HOW TO DISCOVER AND OVERCOME CONCERNS Seth Risenmay doTERRA IPC GUIDING PRINCIPLES 1. First seek to understand, then to be understood 2. People don’t want to be overcome, they want to be understood 3. Seek to do the right thing for the individual, even if this means that they don’t engage in doTERRA BEN FRANKLIN METHOD Why I would do it Why I wouldn’t do it 3 THINGS YOU MUST KNOW 1. 2. 3. Has this person ever considered or thought about doing what you want them to do? What has kept them from doing it before now? What caused them to consider it in the past? DISCOVERING THE CONCERN Have you ever considered earning an income with doTERRA? Let me share with you why it’s a great time to consider it. What KEPT you from doing it? Time – Money - MLM Yes Restate the concern Is there anything else? NO IF ____ weren’t a concern, THEN is this something you would want to do? YES Find KEY BENEFITS KEY CONCERNS VS. KEY BENEFITS Key Concerns Key Benefits FINDING KEY BENEFITS After finding the key concerns, ask the following questions: “You mentioned that you had considered doing this in the past, what caused you to consider it to begin with?” WHEN BENEFITS OUTWEIGH CONCERNS Key Concerns Key Benefits OVERCOME CONCERNS, BUILD ON BENEFITS OR BOTH Key Concerns Key Benefits Money More Money Time More Time MLM Freedom WHAT ARE THE TOP 3 CONCERNS? 1. Time 2. Money 3. MLM I DON’T HAVE ANY TIME… Understand what their life looks like. They need to know that you really do understand how little time they have. Do the right thing for THEM. This could mean that they don’t do doTERRA right now. Follow this sequence: Share the story of Building a Pipeline vs. Hauling Buckets “I want you to look five years into the future, if you continue doing what you’re doing now, do you see anything changing?” “We all have the same amount of time….Not Enough” “We all have the same 24 hours in our day, what determines our quality of life is the way we prioritize the time we all have.” “If you don’t find a way to make the time to start building a pipeline, you will NEVER have the time, because life will continue to happen to all of us.” I DON’T HAVE ANY MONEY… Understand what their life looks like. They need to know that you really do understand how little money they have. Be committed to do the right thing for THEM. This could mean that they don’t engage in doTERRA right now. Follow this sequence: Share the story of Building a Pipeline vs. Hauling Buckets “I want you to look five years into the future, if you continue doing what you’re doing now, do you see anything changing?” “We all have the same amount of money….Not Enough, what determines our quality of life is the way we prioritize the money we do have.” “If you don’t find a way to invest a little money to start building a pipeline, you’ll always be hauling buckets, and will never have freedom to do the things that are important to you.” I DON’T LIKE MLM COMPANIES What don’t you like? Only the people at the top make money What do you like? Building a Pipeline instead of hauling buckets Overpriced products Freedom Pressuring friends and family Time Taking advantage of friends and Money family Selling Hype and Hopium I DON’T LIKE MLM COMPANIES Most MLM’s Compensation plan is created Product is found to make compensation plan legal doTERRA Great Product Marketing question…How to market the product? Company is created They sell an opportunity Purchase of products ends when the opportunity is no longer of interest. Great Company Conventional: TV, Radio, Mailers, Flyers, Billboards, On Shelf Unconventional: Taking money that would typically go to conventional marketing and giving it to you and I to teach people how to take care of their family naturally. “Do you think it is possible to communicate to the public what essential oils can do in any of these conventional marketing methods?” A great company with a great product simply chose the best way to market their products. The products being purchased are independent of the opportunity. This creates legitimate residual income.