1. You need to be nurturing. There are softening statements that will help you:
- That’s a good question
- That’s interesting
- Good observation
- I don’t know how to answer that question o That’s important
- I can appreciate that
- A lot of people ask that same question
- But, can I ask you a question?
- Help me understand why that is important
- I’m glad you asked that
- That’s not unusual
- You have personal experience with that...
2. How do you prevent wishy-washy words like; maybe, I’ll try, I’ll think about it, I’ll call you later, looks good, if I had my say we would probably do it, might try to be there, considering, looks good, possibly... The same way you deal with questions; reverse, ask a question or clarify.
- What do you mean by trying? -It doesn’t sound like it’s for you, and you are too polite to say no, am I right?
You can use wishy-washy words, but don’t let a prospect do so, find out what they mean. The best way is to go for the NO. Prospects are very creative at saying no, because they don’t want to say no. If you let them go without going for the no, you are basically living in hope that they are “hot” and will say yes! The prospect has a system when they buy, and a person who doesn’t have a systematic process of thought, will always be a slave to someone who does. Let’s look at the prospects system:
Prospects “lie” or use smokescreens to avoid saying no or yes. Reasons:
o They are afraid to be pushed into something they don’t want
o They think you are in sales role (pressure, manipulation)
o They need to get something from you (expertise and information)
The prospects system:
o Smokescreen #1: Sounds good, tell me more about your products, ...
o Want expertise (presentation is unpaid consulting)
o Smokescreen #2: Let me think it over, I’ll talk to my partner, maybe later,...
o Chase (wild game of tag)
- You can probably recognize yourself in this process, maybe once or twice in your life...The traditional system is where we first tried to find a need, then we get smokescreen #1. We give a presentation and our knowledge. Then try to overcome objections, and start playing phone tag with the prospect, which can become quite frustrating.
- Your job is to create a clear and definite future if you find genuine interest. Either they take the Premium Starter Kit to do some “due diligence” and you schedule a strategy session (in person or phone training), or you schedule a conference call with your sponsor or up-line.
- Remember, you can’t lose what you don’t have. You don’t want to have a customer empathy and be a mind reader, that creates mutual mystification and doesn’t break through peoples’ apathy. Learn how to get a no, don’t run from it. Running from a no is the biggest reason why people fail.
If they are really not interested in the business opportunity, turn to product and ask if “health and wellness plays a big part in their life.” Show them the benefits of being able to buy wholesale – like a wholesale buyers club. And then ask, if it is ok to check in with them once in a while so you tell them how your business is going and see how they like the products.
And of course, if going well, and they are ‘not running’ from you, ask, “I appreciate that this business is not for you. Thank you for your time and agreeing to get together. Can I ask one last question, “ Would you be willing to make a couple of introductions to people you know who may be open and perhaps would be looking for a very lucrative 2nd income stream?”