SOLVED

Three Ways on How to Handle Objections

to Help you Close More Sales For Any
Business or Career

TIYO PILO
 OBJECTIONS
SOLVED
Three Ways on How to Handle Objections
to Help you Close More Sales For Any
Business or Career

By Tiyo Pilo
Copyright 2019. All Rights Reserved
This is a short excerpt from a 100-page ebook ​(and audiobook)
called ​Trainer’s Edge Manual - Sales Secrets and the Art of
Closing.

If you find this copy helpful and valuable, you can get the full
version here:

https://academy.tiyopilo.com/p/trainer-s-edge-
manual-audiobook

Get the full version here:​ ​Trainer’s Edge Manual

Now we hopefully understand the psychology of a presentation
and how to close a deal, today, let's us tackle how to handle
objections.

Two Reasons why people don't buy

There are two main reasons why people don't buy or join an
opportunity:

1. They ​don't trust the person selling or sharing the

opportunity
2. They​ don't understand ​the deal.

We have already solved the first problem, by focusing on the

warm market - our families and friends, we want to make sure
that the person we are talking to, trusts us.

That's why in a presentation, it is important to have the trainer,

trainee and the prospect ​(and that the trainee knows the
prospect too well and the other way around)​.

To address the second reason why most people don't buy,

that's why we need to have a trainer to discuss the benefits. At

Get the full version here:​ ​Trainer’s Edge Manual

the same time, most prospects don't buy or join right away,
because there are some questions or concerns that need to be
addressed.

This is where it is ​vital to learn the skill ​of handling objections

and/or concerns.

Three ways to handle objections

These are the three ways to handle objections:

1. The 3 F's
2. Answering a question with another question
3. Ignore

Today, let us discuss first the 3 F's in handling an objection.

The 3 F's mean ​FEEL​, F

​ ELT​ and ​FOUND​.

It goes something like this: ​"I understand how you ​feel​, I ​felt ​the
same way too before. But I ​found​ out that..."

Let's look at some of the common objections of our prospects.

Get the full version here:​ ​Trainer’s Edge Manual

(In fact these objections are asked over and over again that
sometimes, you find it funny answering them over and over
again too.)

Common Objections:
1. Is your company a networking company?
2. Is it a scam?
3. How stable is the company?
4. I don't have money.
5. I don’t like insurance, wala akong makukuha dyan.

(NOTE: The answers below are based on my previous

organization I am involved in. You can modify it that will fit
yours.

If you have met an objection you don’t know how to answer on

​ i@tiyopilo.com​, I’ll reply with my
the field, hit me an email at: h
version of handling it. If we collect a lot, we can update this
ebook.)

Now using the 3F's:

1. Is your company a networking company?

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"I understand how you feel friend, I felt the same way too
before, akala ko networking din ito. But I found out, hindi pala.
In fact, yung advocacy nila is teaching financial education,
helping people how to save and invest the right way."

2. Is it a scam?

"Friend, na-iintindihan ko yung nararamdaman mo ngayon. I felt

the same way too before, kala ko rin scam ito. But I found out,
that's why nag-teteach sila ng financial education para hindi
tayo ma-scam.

Kaya friend, kung ayaw mo ma scam, mag.enroll ka na para

maging financially educated ka din."

After you handle the objection, you can also close.

You see, a lot of times, they don't join right away because they
have a concern, but once you are able to handle them, don't
forget to close the deal.

Get the full version here:​ ​Trainer’s Edge Manual

3. How stable is the company?

"I understand how you feel friend, yan rin yung tanong ko
before. Natatakot ako, baka mag.sara itong company na to.
However, I found out, na napaka-stable ng company na to.

In fact, partner nya yung mga malalaking companies like

PhilamLife, Kaiser, AyalaLand at mga ibang real estate
companies and almost lahat na ng mutual funds at non-life
insurance companies.

Meaning, nkapa-stable ng company na to have partnered with

such providers."

4. I don't have money

"I understand how you feel friend, I felt the same way too
before. Wala din akong pera. But I found out, dahil sa mga
seminars, kaya pala wala akong pera kasi wala akong savings.

Before I thought, wala akong ma-save kasi wala akong pera,

ayun pala, wala akong pera kasi wala akong savings! Haha

Kaya friend, if gusto mo rin mgka.pera, dapat mag.join ka na

para maging financially educated para may savings ka din."

Get the full version here:​ ​Trainer’s Edge Manual

5. I don’t like insurance, wala akong makukuha dyan.

“I understand how you feel friend, I felt the same way too. Sabi
nga nila ma-swerte si kumpare. Pero we work hard para sa
family natin. Yung income natin ginagamit to provide for our
families. Tama ba?

