A FASHION REINVENTION - Cookie Lee
A FASHION REINVENTION - Cookie Lee
A FASHION REINVENTION - Cookie Lee
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THE COOkIE CONNECTION | SPRINg/SUMMER 2009<br />
0<br />
how to<br />
Overcome Common Objections<br />
When I first started in this business, overcoming objections was a stumbling block for me. I got<br />
better at overcoming objections by practicing! I gained training from <strong>Cookie</strong> University, <strong>Cookie</strong><br />
<strong>Lee</strong> events, Consultant speakers, and professional speakers like Belinda Ellsworth. I learned that<br />
most objections in this business are brought on by individuals’ fear of failing. So, you need to<br />
prepare what you can say to ease their fears. Be ready and able to answer their questions and<br />
assure them that their concerns will not be a problem. When I did learn how to assure people<br />
in order to overcome their objections, my booking and recruiting numbers really grew! Being<br />
prepared in advance is the best way to do this well.<br />
Although I still get nervous sometimes, I’ve realized<br />
that all you really need to do is listen and find out the<br />
“real” reason someone is raising this objection. Be caring<br />
by listening to their concerns, ask questions about<br />
those concerns, listen to their answer, acknowledge<br />
that you’ve heard them and offer the suggestions to<br />
overcome their objections. It’s the “Feel, Felt, Found<br />
Method”: “I understand how you feel. I have felt that<br />
same way. And this is what I’ve found.” This is a simple<br />
way for handling objections. See below for scripting<br />
examples of how I use this and other basic methods to<br />
overcome objections when booking and recruiting.<br />
Booking Objections: What do you say<br />
when a potential hostess says,<br />
“i’m not a good hostess.”<br />
Usually they’ve had a bad experience if they say this. I<br />
ask, “What makes you say that?” Ask a question back<br />
and hear the “real” answer! The “real” answer may be,<br />
“No one came to my last show.” Then I can let her know<br />
how this show will be different because <strong>Cookie</strong> <strong>Lee</strong> is<br />
different. “With <strong>Cookie</strong> <strong>Lee</strong> there are no presentations<br />
JoNi kNapp<br />
Executive Director III,<br />
San Clemente, CA<br />
ABOUT THE EXPERT<br />
Joni knapp has been a <strong>Cookie</strong><br />
<strong>Lee</strong> Consultant for eight years and<br />
was previously a dental assistant<br />
for 20 years! She is married to<br />
husband Rick and their son Robert<br />
(19) is a college student. The selfproclaimed,<br />
“Steady Eddie,” has<br />
been on every Dream getaway<br />
Trip since she started with <strong>Cookie</strong><br />
<strong>Lee</strong> and is currently driving a white<br />
Dream Drive-away Mercedes-Benz.<br />
Her proudest honor to date was<br />
being nominated for the Heart-to-<br />
Heart Award at the Fall/Winter 2008<br />
Convention. By next convention Joni<br />
plans to achieve $ 300,000 in Career<br />
Sales, and she’s almost there!<br />
so guests can be social, they take the jewelry away right<br />
from the show and it’s an open house format where<br />
people can come and go. Plus, women love this product,<br />
jewelry makes great gifts, it’s affordable and I offer<br />
deals and raffles!” Simply address their issue and give<br />
reasons why the bad experience they had before is NOT<br />
going to happen with a <strong>Cookie</strong> <strong>Lee</strong> show! Assure them<br />
you are going to help them have a great experience!<br />
“i’m too busy to host a show.”<br />
This is one of the most common objections I get. But<br />
I let them know that, “Busy people have the most<br />
successful shows!” This is because they know the most<br />
people to invite. Busy people are used to easily adding<br />
one more thing into their schedule. Let them know,<br />
“It’s not going to take much more of your time than<br />
attending a show. Keep snacks simple, and I will do all<br />
the work. All you need to do is get the invitations out.<br />
I will be there, you don’t need to clean the whole house<br />
just the room we are using and a guest bathroom.” Just<br />
assure them that it’s not going to take too much time<br />
and usually this “no” turns into a “yes”.<br />
“My house is too small.”<br />
Sometimes I get this objection because a person is at<br />
a show at a big house. So, I’ll ask, “How big is your<br />
house?” Then I listen to her answer and try to offer<br />
solutions. I’ll let her know that, “Some of the most<br />
fun shows I’ve done have been in small houses because<br />
they are more intimate.” I tell the story of when I had<br />
my jewelry out on an ironing board, but we had sales<br />
and lots of fun! But, if they really feel uncomfortable<br />
with the size of their house, I will offer alternatives<br />
like having an office show, a show at a neighborhood<br />
club house, at a friend’s house and share the hostess<br />
benefits, at a park during kids’ playtime, at restaurant,<br />
morning coffeehouse or a group event like Bunko. It’s
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