One of the most common encounters we have in our industry, is facing objections. Many people feel that they don't have the financial means to get started with their oils, and some of the time, their finances really, truly don't allow for it. Those are not the people we are looking at today. Today we are going to focus on creating value around our products, to minimize the objections we deal with.
The reason we are discussing creating value around our products, is because this is where objections start. In other words, if you haven't given your customer a true reason for them to purchase their enrollment kit, they are likely to say that they just don't have room in their budget for it... even if they do. It is our job to show them why our oils are going to support them and their families. I'm going to be the bearer of bad news here, no one wants to hear your story.
Your customer cares about their own story, and how the oils are going to impact them personally. They want to know that deep blue is going to support their ballerina after performances, or that Breathe is going to support their little one with respiratory issues. You could have the most amazing story on the face of the planet, but it doesn't make a bean of a difference to your customer. Painting a picture for them as to how these oils and products are going to give them the life they envision... is going to help you close the sale, and avoid objections.
It's up to you to communicate all of this with your customer, in a succinct period of time as well. Don't blaze through your interactions, but don't spend forever droning on about everything either. Cover our top 10 oils, and when you describe their uses, make them relatable to your customer. The only way you can do this though, is if you ask them to share about themselves, their health concerns and goals, and most importantly... be quiet and listen to them when they tell you.
"Knowing what you want accomplished may seem clear in your head, but if you try to explain it to someone else and are met with a blank expression, you know there is a problem. If this has been your experience, then you may want to focus on honing your communication skills."
Helping someone enroll with a kit comes easily with the right mindset and a few simple skills. When you go into closing with these questions and phrases in mind, you feel confident in dealing with almost anything. If they have a concern you can't resolve, simply say, "I don't know, but I know where to find the answer, and I'll let you know."
Since we are talking about Overcoming Objections today, let's address how to Close, and then we can troubleshoot some specific concerns.
“Now that we’ve gone over the top 10 oils I'm going to show you our 2 most popular kits. The first is the Family Essentials Kit and it comes with all the 10 oils we covered today for $150. The second is the Home Essentials Kit and comes with the same 10 oils but they are larger bottles - 3x as much per bottle (except Deep Blue) - and you get a diffuser for $275.”
This next question is super important and, asked exactly as written, works so well.
“I’m just curious (name), if you were to get a kit today which one would be the best for you?”
-Wait for their response then ask
“Would you like to go ahead and get that today?”
If yes then have them fill out the order info.
If they say they can’t afford it or want to check with spouse offer to sell them an Intro Kit or the "Husband don't kill me, kit" (Lemon, Lavender and Peppermint) for $30. You can have one in your bag just in case. I also like to offer this as a wholesale option to add on to the $35 membership if they want to enroll with oils, but aren't in the financial place to buy one of the enrollment kits.
Because you have listened to your customer, you know how to best support them. So, whatever it is they need, serve that to them. This is only going to build rapport, and also give you the opportunity for great referrals.
Closing your sale and overcoming any objections that you encounter doesn't have to be rocket science. Remember that this business is all about relationships, and building those relationships with your Customer. They are the ones that are most important in your conversation, so be mindful that they are the ones doing most of the speaking.
I would love to hear your feedback in the comments below, and how you used this training in your latest one on one or class setting!