CHECKLIST FOR STEP THREE: ASK AND INVITE
1.Asking & Inviting
2.Asking & Inviting Process Overview
3.Eric Worre's 8 Step Inviting Process
4.Using Text and Social Media to Invite
6.People Say No
7.Handling Objections
8.Common Objections
GET YOUR ASK ON
The simply truth of a building business in network marketing is that it will entail asking people to try products and to consider joining your team. There are many different things to ask people for in growing your business:
It is likely that you will find it easier to ask for certain things and more uncomfortable asking for others. Some 'asks' pull us further from our comfort zone. We know that we, ourselves, don't like to feel as if were are being 'sold to' and we don't want to become one of those obnoxious, pushy sales people who only seem interested in getting a sale. The relationship we have with others are important to us and we don't want to alienate ourselves from these people. And it is exactly this - caring about others and our relationship with them - that make us successful in network marketing. Finding ways of asking that are respectful and caring is not only important for fostering relationships but allow us to keep asking with a sense of integrity and conviction.
- Ask people to sample the products and try them out.
- Ask people to Host a group presentations or home parties in return for some great Host Rewards.
- Ask people for referrals.
- Ask for 1:1 meetings to present the Business Opportunity.
- Ask people to join your team and be one of your Business Partners.
- Invite people to a scheduled Discover Arbonne in your community or online.
It is likely that you will find it easier to ask for certain things and more uncomfortable asking for others. Some 'asks' pull us further from our comfort zone. We know that we, ourselves, don't like to feel as if were are being 'sold to' and we don't want to become one of those obnoxious, pushy sales people who only seem interested in getting a sale. The relationship we have with others are important to us and we don't want to alienate ourselves from these people. And it is exactly this - caring about others and our relationship with them - that make us successful in network marketing. Finding ways of asking that are respectful and caring is not only important for fostering relationships but allow us to keep asking with a sense of integrity and conviction.
Talking Points:
- Be Interested more than Interesting - at the heart of network marketing is building and fostering relationships. And nothing does this better than being interested in the other person. Being interested and curious about the person you are talking to will have far more impact than how well-crafted your script might be.
- Help someone meet a Need - when we try to sell someone something they don't want or don't need (or don't understand), you become that pushy sales person you don't want to be. It is important to take the time to really get to know more about the person you are talking to and to listen for a need that they might have. Before offering something to someone, we want to know that they actually have a need or desire for it. It may be that you can offer some options that could help them address that need... or maybe not. Either way, it ends up being a rewarding experience for both them and you - they are feeling that someone took the time to be interested in them and to understand them and you have the satisfaction of knowing you have helped someone in some manner. (See 'Professional Inviter' training dealing with Greeting & Qualifying for more on this).
- Expect Objections and Hesitations - when people are presented with something new or that they aren't certain about, they are going to respond to your invitations with hesitations or objections. Knowing this and at being met with objections or hesitations is a normal part of the process not only helps you to take it less personally but to also find ways of responding in a respectful and effective manner.
THE PROCESS OF SHARING ARBONNE OVERVIEW
When inviting people to consider whether Arbonne's business opportunity would be a good fit for them, it is helpful to use any or all of the activities listed below. However, there is no specific order with this. For example, someone might agree to a 1:1 presentation and you might send them more information in the meantime. They may then try the products and join a virtual DA. Or it may happen in a different order. What is important is understanding there are always options.
ERIC WORRE'S 8 STEP INVITING PROCESS
It is common for people to be leery or afraid of things that are new to them. You are likely to find that many people will say No to you offering to share with them information about the business opportunity or even to try Arbonne products. People will often say No without even really knowing what they are saying No to. Eric Worre has offered a very useful process for inviting people to a meet with you, or taking a look at some business information, or to try some samples, or most anything having to do with your business, and doing so in such a way that tends to minimize upfront objections and tends to have good results with people following through.
There are many other approaches and scripts. You can find some in your Strong Start Workbook. I have found this 8 Step approach to be particularly helpful.
Step 1
Be in a hurry - setting up the conversation in a context of it taking only a few minutes puts people more at ease. (Think about your own experience with telemarketers calling you and starting by asking about your day). It is better to create a sense of it being a quick call.
Step 2
Offer a compliment - offer a genuine compliment that sets the context for your invitation (e.g. "You've always been such a positive person and fun to be around").
