Free B00CLEM7J0 EBOK by Eric Worre Page B

prospect.
     
    When Prospects Have a Limiting Belief in Their Abilities
     
    The common objections in this category are:
     
    “I don’t have the money,” “I don’t have the time,” “It’s not my thing,” “I’m not a salesperson,” “I don’t know anyone,” or “I’m too old/too young/have no experience.”
     
    Some people teach fancy approaches where you make yourself seem smart and the prospect seem stupid.
     
    “You don’t have the money? Do you have a cable bill? Do you have a cell phone? Do you ever go out to dinner? You have lots of money. C’mon, wake up!”
     
    Or,
    “You don’t have the time? How long do you want to have that reality in your life? You have to change if you want your life to change!”
     
    How does it feel when you read that? How would it feel if someone were to say it to you? Pretty bad, right? A better approach is to relate to the person and tell your story.
     
    When a person tells me, “I just don’t have the money right now,” I respond, “I had the same exact challenge. I didn’t have enough money to pay my bills, let alone start a new business. But when I thought about it, I realized if I didn’t have enough money to pay my bills now, how was I going to change that in the future? I was tired of being behind. I was tired of always scrambling. I wanted more out of life. So you know what I did? I found a way, and it was the best decision I ever made. Let me ask you something… if you really felt this was a chance for you to take control of your financial future, do you think you could find a way to make it happen?”
     
    Nine times out of 10 they would agree they could find a way. Again, forget the exact words and focus on the concept. I told them I was the same as they were, with the same objection. I told them about my pain. And I told them I found a way to solve it. As a result, we bonded. We related to each other. We were in the same boat with the same hopes and dreams.
     
    And if I didn’t have a personal story that would compare with theirs, I would tell another person’s story. There are plenty of stories inside your company that can relate to virtually every situation. So when a prospect tells you their objection, you can say, “I know what you mean. I have a friend who had that same exact problem and let me tell you their story.”
     
    Can you see how that approach would work with all the objections based on a person’s limiting beliefs about themselves and their lives? The concept is simple, it’s proven, and the results are amazing.
     
    When People Have Limiting Beliefs About Network Marketing
     
    This category includes:
     
    “Is this MLM?”
     
    “Is this one of those things?”
     
    “Is this a pyramid scheme?”
     
    “I’m not interested in MLM.”
     
    “I don’t want to bother my friends,” and,
     
    “How much are you making?”
     
    Let’s start with the one that strikes fear into the hearts of most people in our profession—“Is this MLM?” or variations like, “Is this one of those things?” or, “Is this a pyramid scheme?” or, “I’m not interested in MLM.”
     
    Some people go a little crazy when they hear this question. They say, “Pyramid scheme? Like every corporation in the world? Like the government? You mean like THAT?!”
     
    Instead of going crazy on your prospects, it’s important to understand where this question comes from. My experience has shown me that they usually knew someone who joined with no success or else they’ve done it themselves (usually they just purchased a virtual lottery ticket like I described earlier and it didn’t pay off). This scenario represents well over 90% of the people who will ask this kind of question. The rest of them have heard of opportunities like this and are rightfully skeptical of the promise of getting rich quick.
     
    If they ask this kind of question with any sort of emotion, I know they’ve been involved at some point, so I say, “Wait a minute. You