Handling Objections

This is from an old email from Diamond Lisa Hardman. z

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Handling Objections in Your Advocare Business

You will want to address each of the 5 questions below in any group or 1 on 1 presentation. However, when someone has an objection that you may or may not have covered, begin by seeking more information before engaging in a long monologue. Your first question should be: May I ask what concerns you about ________? Continue asking follow up questions until you get to the heart of the true objection or you realize that they are not truly interested in the facts.

The following principles of selling will also highly increase your success rate in presenting the products or business opportunity and overcoming objections.

1) Question the prospective customer to discover their needs, desires, concerns, etc

2) LISTEN to their response

3) Explore- continue asking questions until you have a good understanding of their needs, desires, concerns, etc

4) Position Advocare as a solution whether products, income opportunity, or both

5) Close the sale by asking whether they prefer retail or a savings of 20-40% and how they would like to pay for their order, membership, etc


1.) Are the products safe?

Our products are formulated by the Scientific and Medical Advisory (SciMed) Board. The SciMed Board has many years experience in nutrition, biochemistry, pharmacology, toxicology, sports medicine, and surgery. Our SciMed board is composed of world class doctors who are respected leaders in their area of expertise including:

* Dr. Sidney Stohs who is on the short list to be head of the FDA and is Dean Emeritus at the School of Pharmacy at Creighton University.

* Dr. Robert Hackman who is a research professor in the Dept of Nutrition, University of California at Davis which is one of the top institutes for nutritional research in the world.

* Dr. Stanley Dudrick is the Chairman of the Dept of Surgery at St. Mary’s Hospital (a Yale affiliate) and Professor of Surgery at Yale. He is also the pioneer of TPN-intravenous nutrition.



Our esteemed Sports Advisory Council is a group of well-known coaches and trainers that advise the SciMed Board as to the needs of today’s athletes. This board includes Kevin Yoxall - strength and conditioning coach for Auburn University, Mark Mauldin – pit crew coach for Kendrick Motor Sports, Dr. Gene Coleman-strength and conditioning coach for the Houston Astros, as well as several other elite members

2.) Do the products work?



AdvoCare has over 200 UNPAID professional and Olympic athletes and entertainers who use and endorse our products.”



Share your own AdvoCare product stories here!





3.) Does the business work?



Advocare works for those who are teachable and who apply our proven “Success System”. Because the products are so safe and effective, there is a tremendous income opportunity here. It is estimated that the nutrition industry will be a trillion dollar industry by 2010 and AdvoCare is positioned to be a leader in the industry. Some work Advocare more as a “hobby business” to pay for their own product, make a few hundred dollars each month or maybe make a house payment. Others who treat it like a true business can build a full time income on a part time basis. In fact, I know several people who have paid off all of their debt, including their mortgage. I also know some individuals and couples who have been able to replace their full time incomes and “retire” quite early. The bottom line is if you stick and stay and work it right, it grows exponentially and you and your children can reap the benefits for many years to come.



Share your own AdvoCare business story plus 1-2 others here!







4.) Is this the right time to build an Advocare business or is my market saturated?



AdvoCare is growing at a rate of 60% annually and will do a billion dollars over the next 5 years. I want as much of that as I can get.



Last year 60% of the business was from Texas, 20% from Oklahoma, 18% from Nebraska, Iowa, and California, only 2% from Georgia, and less than 1% along the Gulf Coast. What an incredible opportunity to have my hands on a 14 year old debt free company that is highly respected among college and professional athletes and coaches and yet practically unknown in this area. The market is wide open and now is the perfect time to start your AdvoCare business!







5.) Will I get the help and support I need to build my business?



AdvoCare’s founding principle is to help others and I am committed to that. We have a proven Success System that you can plug into and start making income even while you are training. If you have a teachable spirit and a strong work ethic, you and I can do some incredible things together. However, I do want you to realize that this is a work program, not a “get rich quick” deal. In order to build a long term residual income, you must be willing to commit to at least 2 years to build a strong foundation. You can make some great money and earn some amazing trips along the way, but our long term goal is to build a business that will pay you and your children for a lifetime.