Step 3
Make the invitation - there are various ways to do this and it can be different if you are talking to family and friends or people that you hardly know. You can also use a direct approach (e.g "I'm looking at doing a business with Arbonne and would be interested in your thoughts on it. There's a short online webinar on Wednesday evening and I am wondering if you would be willing to login and watch it with me") or an indirect approach or even super-indirect approaches (e.g. "This likely isn't for you but I am wondering if you might know of anyone who is looking to run a strong business from their own home?").
Step 4
If I ______________________, would you ________________________? - this step is about gaining commitment. It is not uncommon for people to say Yes to something without much thought of actually following through. This step tends to get more buy-in from the person you are talking to. (e.g. "If I sent you the link, would you be willing to take a look on Wednesday?").
Step 5
Get a time commitment (or commitment to another detail) - this is to further engage their sense of commitment to following through with what you are inviting them to do. By adding detail such as time prompts them to start thinking about what will actually be involved for them in following through (e.g. "Do you want to get together and watch it together or do you want to just login on your own? Do you have somewhere quiet with a computer where you won't be interrupted?") or ("When do you think you'll be able to take a look at the link I am going to send you?").
Step 6
Confirm - establish that their commitment is firm (e.g. "So, at 8 o'clock, you have nothing else going on that would stop you from getting on the webinar?"). Having now said Yes a number of times to your invitation and having begun to think through what it will entail, they are much more likely to follow through.
Step 7
Get a time and number - have a way to follow up with them (e.g. "I'll text you about 10 minutes before. What's at good number?").
Step 8
Get off the phone! - remember, you want to keep it short.
Step 1
Be in a hurry - setting up the conversation in a context of it taking only a few minutes puts people more at ease. (Think about your own experience with telemarketers calling you and starting by asking about your day). It is better to create a sense of it being a quick call.
Step 2
Offer a compliment - offer a genuine compliment that sets the context for your invitation (e.g. "You've always been such a positive person and fun to be around").
Step 3
Make the invitation - there are various ways to do this and it can be different if you are talking to family and friends or people that you hardly know. You can also use a direct approach (e.g "I'm looking at doing a business with Arbonne and would be interested in your thoughts on it. There's a short online webinar on Wednesday evening and I am wondering if you would be willing to login and watch it with me") or an indirect approach or even super-indirect approaches (e.g. "This likely isn't for you but I am wondering if you might know of anyone who is looking to run a strong business from their own home?").
Step 4
If I ______________________, would you ________________________? - this step is about gaining commitment. It is not uncommon for people to say Yes to something without much thought of actually following through. This step tends to get more buy-in from the person you are talking to. (e.g. "If I sent you the link, would you be willing to take a look on Wednesday?").
Step 5
Get a time commitment (or commitment to another detail) - this is to further engage their sense of commitment to following through with what you are inviting them to do. By adding detail such as time prompts them to start thinking about what will actually be involved for them in following through (e.g. "Do you want to get together and watch it together or do you want to just login on your own? Do you have somewhere quiet with a computer where you won't be interrupted?") or ("When do you think you'll be able to take a look at the link I am going to send you?").
Step 6
Confirm - establish that their commitment is firm (e.g. "So, at 8 o'clock, you have nothing else going on that would stop you from getting on the webinar?"). Having now said Yes a number of times to your invitation and having begun to think through what it will entail, they are much more likely to follow through.
Step 7
Get a time and number - have a way to follow up with them (e.g. "I'll text you about 10 minutes before. What's at good number?").
Step 8
Get off the phone! - remember, you want to keep it short.
Download the worksheet template eric_worre_scripts_worksheet.pdf
and create your own Scripts using Eric Worre's Hottest Recruiting Scripts ( click below)
USING TEXT AND SOCIAL MEDIA MESSAGES
With customs and technology changing, making phone calls is not always the best modality for inviting. People are now more apt to respond to a text message than to answer a phone, respond to a voice message or email. While this will lead eventually to a phone call or meeting in-person, many are finding the best place to begin is with a text message.
What to text:
- Short invitation to get together, to give them a call (goal is to get a time set up).
- [After their response] Give them an idea of what it is about.
- Use some of the ideas above to engage more commitment.
WHEN PEOPLE SAY 'NO' TO YOUR INVITATION
There is always something to offer someone even if they are not interested in what you might have initially invited them to.
- If a person is not interested in learning more about the business, you can invite them to try the products.
- If a person likes the products but doesn't want to build a business, you can invite them to host a group presentation and get great deals.
