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.