What if meron mang-yari sa atin, paanu yung family natin?

Kaya I found out that tama pala tau, wala taung makukuha.
Kasi para to sa family natin.”

Psychology behind the 3F's

The psychology behind the 3F's is that you want to always

agree with your prospects. Why?

Because you can not close a deal if you are not in agreement
with your prospect.

If you fight him or her back saying, ​"No, hindi kami networking."
then, you are being defensive and you are making the prospect
wrong.

Get the full version here:​ ​Trainer’s Edge Manual

The 3 F's is a way for you to comfort your prospect. That you
understand why he or she is having those concerns. If you
understand your prospect, then it means you are on his/her
side. Thus, you both are in agreement with each other.

That's it! How fun was that?

You see, it is very important that when we want to be an

effective financial trainer, we need to be properly equipped with
these skills so that we can handle any challenges outside the
field.

Moving on...

The first way to handle objections is through using the 3 F's.

(Feel-felt-found)

Next, let's tackle how to handle objections by answering a

question with another question.

Get the full version here:​ ​Trainer’s Edge Manual

Handling Objections 2: Answering a question with another
question

This technique is a better way of understanding the prospect

and why in the first place he/she gives such an objection.

To better illustrate this, here are some common objections and

let us handle it using this technique.

1. Am I required to recruit?

Trainer: "What do you mean recruit? Do you like to recruit?"

(Answer a question with another question)

Prospect: "Yung recruit2x. Recruit here sa left, recruit here sa

right. Parang networking. Make money by recruiting people!
Ayaw na ayaw ko talaga ng recruit2x."

Trainer: "Good news friend, you are not required to recruit!

That's why you should join."

The psychology of asking a question is that:

"You let the prospect do the explaining."

Get the full version here:​ ​Trainer’s Edge Manual

 ​ hy
Instead you become defensive, ​"No, hindi kami ganyan." W
not, let your prospect do the explaining. And when he is done
explaining, ask him:

Trainer: "Gusto mo ba yan?"

Prospect: "Hindi."

Trainer: "Okay great. Di kami ganyan."

But what if:

Trainer: "What do you mean recruit? Do you like to recruit?"

Prospect: "Yes! gusto ko talaga ng recruit2x. Parang

networking."

Trainer: "Then, good news! Recruit2x rin tayo dito. Kaya you
should join now!"

You want to assure your prospect that he is making the right

decision.

Get the full version here:​ ​Trainer’s Edge Manual

2. I am a shy person

Trainer: "What do you mean shy?" (Again, answer a question or

objection with another question)

Prospect: "Just like you. You speak so good, di ko kaya

mag.explain ng ganyan sa mga ka-kilala ko."

The bottom-line is that, the prospect may not be confident yet

with his speaking skills. That's why he uses the objection
"SHY". ​(Again, by asking, you understand the prospect better)

​ nderstand how you feel.​

Trainer: "Do you know what friend, I u
I felt the same way too before, shy din ako dati (Kapag di ka
naman shy-type: I know someone who is shy before). But I​
found out​, that with the right training, I can overcome my
shyness. How about you friend, do you want to overcome your
shyness?

If yes, then you should join." (You can combine using technique
number 2 with technique number 1: 3F's)

3. What if the company closes (mag-sira yung companya)?

Trainer: "What do you mean mag.sira yung company?"

Get the full version here:​ ​Trainer’s Edge Manual

Prospect: "You know, like CAP, or yung Prudential or iba pang
mga insurance na nag.sara."

So the deeper reason why he is giving you that objection is

because of fear. Then by understanding the deeper reason, you
can then ask a question again:

Trainer: "Bakit po ba friend, nag.invest ka din ba sa mga

companies na yun?"

Prospect: "Hindi naman, narinig ko lang."

Trainer: "Okay. That's why you should join, para maging

financially educated tayo at we know where to properly save
and invest our money."

If your prospects say:

Prospect: "Uu, nag-invest ako dun. Lugi na lugi talaga."

Trainer: "I understand how you feel (3F's again - because you
want to always agree with your prospects and you want to
comfort them.), I feel the same way too before. Natatakot din
ako mag.invest dati, kasi member din ako ng CAP or sa mga
pre-need companies na yan (or I know someone who is a

Get the full version here:​ ​Trainer’s Edge Manual

member), But I FOUND out, we need financial education para
we become educated investors and know where to properly
save and invest money na safe naman and secured.