I will help you grow your business by conducting information meetings, 3 way calls and 2 on 1 appointments. You will also have many opportunities to view webinars, listen to conference calls and attend local and national trainings.





Mastering the “Bullet Proof Shield”



If you can master 10 words, you can go to the top in this business. The key phrase is “I don’t know about that, but here’s what I do know”. We call this the “bullet proof shield”. Basically, you want to avoid comparing Advocare with other companies or counseling someone against other products since really you probably don’t know enough to do this. (Even if you do know a lot about other supplements, try not to go there. It will make you sound defensive and it is not transferable to your team which will handicap your business.) Be strong, assertive, bold, and passionate and follow this easy way of making sure the focus stays on Advocare. People will usually soften and listen. Below are 8 examples that will help you know how to apply this principle in almost any conversation.



1. How do advocare vitamins compare with other vitamins like those in Wal-Mart? Answer: I don’t know about that, here’s what I do know. Advocare products are formulated by a scientific and medical advisory board with combined experience in pharmacology, toxicology, nutrition, and biochemistry etc. What we say is in the product is in the product and therefore the products always work when taken correctly and consistently.



2. Is this a pyramid? Answer: I don’t know much about pyramids, but here’s what I do know. Pyramids are illegal. I also know that in advocare you get paid what you’re worth. We have found that the people who mentor you do everything possible to insure you’re success even to the point that you can make more than them.



3. Why is there caffeine in your products? I’ve heard caffeine is bad? Answer: I don’t know everything about caffeine, but here’s what I do know. All levels of athletes from youth to professional and Olympians use advocare products because they are safe and make a definable difference in their performance and recovery. They totally trust our products because of the elite science and the fact that we use the finest ingredients available.



4. Advocare products didn’t work for me! Answer: I don’t know about that, here’s what I do know. Just like exercise, advocare products will always work if a person takes them correctly and consistently. (Note: To set someone up for success, you’ll always want to make sure that you stress from the start, taking the products correctly and consistently and that they give their bodies time to change. With weight loss, I always present a 90 day plan!)



5. My friend did Advocare as a business, but it didn’t work for her! Reply: I don’t know about that, here’s what I do know. 1) Distributors in advocare have a proven success system that they can plug into. It works for everyone who commits to the process. If a person leaves out any portion of the success system, then it’s very difficult to stay focused and make it through alone AND/OR 2)We have been working our business for ___months and we have already made over ____ in additional income. My friend who trains me has building her business for ___ years and she is debt free and averaging ____ per month.



6. My friend lost money in advocare! Answer: I don’t know about that, here’s what I do know. There’s no way you can lose money, you can only make money since the products and opportunity are unconditionally guaranteed up to a year. If a person decides that that they don’t want to do the business or keep their discount, they can send any unopened portion back for a full refund. If a person says they lost money, then they simply didn’t utilize this wonderful option.



7. My friend took the products but when she stopped all her weight came back. Answer: I don’t know about that, here’s what I do know. If someone stops having full and complete nutrition in their system (which is what our products provide) then they go back to being deprived and reaching for the foods they shouldn’t. The products are part of a lifestyle and should be used forever. A person’s product regimen may change but if someone desires to maintain optimal health and wellness and slow the natural aging process, they must have great nutrition including supplements on a daily basis. (It’s no different than brushing and flossing your teeth every day. As the sign at my dental office reads: You don’t have to floss all of your teeth, only the ones you want to keep!)



8. The products gave me a headache and I felt sick.

Answer: I'm so sorry, and I'm not sure about that, but here’s what I do know. The products wake up your metabolism and help rid your body of toxins. Sometimes it may take a few days for your body to adjust to a new regimen. Also, if someone doesn’t eat enough or skips meals they could experience some discomfort.



