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14 Cards in this Set

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  • Back
  • 3rd side (hint)
(1) "I don't have time/I'm too busy to do the business."
"I understand. Many of our most successful associates initially felt the same way until they had a chance to see how WFG accommodates people with busy schedules. Let's get together on Thursday evening and talk about it."
WFG accommodates
(2) "I don't have time/I'm too busy to do the business."
"Then we definitely need to talk because our company is looking for successful hard-working people to help with our expansion. Those types of people are usually very busy. I know it makes sense to at least get together to talk, don't you agree.
hard working people
"I'm not good at selling/I don't want to sell."
"I'm glad you said that. I don't train sales people, I train associates how to show our clients what their options are for making smart financial choices. For example, would I have to sell you on saving money each month or making sure you save enough money to put your children through collage? (WFA) I didn't think so. Let's get together and talk about it.
don't train salespeople
"I saw something negative about you guys on the Internet."
"Thanks for letting me know. What was it that you saw that disturbed you? (ANSWER). Thanks you for that. And if that were true, that would bother me a bit as well. Yet as with most successful organizations, there are always a few naysayers out there. Would you like to see first hand what we are REALLY about and make your own assessment?
What was it you
"I don't have experience in financial services."
"I'm glad you brought up that point. Many of my most successful associates and leaders in our company come from different backgrounds with no prior financial services experience. (Use one or two stories, including your own to make your point). That's actually even more of a reason for getting together. How's Thursday at 7pm?"
(5) "How well are YOU doing in this business?"
Thank you for asking. I am doing awesome! I have learned tons, I am on a great team and my financial strategy has been lain right in front of me. I have already started to execute it and am experiencing the financial rewards coming back. Would you like to see how we can do that for you? How about tomorrow night at
8p.m.?"
(6) "Before I meet with you, I want to know what you do. What kind of company are you in?"
"Thanks for asking! One of the primary differences between WFG and others in the financial services industry is the people we serve. They talk primarily to upper-income families, and we serve ALL families, especially middle-income, where the help is most needed. I think it makes sense to get together and talk about what your options are with our company."
(7) "What's the name of your company?"
"Thank you for asking. World Financial Group-a financial services marketing organization. We are a member of AEGON Group and AEGON is one of the world's largest life insurance and pension companies, and a strong provider of investment products. So when would it be better to pop by, ___________ or__________?"
(8) "What do you do?"
"It's all about money and creating wealth! I think it might be something you'd be interested in and even if its not, I still want to sit down and share with you what I will be doing so you can send people my way. You would be willing to help me, wouldn't you? (WFA) So when would be better to pop by, ___________ or ____________?"
(9) "We already have a financial planner."
"I thought you might. I just wanted to show you what I'm doing so down the road, if you know of anyone who can use my services, you can send them my way. So when would be better to pop by, ____________or __________?"
(11) "Get back to me... I've got to check with my spouse."
"No problem. But my schedule gets very busy, so let's set a tentative appointment right now. What time is better _________ or _________?"
(10) "I'm not interested."
"I thought you might not be, but I could really used your help to complete my training. You'll help me, won't you? So when would be better to pop by, __________ or __________?"
(12) "I don't have time/I'm too busy."
"I know you're busy. That's why I'm calling to schedule a time with you. This is really important to me, and I'd appreciate your help, ok? (WFA) Great! So when would be better to pop by, __________ or _________?"
(13) "I'll have to think about it."
"Well, (name), you know, as I finished this, I have to admit, I was a little concerned that I might have put too much emphasis on (pick some non-threatening aspect of your presentation). What do you think? (They will typically then disagree with your assessment of your "mistake" and lead you back in.)"