone raises an objection, acknowledge their feelings and perspective with empathy and kindness. Phrases like “I understand how you feel,” “I hear you,” or the “feel, felt, found” method (I understand how you feel, I felt the same way, then I found…) can disarm the person, build trust, and make them more receptive to further information.
     • * Questions: Ask questions to understand the underlying reason behind the objection. You cannot effectively address an objection without knowing the “why.” For example, if someone dislikes MLM, ask about their past experiences or what specifically makes them feel that way. This allows you to provide relevant clarification and potentially shift their perspective.
4. How should you respond when a prospect says the product is too expensive?
   • First, examine your own belief about the product’s value. If you believe in it, your confidence will be contagious. Validate their feelings by saying you understand. Then, shift their perspective by breaking down the cost (e.g., cost per day or per meal), highlighting the value they receive (nutrition, gut support, sleep support), and reframing it as a transfer of spending from other areas like groceries or eating out. Sharing your own or others’ stories of the results achieved can also justify the cost. You can also ask what kind of results they would need to see to feel it’s worthwhile. As a last resort, mentioning the money-back guarantee can alleviate fear of risk. Remember to pause after your response to allow them to process the information.
5. How can you address the objection “I don’t have time” when discussing the business opportunity?
   • Validate their feeling of being busy and overwhelmed. Then, shift their perspective by asking “what if” questions, such as “What if I could show you a way to build this in very part-time hours that could ultimately buy you more time as it did for me?” Share personal stories or the stories of others who have successfully built the business alongside busy schedules (like Nicole’s story of building a crown rank while raising three kids and supporting their activities). Emphasize the leverage concept and how the business can eventually lead to more time freedom and passive income. Highlight that it’s a team effort and they will have support.
6. How should you respond when someone asks, “Is this MLM?”
   • Respond with confidence and a positive tone. Don’t automatically assume they have a negative view. Own it by saying, “Yes, exactly!” or “Yes, it is.” Share positive perspectives on the network marketing model, such as its leverage potential (referencing the book “The Business of the 21st Century” by Robert Kiyosaki). If they express a dislike for MLM, validate their feelings by saying, “I understand how you feel,” and then ask, “Just out of curiosity, what happened? Did you have a bad experience?” to understand their specific concerns. Address their concerns with empathy and share relevant stories or information that counters their negative perception.
7. How can you address a brand partner’s objection, “I don’t want to do social media”?
   • Validate their discomfort by asking why they feel that way. Often, it stems from self-consciousness about their appearance or voice. Share your own or others’ experiences of feeling the same way initially. Shift their perspective by highlighting that social media can be a powerful tool for sharing and that they were likely introduced to the opportunity through it. Encourage them to focus on helping others rather than their own insecurities. Remind them that personal development is a key part of overcoming such limiting beliefs. Share success stories of people who started with few or no followers and built a business through consistent, authentic sharing. Suggest simple steps like sharing what they are making or what’s in their refrigerator to get started and build a presence.
8. How can you encourage new brand partners to share the products and business opportunity before they have personally used the products for an extended time, especially concerning the 10-day fast start bonus?
   • Emphasize that they can share with their close friends and family immediately. Highlight the excitement of doing it together and having accountability partners. Share stories of people who achieved fast start bonuses even with shipping delays, driven by the knowledge that the products could help others. Explain that waiting too long to share can delay their progress and that their initial enthusiasm is valuable. Encourage them to share based on the ingredients and the understanding of the need for good nutrition, even before experiencing dramatic personal results. Frame it as sharing a gift with others who need help with their health. Emphasize that duplication is key and that if they wait to share, their team members are likely to do the same.