- If a person likes the products but isn't interested in the business or hosting an event, ask them if they might know of anyone who might be interested in trying the products or in a business opportunity.
- If a person isn't interested in the business or the products at this time, you can ask them if it would be okay for you to follow-up with them in a few months to see if anything has changed.
- And if a person isn't interested in any aspect of Arbonne or in having any further interaction with you, you can thank them for their time and invite them to have a wonderful day.
OVERCOMING OBJECTIONS AND HESITATIONS
As well as having something else to offer when a person says No, it is really useful to have some ideas for how to respond directly to objections and hesitations when you get them. It is common for people to present us with objections to what we are inviting them. Keep in mind we are inviting them to try something new or consider doing some that is new, and often our first response to anything new or different, or that we don't understand, is to say No. By listening and inviting the person to take a closer look at their objection (in a respectful manner), we can often help them move through their objection. Hesitations and objections can be expressed or unexpressed. It is much easier to handle expressed hesitations, so we are happy when they come out of people’s mouths in front of us.
HANDLE QUESTIONS AND OBJECTIONS
To “handle” an objection or hesitation means to deal with it effectively versus using some quick clever comeback. We actually aim to get the person beyond their hesitations and working towards their goals and dreams.
Here is an analogy that Tim Sales uses. Hesitations or objections are like a bug on your windshield that a person begins to focus on intently and lose sight of the destination they had planned. It is aDistraction, like the bug, that is stopping them from getting the things they want or living the life they are hoping for.
It is very common after someone expresses a desire for something and you invite to look at a way they can get it, for them to shift focus onto the things that can stop them from getting what they want. It is why they already do not have all that they want. That is understandable - people often don't have the things they want because they keeping saying No to the things that would help them to get there. They keep getting caught up in focusing on the bug on the windshield rather than keeping in mind the destination they had in mind.
Your job as a Professional networker is to help them re-focus, to get their focus off the bugs that are stopping them from getting something they have said they want. This knowledge having objections and hesitations is normal and just what people do, gives us enormous compassion and patience with prospects and potential clients.
The best thing you can do is to let them know you fully understand their concern, without agreeing with the objection. Here is the Questions and Objections Remedy
Step # 1: Listen completely without interrupting ask they explain their hesitation.
Sometimes when you listen all the way through, they will come up with more questions and objections. This is great as you want the hesitations on the table so you can answer them.
Step # 2: Confirm that you understand what they are saying.
Ask questions when necessary. (e.g. Prospect asks: “Is this sales?” You say: “I want to make sure I understand the question correctly; could you clarify what you mean by sales?” They say: “Would I have to go door to door selling products... or make cold calls?” You say: “Now I understand. Thanks for clarifying. You wanna know, is this something you have to go door to door to sell or calling up people you've never met? Have you done these types of sales before?” They say: “Never, nor do I want to!”)
Step # 3: Make the question or objection valid, with the same intensity they used but don’t agree with the objection. This shows the person that you see their concern as important because it is important to them.
E.g.: “I completely understand your concern.” is a great validating statement. However do NOT say: “I totally agree OR I felt or feel the same way too!” This can give the objection more justification and put the attention on us; we want to keep it on them.
Step # 4: Facilitate handling the questions and hesitations.
Do this only AFTER the other steps are completed. To facilitate means: to assist.
Do this only AFTER the other steps are completed. To facilitate means: to assist.
So back to our person who does not want to sell door to door:
You might ask: “What methods of introducing the business or products to people would you feel more comfortable with?”
She says: “Well, I would not mind talking to people 1-1 or even to a small group if I kind of already know them.” You say: “Great. Both of these can be very effective especially paired with our Gold Bag, try-it-before-you-buy-it system.”
You did not talk her out of the objection; you facilitated her handling her own objection by asking questions. Remember if you say it, it can be challenged versus, if they say it, it carries more weight.
Step # 5: Inquire about other Objections or elicit the concern underlying the objection.
Very often the objection provided is masking an underlying concern. For example, objections involving not enough time or not knowing enough people or not being able to sell, can be indications that the person is fearful that they won't be successful at the business and will have looked foolish for even trying. We want to be able to help get these unexpressed objections out in the open and on the table.
A great way to do this is to invite the person to presuppose the current objection has been dealt with and then look at what other objections they might have. (e.g. "If we could find a way to deal with the fact you are so busy and don't have time, what else might stop you from going ahead with this?").