Find out what they ate, what time they ate in relation to taking the product, and help them start over the next day following your directions. Always follow up with people on day 1, 3, 7 etc… but especially day 1 so you make sure they know what to do and you address issues early on! Never use negative language like “sick”, “jittery”, or plant any other negative seed in their minds. Don’t tell then what they will not experience. Tell them how terrific they are going to feel and most will. If someone is having any negative symptoms, it is usually best to eat right after they take the pre- meal packets with no waiting for the first several days or maybe a week or so.

Advocare Secrets for Cyclists Webinar

Push the pedals harder and you'll go faster. Simple. The Advocare products help you get into the zone easier, rehydrate and recover faster. So you can push the pedals harder.

Find out the secrets from some special guests.

• Ken Rodgers - top 30 out of 2,500 at Six Gap Century from Melbourne, FL. (running next to Lance above)
  
• Omar Quddus - former member of the US Jr National team from Orlando, FL.
• J.P. Shores - Category 2 racer from Kansas City, KS.
• Shannon Kock - former pro cyclist from New Symrna Beach, FL.
• Allen Whalstrom - director Sporif for Firefighters Cycling from TX. "Hey Z, I have 2 Current US U23 National Team members using, as well as one current and one past Mexican National Champion. The guys are killing it! 5 P12 Wins...25 top 10's on a brand new team riding with 4 riders at a time at most to this point."

Tuesday, May 3, 2011
8:15 PM EST
Register Online

Introduction to AdvoCare webinar TONIGHT!!!

Thursday, April 28, 2011

8:15 PM EST / 7:15 PM CST / 6:15 PM MST / 5:15 PM PST

Part I
Is approximately 20 minutes long and is an opportunity to see what Advocare is, the 4
relationships anyone can have with Advocare, the advantages of being an advisor, how to get
paid 5 different ways and a few stories.

Part II
Is approximately 20 long and goes into the details of how to make close to $80K a year.

Register online at https://www2.gotomeeting.com/register/493754931
or dial (773) 897-3005
Access Code: 336-206-803

This Saturday!! Birmingham Spring Break-Through Still Being Held

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THIS SATURDAY!!!!!! THE BIRMINGHAM SPRING BREAK-THROUGH EVENT WILL TAKE PLACE AS PLANNED! * PRAYERS & SUPPORT ARE BEING LIFTED FOR THOSE AFFECTED BY THE DEVASTATING TORNADOES IN ALABAMA & SURROUNDING AREAS * CLICK HERE TO REGISTER TODAY * www.AdvoIncome.com to View Registrant list * SATURDAY APRIL 30TH, 2011 SHERATON BIRMINGHAM HOTEL 2101 RICHARD ARRINGTON JR BOULEVARD NORTH BIRMINGHAM, ALABAMA 35203 For Sheraton Hotel Accomodations Dial 205 307-3035 10 am - 5 pm cst Lunch Break 1 pm - 2 pm cst * DOUBLE DIAMOND DISTRIBUTOR & HALL OF FAME MEMBER DANNY MCDANIEL Monthly Income OVER $190K+ Per Month Over 17 Million in TOTAL Earnings Danny McDaniel Former Athletic Director & Football Coach "Make a commitment to throw away ALL of your excuses. You can achieve your dreams and live life by your design through AdvoCare" * DIAMOND DISTRIBUTORS MIKE & SARAH FERRO Monthly Average $45K+ Per Month Mike & Sarah Ferro: Both Personal Trainers: Own Largest Personal Training School in the State of Florida "We feel so fortunate the God gifted us with the ability to see an opportunity, learn about that opportunity and never, ever give up. We get paid to help people lose weight, have more energy and earn lots of income. Is there anything better?" * DIAMOND DISTRIBUTORS CARLTON & LISA HARDMAN Monthly Income $40K+ Per Month Carlton & Lisa Hardman Former Elem Teacher & Medical/Surgical Sales Rep "Committed, Consistent, and persistent effort over time leads to solid success in AdvoCare. The success of those you're mentoring is a direct reflection of your own level of commitment! Dream big dreams, and never ever quit" * DR. ROBERT HACKMAN Robert Hackman, Ph.D., Board Chair - Research professor, Department of Nutrition, University of California, Davis. "AdvoCare products are distinct for their innovative formulations and top-quality ingredients. We value putting great science into great products." OTHER INCREDIBLE TRAINERS 9Star Emerald Angela Pannell 9Star Jeff & Daphne Cook Both Earning OVER $18K Per Month EXCITING & NEW! INCREDIBLE STORIES LIKE 9Star Emerald 10 Time Rookie Bonus Earners Over $80,000 in Earnings in first 6 months Johnny & Weslynne Loper What to Bring: Journal, Pen, Snacks, Water Bottles, Sack Lunch, Jacket: There are two Restaurants and a Subway on site for those who'd like to purchase lunch

