Handling Objections, Part 2

Of all the comments posted on dealing with objections, not having enough money was brought up the most.  And ironically, it may be the easiest objection to deal with.

Here’s the important thing with this…

You must deal early on with the elephant in the room: namely the current economic crisis.  This needs to be mentioned at the start of every presentation these days.  And perhaps be a part of any invitation you do.  Here’s why…

You prospects are watching TV, reading the papers, and listening to the radio.  And all of these media outlets are broadcasting doom and gloom 24/7.  These fear-based messages create uncertainty and hesitancy in most who are exposed to them.  So even if you have an amazing, compelling presentation, it’s likely your prospect will be thinking that it all sounds great – but the prudent action right now is no action.  Their fear mentality leads them to believe their best course of action is to hoard whatever few resources they have left.

But this reaction is very easy to short-circuit…

Simply make it clear in the invitation process or at the beginning of the presentation that you’re offering them a way to beat the recession, protect themselves against further erosion, and even leverage the current economic situation to springboard ahead.

This simple action will create a 180 degree difference in your results.  Now during the presentation, your prospect is viewing the business as an opportunity to earn their way out of difficulty, not an expense threatening to make things possibly worse.

If you don’t address the economy, they think you’re out of touch with reality and assume you don’t realize that now is not the time for action.  Deal with the issue up front and they have confidence that you have an idea of what they’re facing, and how to best deal with it.

I can tell you this:  Most of you reading this are working programs requiring less upfront investment than mine.  The business kit in my program is approximately US$1,000, and I also insist that they purchase some business tools raising that stake to about $1,500.

I always deal with the reason why it’s important for the prospect to invest in his future during times like these, and they always find a way.  The truth is, if you show someone that they really can make the kind of incomes we have in this profession – they will always find the money.  As my sponsor Eric Worre would say, it’s all about building trust, transferring belief.

We’ll look at some of the other objections in future posts.  In the meantime remember the really good news:  You get to choose whether to be the slum dog or the millionaire!

-RG