Common Objections for product:
Common Objections for business:
So back to our person who does not want to sell door to door:
You might ask: “What methods of introducing the business or products to people would you feel more comfortable with?”
She says: “Well, I would not mind talking to people 1-1 or even to a small group if I kind of already know them.” You say: “Great. Both of these can be very effective especially paired with our Gold Bag, try-it-before-you-buy-it system.”
You did not talk her out of the objection; you facilitated her handling her own objection by asking questions. Remember if you say it, it can be challenged versus, if they say it, it carries more weight.
Step # 5: Inquire about other Objections or elicit the concern underlying the objection.
Very often the objection provided is masking an underlying concern. For example, objections involving not enough time or not knowing enough people or not being able to sell, can be indications that the person is fearful that they won't be successful at the business and will have looked foolish for even trying. We want to be able to help get these unexpressed objections out in the open and on the table.
A great way to do this is to invite the person to presuppose the current objection has been dealt with and then look at what other objections they might have. (e.g. "If we could find a way to deal with the fact you are so busy and don't have time, what else might stop you from going ahead with this?").
Common Objections for product:
- "I already use something I love."
- "I have sensitive skin (problems)."
- "I don't have any money."
- "I won't spend the time using them."
- "I just purchased another product."
- "I am not a makeup person."
- "I have tried everything and nothing works."
Common Objections for business:
- "I don't have the time."
- "I already have a busy job."
- "I have already tried network marketing."
- "My spouse won't let me."
- "I can't sell."
- "I don't know any people."
- "I don't have the money."
SCRIPTS FOR HANDLING OBJECTIONS
The Scripts below are based upon the assumption that you have already spent time getting to know the person you are talking with and that you have identified a need or desire, or a gap between where they are now and where they ideally want to be with their life. Taking the time to truly understand the person and their situation is of utmost importance.
"I understand - you are a busy person and this would just feel like one more thing to do. I am wondering how long you think this might take?"
[wait for answer]
"If, after trying the products, you loved how they made your skin feel and ____[address skin issue]_____ , would it be worth it to you to have spent a few minutes over the next 3 days trying them?"
"If you thought it wouldn't interfere with your busy schedule, would you have any other reason not try them?"
"I already use a product and I am happy with it."
"Great! What product do you use?
What do you like most about it?
Is it a complete system? Does it seem to be addressing all your skin needs?"
"Since you are already happy with your products, I am wondering if you would try out Arbonne's products and see how they compare. I'd love to get your feedback. Obviously, if they aren't any better, I would recommend that you stay with your current products."
"Is this like [xyz] products?"
"Your wondering if Arbonne's products are like so many of the other ones out there. What do you know about [xyz]? Have you tried it yourself?" [If yes, see above].
"Would you be interested to hear a bit about what makes Arbonne's products stand out?"
"Nothing ever works for me."
"I understand; it can be so frustrating trying to buy a product and not have it work. It is one of the reasons I really want my customers to try it before they buy it."
"What have you tried already? What happened?"
"If I had a product that I thought might work for you, would it be worth it to you to give a try and see?"
"I don't have any money right now."
"I understand; things are pretty tight right now."
'If you did have some money right now, do you think you would be interested in trying these products to see how they work for you?"
"If you knew there were ways to get the products at highly discounted prices, would it be worth it to you to just try the products and see if you do like them?"
"I have allergies and can't use anything."
"What a pain! You must have to be so careful about everything you use and always make sure you know all the ingredients. What kinds of things are you allergic too? What happens to you if you do have an allergic reaction?"
"If I you knew that these products didn't have any of the ingredients your are allergic to, would you be interested to try a bit in the crook of your arm to see if Arbonne products might actually be products you can use?"
"I just purchased a bunch of products. I wish I had known about Arbonne sooner."
"No problem. Obviously, with you having just bought these products, it would make sense to use them."
"It sounds as if you do have an interest in seeing how Arbonne products compare. Would it be worth it to you to just try the products to see how you like them and then, if you do, as your other products run out, you can replace them with Arbonne products?"
< BACK^ TOP
OBJECTIONS TO PRESENTATIONS"I'm too busy to host a presentation."
"I am understand; you are feeling that would be just too much to be worth it to you."
"If you knew that there wasn't going to be much required of you and could get phenomenal deals on these products, would you take a second look at doing this?"
"Everyone in the neighbourhood as already had 'parties'."
"That's great! It certainly sounds as if it is popular and people like to do them. But I can see that you would be concerned that no one would attend"
"If we were to find 3 or 4 family or friends, whether they are from your neighbourhood or not, would it be something you would consider doing so that you can get such great discounts?"