4. I am too busy

Trainer: "Friend, what do you mean busy?"

Prospect: "Just like you friend, wala akong time mag.meet ng

prospects and discuss2x sa kanila."

The bottom-line then is that your prospect does not see himself
doing the career.

Trainer: "I understand friend. But question do you want to learn

how to save and invest the right way?"

Prospect: "Yes naman."

Trainer: "Do you want to earn additional source of income?"

Prospect: "Xempre"

Get the full version here:​ ​Trainer’s Edge Manual

Trainer: "Then, that's why you should join. I understand how
you feel, na busy ka. Ako din, busy rin ako dati, but I found out
that I need to learn in order to save and invest the right way.

Don't worry friend, once you are a member, meron tayong

books and materials so we can learn even if we are busy.
Sometimes, meron din tayong mga online seminars. So kahit
busy ka, you can still learn at your convenience

If you also want to make extra income. You don't need to do

what I do. You can just refer your friends to a trainer, and the
trainer will close the deal for you. You refer, we close, you take
half the commission.

Isn't it awesome? So when do you plan to start? Now or now?"

How easy was that!

You see, handling objections and closing the deal is a SKILL. It

is something learn-able. A lot of associates, members or
would-be trainers quit in the career because a lot of them are
not trained to be a skilled or effective financial trainer.

Get the full version here:​ ​Trainer’s Edge Manual

With these techniques and skills, level-up your career and
become an effective financial trainer.

In the next part, we will share the 3rd technique in handling

objections. The easiest, the best way to handle especially when
you are still a newbie.

Handling Objections 3: Ignore

No, it doesn’t mean that you don’t respond when your prospect
has a question or objection.

It means handling it professionally NOT getting affected with it.

I remembered back when I was still a newbie, I was able to

close a lot of sales because I mastered this 3rd skill.

As I learn more in the business, I always answer my prospects

questions and the more I talk, the more they don’t join/buy.

That’s why sometimes, the best way to handle objections is to

ignore it.

Here are some examples:

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1. Your prospect interrupts you in the middle of your
presentation and asking you questions

You: “That’s a great question! Please take note of that, let me

finish first my presentation baka along the way it will be
answered.”

By ignoring the question, you remain to be in control of the

presentation. And usually at the end of the presentation, his
question is usually answered. Or sometimes, he forgets to ask
it. Hehe

If by the end of the presentation, your prospect still asks the

question, then handle it.

If you answer the question while you are still in the middle of
your presentation, usually one question will lead to another
question. Which would derail you from your presentation and
your flow of thoughts will be ruined. Your prospect now is in
control of the situation instead of you.

And we don’t want that.

Get the full version here:​ ​Trainer’s Edge Manual

2. Your product is too expensive!

Trainer: “I agree with you.”

*pause

Trainer: “Let’s process it now?”

Again, some objections are really NOT objections but

complains. You can’t handle complains, you can just agree with
your prospects.

Here’s an example of a complain:

Friend: “Ang init!”

Would you..

You: “Wait friend I’ll do a rain dance. OR wait ka diyo friend, bili
ako ng umbrella para sayo.”

For me, you don’t need to please everybody. The best way is to
just agree with your prospects.

Get the full version here:​ ​Trainer’s Edge Manual

Friend: “Uu nga eh. Ang init. Tara bili tayo ng ice cream”
*CLOSE

Again, agree with your prospects because you don’t want him
to be wrong. By agreeing you understand him and that would
make your prospects attracted to you.

3. Your prospect asks you a question that you don’t know

the answer

Then just be honest… No need to pretend. But never say:

You: “Uhmmm. I don’t know.”

By answering “you don’t know”, you are telling your prospects

you are not being accountable or being responsible enough to
do your due diligence.

Instead..

You: “That’s a great question. Let me take note of that and ask
my trainer about it. I’ll get back to you with the answer.”

Get the full version here:​ ​Trainer’s Edge Manual

Now, that’s being honest while taking responsibility and your
prospects will surely appreciate that!

That’s it for this chapter. Handling objections is a skill and if you

want to be the best in our careers, then we need to level up our
skills!

I’m very excited for you to apply all these - 3 ways in handling
objections:

1. The 3 F’s
2. Answering a question with another question
3. Ignore

Get the full version here:​ ​Trainer’s Edge Manual

If you find this copy helpful and valuable, you can get the full
version here:

https://academy.tiyopilo.com/p/trainer-s-edge-
manual-audiobook

To handling objections and closing more sales,

Tiyo Pilo

Get the full version here:​ ​Trainer’s Edge Manual