Mixer Tips...from Diamond Matt Warren

Advocare Business Team, Putting Your Guests at Ease During a Mixer A successful mixer always ends with people gathering, hangin' out, talking, & starting on product or enrolling at some level... To get to that point, here are some random tips & transitions which PUT PEOPLE AT EASE... (side note: We're fresh off a rockin' mixer & saw these lived out tonight) Disclaimer: these examples are simply that - examples. I encourage you not to be ultra scripted. Take the info below for what it's worth & weave the concepts into your own style. ICE BREAKER (smile on face) "Hope that everyone will join me in putting our phones on vibrate so that we don't get a concert mid mixer..." "And hope everyone used the rest room because we're gonna be here for at least 3 hours as we've got 60 products to cover..." (laughter!) EARN THEIR TRUST & RESPECT "No seriously, I like quick mixers so we'll go for about 35 minutes & should be done well before 8pm." (looks of relief & comfort) SHARE SOME REFRESHING PERSPECTIVES "A lot of people think of supplements as these weird, unnecessary things to do in addition to food. I've come to see supplements as "INFORMATION"... just like food is information to our cells which programs a result, so are supplements. Water, drugs, oxygen, water, smoke, are all information... there's good & bad information. The question is "which information do you want to program your body with to help you get a certain health result?" Advocare has constructed nutritionals which will target certain information to your cells which help you better achieve your result." (that makes sense, heads nodding) "Someone may not think they can do Advocare because they fear selling. I've come to find that most all of Advocare's top earners have a teaching or coaching background. I'm personally not a good salesman, never have been. But I do enjoy teaching, which is largely what we do as Advocare distributors." (hey wow anyone can do this) "Lots of people have an opinion about "Direct Sales" - which is understandable. Yet most people have had a positive experience w/ Mary Kay, Avon, or Pampered Chef. We're essentially the same model, but we deal with world class nutrition. (heads nodding) "I mean, how else should great nutrition be delivered to the market place? Have you ever shopped at GNC? And did the 19 year old who checked you out ever call you the next day do see how the product was going? Advocare is elite nutrition not meant to be sold on the shelf beside everything else, so the support system & community is a bonus you get with our product." (heads nodding) HOW TO NOT HAVE A WEIRD FINISH WITH AWKWARD SILENCE "Thanks for hangin' tonight and allowing us to share more about Advocare. Kenzie (host) will now TURN ON SOME MUSIC & we'll stick around to answer any product or order questions you have." (then STAND UP) These are all LITTLE THINGS THAT MAKE A BIG DIFFERENCE. Make no mistake. You should still follow the MIXER FORMAT from www.buildthechampion.com And yes I drew out the 4 Relationships & explained the benefits & investment required for Advisor. But it was the above factors which allowed us to confidently & comfortably share both our products & business with people, and ultimately what gave our guests the comfort level to move forward. Repetition is the mother of skill. Book a mixer, and get another rep under your belt. Matt Warren Advocare Diamond Distributor Colorado

Tonight...Who do you know in the Bellevue, WA area?

