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Audio Book... "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!"

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How To Address The Response - I Don't Have The Money Here is a question from DW about money that I’m sure you yourself have faced. I suggest you read the question and the answer thoroughly. She writes "My team uses your framework... See more » How To Address The Response - I Don't Have The Money Here is a question from DW about money that I’m sure you yourself have faced. I suggest you read the question and the answer thoroughly. She writes "My team uses your framework and has discovery questions for each stage. After we have gone through this process and have directed them to our websites, we don't have a follow up guide using Natural Selling so I am getting tripped up. I am starting my follow up by engaging them in conversation with the info I learned in our previous call, and what they liked about what they saw on my website. After they tell me I almost always get a money objection. It costs several thousand dollars to join our business and I get totally stumped as to how to handle that without selling or making up excuses etc. I was taught to throw their wants, needs and desires back at them but this is not comfortable for me. I would love to know how to handle this concern. I just don’t know what to say when they tell me this is just too expensive or there is no way they can come up with that much money." First of all, congratulations for establishing the respect and rapport with your potential partners! The fact that they are taking your follow up calls, obviously demonstrates you are creating the right vibration from the beginning that is attracting them to you. Second, it’s not uncommon for people to respond with, "I don't have the money", especially in the high end products you sell. Unfortunately, as you pointed out, the standard network marketing responses that most Distributors are taught go something like this… * Wear them down by repeating back their wants, needs and desires. * Use the one sided "Feel, Felt, Found" technique as in, "I know how you feel. Many people I first spoke with felt the same way and what they found when they started, was that it was the best thing they did…." * Ignore them and tell them something like, "Well it's not really much money when you compare it with starting a franchise, yadda, yadda, yadda…!" Unfortunately these techniques: * Put pressure on the other person who will “return” the pressure by objecting to, or rejecting your behavior * Do not respect them by addressing their real issue Unless you're interested in using these hit or miss strategies, and attracting at best about 1% of the people you talk with and upsetting the rest – I suggest you never use them. Well, the question you have to ask yourself is… Do you know what someone means when they say they don't have the money? The answer is self evident – no you don’t! Remember, people's words, statements and questions to us very rarely reflect what we think they mean. To think you know otherwise puts your relationships severely in jeopardy. So instead of guessing, why not ask? "When you say you don't have the money, (or it’s too expensive) can I ask you what you mean by that?" You'll get a bucketful of different responses, such as; * "I won't have the money until next week." * "I mean that I can afford to pay the fee to start but I know there must be costs on top of that and I don't have the money for marketing." * "I'm just flat broke and don't have the money to pay the starting fee." Now you have something to work with. You can continue the dialogue using what you now know to be the real reason to ask this question… "If you did have the money, is this something you would do right now?" And when they say yes, you ask… "So where do you think you will find the money?" You'll be surprised at the number of resources people can tap into. If the desire to change is strong enough, they'll find it. Or maybe they just don’t know where to find it and will have to revisit your proposal another time. It’s Not Your Responsibility. From my point of view, it's not your responsibility to find the money for them! It’s theirs. And when they do find it, they are more likely to stick to their decision to do the work. So without turning people off or away using standard industry sales-type techniques you can keep the flow of the dialogue intact and the relationship strong. And what See less »

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home business, mlm, mlm training, network marketing, network marketing training

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Audio Book... "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!"

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