I do not want to give you my Social Security number.
YOU: "you do not have to. You may give us your federal tax ID number instead. Tax law requires us to give you a 1099 so we have to have one number or the other in our check writing computer in order for you to get checks from the company."
Bob
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Monday, October 15
I Don't Want To Give You My Social Security Number
by
KEY TO SUCCESS
on Mon 15 Oct 2007 07:39 PM PDT
My Very Successful Friend Tells Me These Things Never Work
by
KEY TO SUCCESS
on Mon 15 Oct 2007 07:12 PM PDT
My very successful friend tells me these things never worked.
YOU: " Do you want to take advice from anyone that does not know the facts?"
Let Me Think It Over
by
KEY TO SUCCESS
on Mon 15 Oct 2007 07:05 PM PDT
Let me think it over.
OK. This one's very common and it's important that you have a good read on your prospect which you should by the time it comes up at the end of the process. Generally what I say here is something like: YOU: "You know Dave, with what you've have shared with me about (Repeat his dreams) and the opportunity you now have to do something about it. What is there really to think about?" The point of this response is to ferret out any remaining objections that they've not yet voiced. If they have them, deal with them and then sign them up. If they're silent at this point, that is, they can't come up with any, say with a smile YOU: " Right. So why don't we go ahead and get you started. What address would you like to use for your checks when you begin earning them?" Now if instead they come back with, "I don't rush into things, I just want to think about it." Here's where you have to read your prospect. If they're just delaying because they have trouble making decisions, respond: YOU: "Dave, you're not one of those "tire kickers" are you? No? That's good... then let's move forward and get you plugged in and rolling." Some prospects are quite serious, yet their personality just needs time to make that decision. This is a judgment call on your part. If they legitimately need time, respond with: YOU: " Tell you what Dave, I want you to take a day or two and go through the information I gave you again carefully. When you join, I want you EXCITED to be coming aboard our team. I don't want you coming in with your fingers crossed behind your back thinking that you're making some big mistake. Take your time, go through it and let's talk on (Set date & time. ) If you have any questions that come up between now and then, give me a buzz and we'll get them covered." Bob
I'm Not Sure I Can Afford It
by
KEY TO SUCCESS
on Mon 15 Oct 2007 06:53 PM PDT
I am not sure I can afford it.
YOU: "You know Dave, I'm sure you are correct. It's doesn't cost you anything to check it out. Frankly Dave, with what you have shared with me I'm sure you can not afford not to do this if you want to achieve your dreams. Most can afford the business if they really want to. Where there is a will there is a way. Do you enjoy eating out, cable TV, going out to movies, plays, sports events, or similar things? How much do you spend on these things?" "How important is it to you to give up some of these things for a short time so that you can afford what ever you want whenever you want it?" If they are destitute they are not good for you. You can not afford them. You are not capable of fixing the world. If they have attained maturity plus a little bit and can actually not afford it they are not likely to do themselves or you any good. YOU: "Dave, the fact you can't afford it may be the very reason why you should join so that in a relatively short time you will be able to afford whatever you want." We are not looking for people that NEED to make more money. We are looking for people that WANT to make more money. We are looking, primarily, for people that are already successful and want a different lifestyle. Most people in this type of situation want more time. What they really can not afford is to keep watching TV. Watching TV is costing them many thousands of dollars a year in passive residual income. Bob
I Do Not Know If I Would Have The Time To Do This With The Quality Of Work I Would Expect Of Myself
by
KEY TO SUCCESS
on Mon 15 Oct 2007 06:46 PM PDT
I do not know if I would have the time to do this with the quality work I expect of myself.
YOU: "many people do it successfully in five to 10 hours a week. If you actually want to change your lifestyle you will have to find the time. A great number of people do it in seven hours a week." B Ob u take the leadership role. Do not accept their answer.
How Much money are you making
by
KEY TO SUCCESS
on Mon 15 Oct 2007 06:34 PM PDT
How much money are you making?
It's one of the most frequent objections. It's also a bad question. The reason is it proceeds from the assumption that whatever you're doing Or not doing is how it's going to go for them too. Of course, as experienced networkers we know this isn't necessarily the case. You may sponsor someone who far outstrips your success or they may fall flat on their face. What your prospect really wants to know If they're a true prospect is whether you have a "real" opportunity, one that's legitimate and viable. One that people really can And do make decent income. Insincere prospects on the other hand are simply looking for an excuse NOT to participate. You want to disqualify these people early on in the process anyway. So, let's get to it. Best response for a serious prospect: YOU: "It's not about what I make, it's about what you're going to make Or not make." This objection typically presents itself at the early stages with a prospect, when you're still interviewing them. This reply immediately focuses things back on them. You could be making $2.00 a month or $20,000.00 a month, either way it's irrelevant. What IS relevant is that you're giving them an opportunity. You could be brand new and not yet making a dime and so what? It doesn't change the fact that you've introduced them to a tremendous opportunity that has the potential to change their lifestyle. Bbob
My Friends Tell Me These Things Never Work
by
KEY TO SUCCESS
on Mon 15 Oct 2007 07:43 AM PDT
My friend tells me these things never work.
YOU: "That shows you how well your friend is doing. How Much money that your friend make? Why would you want to take financial advice from your broke friend?
Can One Sponsor Long-Distence Successfully
by
KEY TO SUCCESS
on Mon 15 Oct 2007 07:38 AM PDT
can one sponsor long distance successfully?
YOU: "Dave, that is a great question and the answer is , "Yes!". I will bet 80 to 90% of this business is done by long distance. You can dial 20 calls an hour easily. You will disqualify many people within 30 seconds. Remember, you only want interested, enthusiastic people. You want people that want to be on your team in order to help themselves be successful. 20 calls an hour is 100 calls in five hours. Can you do that every day? Probably not can you do it one hour a day? That is still 100 calls if you only work one hour a day for five days a week. How fast do you think your business would grow?" Bob
How Much Is This Going To Cost Me
by
KEY TO SUCCESS
on Mon 15 Oct 2007 07:32 AM PDT
How much is this going to cost me?
Questions like these are reflective of the wrong mindset, and should make you probe further to make certain the individual you're speaking to is truly a prospect at all. YOU: "It's not about spending money, it's about making money." Then proceed to ask them YOUR next question. Later, after they've reviewed your information and received an overview on your opportunity/product, give the price. The point is they don't even know what it's all about yet. There's no value to it, until they do. If they persist after your response, end the interview and disqualify them. Bob |
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