Date: _____

PRV: _____
Active Legs: _____
TRV: _____

Week 4 Practical Practices

Day 3- Positive Script & Self Talk: Knowing what to say and how to say it are two of the most important
things in business today! You need to know how to anticipate and prepare for the objections you may
hear from people as you build your business. You have to lessen the fear that you may feel from the
time to time as you promote our products and opportunity. You want to Go for the No and have a
personal cred for dealing with this response. You must understand the debilitating nature of negative
scripts that you may tell yourself throughout the day. You need to have a number of positive scripts that
you can repeat to yourself each day to keep your energy and motivation high.
1. Anticipating Objections
a. Objections are natural responses to something that is new, different or not completely
understood. As you build your Jamberry business, you will hear objections about the
product and/or opportunity. This does not mean there is something wrong with the people
you are approaching or the product or opportunity. Nor does it mean there is something
wrong with you. Objections are normal. We all have them almost daily to new things we
encounter.
b. The best way to handle objections is to anticipate them in advance, and present simple
information that eliminates them before they occur. For example, someone might tell you
our product is too expensive. When you explain the number of applications they get per
sheet, and what a great price this is compared to having their nails done in a salon, price
may not be a concern. So presenting simple information in advance can eliminate many
objections you might get otherwise.
c. While anticipating objections and creating messages to reduce them will help, you will still
get objections from people. Some may feel their home is too small or not clean enough;
some will fear no one will come to their party; some will say they dont have enough money
right now; some will say they dont like sales; some will feel they dont have the skills to run
a business, and on and on.
d. The best way to deal with objections once they occur is with simple honest answers.
Sometimes your answers will resolve the objection, and sometimes people are just not
ready at least not right now. However, everybody knows someone who may be interested.
So always ask people if they know anyone else who might be curious about our great
product and opportunity. This will often lead to new customers and consultants.
2. Overcoming Fear and Rejection
a. Fear is normal. We all feel it. It results from negative stories we tell ourselves about what
might happen: I dont think things will go well today. I dont have what it takes to do this.
Most people can do this better than I can. This business isnt going to work. I am going to
fail. In other words, fear is false evidence appearing real:
i. F = False
ii. E = Evidence
iii. A = Appearing
iv. R = Real
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b. Since fear is a mental concept we create, we can also un-create it. The best way to do this
is to accept it as a normal part of life, and then go out and face the things we fear. As we
start having success, the fear will lessen and eventually go away.
c. A major source of fear in direct selling comes from worrying about what other people think
of you. I dont communicate very well. I am way too pushy. I am the least interesting person
in the room. I say stupid things. I dont think people like being around me. You can turn this
fear around by being more concerned about what you think of other people than what they
think of you. Accept others for who they are; show kindness, compassion and concern for
their success; let them have their attitudes and opinions. Individual differences are what
make life interesting.
d. Another source of fear in direct selling comes from worrying about rejection. They wont like
me. They arent interested in this business. They are going to resent being here tonight.
Everyone here is going to tell me No. You are creating these attitudes in your own mind.
They foster fear because they are scary, but they are simply not
true: False Evidence Appearing Real.
3. Going for the No
a. We always face obstacles when trying to achieve important goals in our lives. Hearing No
from other people is a common occurrence in business. You will be told No over and over
again as you talk with potential customers and team members. In fact, you will get many
more Nos than you get Yess. A helpful thing to remember is that you already have the
No before you talk to people. If you dont approach them you will never get a Yes.
b. Its really a numbers game. Lets say 9 out of 10 people will tell you No. This means that
10 people out of 100 will tell you Yes. So go out and get as many Nos as you can, which
will increase your chances of getting Yess. As you continue to work your business you will
get better at contacting people and creating interest in our product and opportunity.
c. It is important to understand that when people tell you No, they are not rejecting you
personally. They are rejecting the product or business opportunity. This is not personal. The
timing many not be right or the opportunity may not be right. Sometimes it takes three or
four discussions before things click for some people. In addition, things may change in their
lives that make the opportunity more attractive: they may lose a job, they may get married,
they may have a baby, they may have a child start college, etc.
d. When talking with people never be a high pressure sales person. Let people know that a
lack of interest will not affect your relationship in anyway. Continue to maintain your
friendships and let people watch your success from a distance. If and when the timing is
right, you may have an excellent new team member. The last thing you want to do is talk
people into something they really dont want to do. It doesnt help your business when
people fail due to a lack of enthusiasm or genuine interest.
4. Mindset and attitude
a. We feel the way we think. Our thoughts produce our emotions. If we constantly entertain
negative ruminations about ourselves, we will feel discouraged and depressed. If we hold
positive images about ourselves, we will feel happy and upbeat. Its a matter of the glass
being half empty or half full. Those who see the glass as half empty will feel a constant
surge of negative emotions. Those who see the glass as half full, get to enjoy the positive
world they create for themselves. While we cannot always control our circumstances, we
can always control how we think and react to our circumstances. Our thoughts are a great
frontier of personal freedom.
b. To succeed in your Jamberry business, you need to constantly entertain positive thoughts
about yourself and your potential to build an attractive business. Unfortunately, we all carry
around negative thoughts we repeat to ourselves daily. Some of these are fairly deep and
enduring. A great way to reduce these negative thoughts is to replace them with positive
scripts we write and repeat to ourselves throughout the day especially when negative
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thoughts arise. Here are some examples of negative scripts we may tell ourselves, and
more positive scripts that can replace these negative thoughts:

5. After you complete this exercise, practice presenting the information you have developed with a
family member, friend or team member. As you do, your conversations will become more and
more fluent, your confidence will soar, you will achieve your goals, and you will experience great
success building your Jamberry business.
What is an objection I may hear from people about our product and opportunity?
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What information will I provide to address this objection?
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What is another objection I may hear from people about our product and opportunity?
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What information will I provide to address this objection?
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6. What is a fear you have about building this business?

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What positive thoughts will you focus on that will reduce this fear?
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What is another fear you have about building this business?
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What positive thoughts will you focus on that will reduce this fear?
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7. What is your personal creed for handling the "no's" that you'll receive from potential customers and
partners?
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8. What is a negative script that I tell myself?
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What is a new and positive script that is true that I can tell myself instead?
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What is another negative script that I tell myself?
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What is a new and positive script that is true that I can tell myself instead?
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