Introduction to AdvoCare webinar TOMORROW!

Thursday, April 28, 2011

8:15 PM EST / 7:15 PM CST / 6:15 PM MST / 5:15 PM PST

Part I
Is approximately 20 minutes long and is an opportunity to see what Advocare is, the 4
relationships anyone can have with Advocare, the advantages of being an advisor, how to get
paid 5 different ways and a few stories.

Part II
Is approximately 20 long and goes into the details of how to make close to $80K a year.

Register online at https://www2.gotomeeting.com/register/493754931
or dial (773) 897-3005
Access Code: 336-206-803

Pyramid Scheme Cartoon...from Diamond Matt Warren

Advocare Biz Team, THE PYRAMID SCHEME CARTOON made me LAUGH OUT LOUD in the airport yesterday... CLICK HERE TO WATCH No doubt you'll enjoy too... Whether your friends & family laugh or not will tell you which animal they are. Matt Warren Advocare Diamond Distributor Colorado

Who do you know in Spokane, WA?

Who do you know in the Spokane, WA, Post Falls & Coeur D'Alene, ID area? Meet the Team & Business Opportunity Meeting Thursday, April 28th, 2011 @ 7pm Oxford Suites 15015 East Indiana Avenue Spokane Valley, WA Hosted by Diamond Distributors Deanne & Sandy Stephens

Who do you know in Houston, TX?

A Level Playing Field...from Diamond Matt Warren

Advocare Business Team,

If a person wants to make it in this business for the long haul, it's my opinion they'll need to be loyal to more than just getting their own needs met, they'll need to be loyal to the virtues of our company and our business model...

One such virtue, is that Advocare LEVELS THE PLAYING FIELD...

As one economist put it, we're pioneering THE DEMOCRATIZATION OF WEALTH...

Plain English: You won't be discrimated, judged, or held back from anything based on your family, education, financial status, color, gender, age- we all have the same products and compensation plan, the only variable is YOU...

Advocare is the average person's best chance at above average success in life. This is something that warms my heart and stirs my passion; our company is as "American" as it gets...

I'll fight for Advocare and what we stand for because I've been on the other side...

Back in 2003, a buddy of mine in the medical sales industry tried to get me an interview. I first had to pass a test by phone - a "sales aptitude" test - where my responses would supposedly tell them if I had the wiring to be successful in their company (I had to pass the phone interview to get the face to face interview)...

I failed miserably... wasn't even granted a face to face interview...

(Giving someone time to grow their skills in sales, communication, & leadership isn't a part of their model)

I remember feeling dejected, rejected, and discouraged, and thinking to myself, "All I need is a chance, I know I can do something & become something great."

A chance... an opportunity... a place to belong... quality people to be with... a product to believe in... leadership to follow... a cause to fight for... THAT'S WHAT I WANTED - & THAT'S WHAT MANY PEOPLE WHOM YOU KNOW ARE LOOKING FOR...

Advocare was THE VEHICLE that allowed Amber and I to pursue our dreams and fulfill the vision we had for our lives...

Medical sales said "you're not good enough."

Advocare said: "we'll take you as you are, and you can become whatever you want to become here"

With Advocare, a person is given an opportunity to:

-walk their talk

-prove their talent

-strive for their dreams
-be the CEO

-determine their pay and when they get a raise
-be tough as nails
-get coached, get better

-coach, paint vision, and help others bring out their greatness

DOES THIS MOVE YOU? DO YOU SEE WHAT OUR BUSINESS MODEL STANDS FOR?

I'M PROUD TO BE A PART OF SOMETHING SO "AMERICAN", ARE YOU?...

IF THIS DOESN'T FIRE YOU UP, YOU'RE IN THE WRONG BUSINESS!...