"I don't know anyone.
"I understand what you are saying; you wouldn't even know who you might invite that would show up."
"If I could help you in figuring out some people in your life to invite, would you be interested? We can schedule a date in now and then I'll work with you to figure out who we might invite. Would that work for you?"
"I don't do parties."
[laughing] "I get it; you don't see yourself as being one of 'those' people. Not a problem. I am curious if you might know of anyone who would be interested in hearing more about these products and sampling them."
"If we planned an evening with just these friends where I do a small presentation and they get to try the products, and you get some great deals, would that be something you would be interested in doing?"
"I would like to but now is not a good time."
"I understand; the timing is not great right now. When do you think things might a bit better?"
"Since my schedule feels up fast, I am wondering if we might pencil in a time that is likely to work best for you and then we can always change it later if we need to. Would that work?"
< BACK^ TOP
OBJECTIONS TO THE BUSINESS OPPORTUNITY"I can't sell."
"I understand; you don't think you'd be very successful at this."
"What are you thinking it would take for someone to be successful with this business?"
"Do you think they were just born naturally being good at it or is something they got good at through training?"
"If you knew there were all kinds of resources to train you and to support you in being successful with this business, what else might stop you from doing it?"
"I could never do what you do."
"I understand; you don't think you would be as successful doing this as I am."
"I am curious, what is it that you see me doing that you don't think you could?"
[see ideas above for more]
"I have done network marketing before. I doesn't work."
"Oh, really? What did you do?" [Inquire more about their experience - what they liked and what didn't work for them]
"Do you think it is that Network Marketing in general doesn't work. I mean, does it seem to work for some people but just didn't seem to work for you because of _[use relevant info from what they have just told you didn't work]?"
"If you knew that we could find a way to give you the support with [whatever the problems were], could you see yourself being successful in Network Marketing? Would there be anything else that would hold you back?
"My spouse won't approve of me doing a business."
"I understand; you think this might cause problems in your relationship."
"Can I ask you more about this: do you think he is against you doing any kind of business or just one like this? What do you think he would be most concerned about?"
"I'd be happy to meet with him and talk to him about any concerns he has. Do you think that would help?"
"If he were to come on-board and be supportive, would there be anything else that you could see might hold you back from jumping in?"
"I'm too busy. I don't have any time."
"So that I don't misunderstand you, when you say you are too busy, what is it you feel too busy for?"
Prospect: “I’m too busy to do anything else!”
"I understand. You do want to change something so that you can [refer to a hope, dream or desire they have shared with you] but the thought of trying to fit one more thing into your already busy life seems like it is just too much. Is that how it feels?"
Prospect: “Exactly!”
"Let's see if we can solve this one a bit because the danger of not doing so is that you'll continue on for another 10 years being too busy have those things that you'd really like to have."
"Everyone has 24 hours right?”
Prospect: “Yes.”
“Okay, and that 24 hours can be divided into 3 even columns of 8 hours each. So picture a piece of paper with 3 columns each having 8 hours. In the column on the left, let’s say that is the sleep column and we don’t want to mess with that - you need sleep." [If you have paper handy, draw it out].
"The second or middle column is the work column - and for right now we probably do not want to mess with that either. I’m assuming you would not just up and quit your job right?”
Prospect: “Correct.”
“Okay, so the right hand side of this paper would contain the last column of eight hours and let’s label that column ‘Getting what you want out of life.’ Can you visualize this?”
Prospect: “I can”
“The only place you can pull from to achieve this goal is the right hand column. [Summarize what they need, want or do not want] eg. “So, if what you really want is to get out of that 9-5 job, so you can be at home for your kids when they get off school and not have to rush them off in the morning, then you have to use some of that time in the third column towards that goal, right?”
Prospect: “Right”
"The problem is that third column gets cluttered with other things that might seem important at the time but in the long run, aren't really bringing you any closer to what you want in life, correct?"
Prospect: “Yes”
"If you knew that getting what you wanted in life would involve carving out some time in this third column, would it be worth it for you?"
Prospect: “Yes, I guess so.”
"If you keep doing what you are currently doing, is anything likely to be different in 5 years from now?"
Prospect: “No, things would be the same or worse.”
"So it would seem as if in order for you to be able to get free of the 9-5 work [or whatever their goal is], it would be worth it to you to make some changes with how you spend your time in this third column."