Were you made for greatness? Do you have gifts and talents that aren't being fully realized?

If you love what our company is about, I encourage you to, over time, take your business to greatness by fully utilizing the gifts and talents with which you've been blessed, simply because YOU CAN...

And if you're AT ALL inspired or moved by this, JUST KNOW that means you've got the greatness, talents, and gifts WITHIN YOU to do big things here!

Matt Warren

Advocare Diamond Distributor

Colorado

BOM in Austin with Danny & Diane McDaniel

Who do you know in the Austin? Thursday, May 5th 7:27pm Led by Double Diamonds Danny & Diane McDaniel Along with other Austin Leaders! Location: Marriott Austin North 2600 La Frontera Blvd Round Rock, TX 78681 Contact Info: championmakers@gmail.com

Just in... Who do you know in Tucson, AZ?

Tonight-Monday, April 25th~ $20,000 AdvoCare Rookie Bonus Call

AdvoCare's $20,000 Rookie Bonus Call Tonight! 7 Distributors get to take home BIG CASH~ Dial in to be apart of the excitement. 8 PM CST LISTEN ONLY 888-760-7516 Do you want a text reminder for this call? Send a text from your phone to 69302 with the message AdvoCareRookie to be notified 15 minutes before the call begins. Just a reminder... AdvoCare $20,000 Rookie Bonus Call Find out who get's to take home the cash Tonight! Invite new distributors or prospects onto this call to help them grasp the tremendous potential of opportunity AdvoCare has to offer! Monday, April 25th 8:00pm Central Listen only: 1.888.760.7516 Playback: 1.888.760.7517 Available at 9:30 pm Central after the live call. It will remain available until the following Friday at 9 am Central

Be the Teammate You Want to Attract...from Diamond Matt Warren

Advocare Business Team,

"Be the change you want to see in the world", I believe Gandhi said that...

That wisdom, when applied to our business, really hits home...

"BE THE TEAMMATE YOU WANT TO ATTRACT"...

I specifically remember several times in those first couple years that people or circumstances frustrated me so much it almost made me want to quit...

But I remember thinking, "This is a test, how do I want my future teammates to respond when they face this situation? I'm going to CHOOSE TO BE STRONG FOR THEM."

You see, if you quit or lose passion in your message, it means you let the flakes, skeptics, quitters, and complainers define YOUR future - THAT is a painful thought...

We wanted a team who:

- put in CONSISTENT part time effort

- ran the roads and communicated the message FACE TO FACE

- kept their WORD

- had THICK skin

- INVESTED in their business

- MADE Success School happen

- said no to some things now to have MANY things later

- were ALL in

- stayed TOUGH AND COMMITTED through challenging patches

SO WE CHOSE TO BE ALL THE ABOVE FIRST. BE. DO. HAVE.

Leadership in this company will repel the average person who thrives on instant pleasure... fortunately, the average person needs and loves our products...

Regarding Business Builders, we have to always remember that it only takes a few loyal warriors to get this thing off the ground... once it's off the ground you're rollin' and the next set of leaders is easier to attract...

BE THE TEAMMATE YOU WANT TO ATTRACT.

Just in... Who do you know in Chandler, AZ?

Just in... Who do you know in the Chandler, AZ area? Business Opportunity Meeting With Special Guest: Platinum & Hall of Fame Distributor Bob Donnelly Tuesday, April 26th at 7pm Stonebridge Ranch 575 W. Pecos Rd. Chandler, AZ 85226

Things Going On You Want to Know About...

Events Going On That You Want to Know About! Tuesday April 26th @ 7pm CST Designing Your Future With Ron Reynolds Springdale, AR AND... Tuesday the 26th @ 7:37pm CST Business Opportunity Meeting Featuring: Diamond, Terry Paulson and Mike Wade Apple Valley, MN Go To Advocare.com Calender (Lower Left Hand Corner) For all the details!