If you could find a way to fit this home-based business into the nooks and crannies of your life, would there be any thing else that might stop you from doing it?"
- Common Objections to Trying Product
- Common Objections to Hosting an Event
- Common Objections to the Business Opportunity
"I understand - you are a busy person and this would just feel like one more thing to do. I am wondering how long you think this might take?"
[wait for answer]
"If, after trying the products, you loved how they made your skin feel and ____[address skin issue]_____ , would it be worth it to you to have spent a few minutes over the next 3 days trying them?"
"If you thought it wouldn't interfere with your busy schedule, would you have any other reason not try them?"
"I already use a product and I am happy with it."
"Great! What product do you use?
What do you like most about it?
Is it a complete system? Does it seem to be addressing all your skin needs?"
"Since you are already happy with your products, I am wondering if you would try out Arbonne's products and see how they compare. I'd love to get your feedback. Obviously, if they aren't any better, I would recommend that you stay with your current products."
"Is this like [xyz] products?"
"Your wondering if Arbonne's products are like so many of the other ones out there. What do you know about [xyz]? Have you tried it yourself?" [If yes, see above].
"Would you be interested to hear a bit about what makes Arbonne's products stand out?"
"Nothing ever works for me."
"I understand; it can be so frustrating trying to buy a product and not have it work. It is one of the reasons I really want my customers to try it before they buy it."
"What have you tried already? What happened?"
"If I had a product that I thought might work for you, would it be worth it to you to give a try and see?"
"I don't have any money right now."
"I understand; things are pretty tight right now."
'If you did have some money right now, do you think you would be interested in trying these products to see how they work for you?"
"If you knew there were ways to get the products at highly discounted prices, would it be worth it to you to just try the products and see if you do like them?"
"I have allergies and can't use anything."
"What a pain! You must have to be so careful about everything you use and always make sure you know all the ingredients. What kinds of things are you allergic too? What happens to you if you do have an allergic reaction?"
"If I you knew that these products didn't have any of the ingredients your are allergic to, would you be interested to try a bit in the crook of your arm to see if Arbonne products might actually be products you can use?"
"I just purchased a bunch of products. I wish I had known about Arbonne sooner."
"No problem. Obviously, with you having just bought these products, it would make sense to use them."
"It sounds as if you do have an interest in seeing how Arbonne products compare. Would it be worth it to you to just try the products to see how you like them and then, if you do, as your other products run out, you can replace them with Arbonne products?"
< BACK^ TOP
OBJECTIONS TO PRESENTATIONS"I'm too busy to host a presentation."
"I am understand; you are feeling that would be just too much to be worth it to you."
"If you knew that there wasn't going to be much required of you and could get phenomenal deals on these products, would you take a second look at doing this?"
"Everyone in the neighbourhood as already had 'parties'."
"That's great! It certainly sounds as if it is popular and people like to do them. But I can see that you would be concerned that no one would attend"
"If we were to find 3 or 4 family or friends, whether they are from your neighbourhood or not, would it be something you would consider doing so that you can get such great discounts?"
"I don't know anyone.
"I understand what you are saying; you wouldn't even know who you might invite that would show up."
"If I could help you in figuring out some people in your life to invite, would you be interested? We can schedule a date in now and then I'll work with you to figure out who we might invite. Would that work for you?"
"I don't do parties."
[laughing] "I get it; you don't see yourself as being one of 'those' people. Not a problem. I am curious if you might know of anyone who would be interested in hearing more about these products and sampling them."
"If we planned an evening with just these friends where I do a small presentation and they get to try the products, and you get some great deals, would that be something you would be interested in doing?"
"I would like to but now is not a good time."
"I understand; the timing is not great right now. When do you think things might a bit better?"
"Since my schedule feels up fast, I am wondering if we might pencil in a time that is likely to work best for you and then we can always change it later if we need to. Would that work?"
< BACK^ TOP
OBJECTIONS TO THE BUSINESS OPPORTUNITY"I can't sell."
"I understand; you don't think you'd be very successful at this."
"What are you thinking it would take for someone to be successful with this business?"
"Do you think they were just born naturally being good at it or is something they got good at through training?"
"If you knew there were all kinds of resources to train you and to support you in being successful with this business, what else might stop you from doing it?"
"I could never do what you do."
"I understand; you don't think you would be as successful doing this as I am."
"I am curious, what is it that you see me doing that you don't think you could?"
[see ideas above for more]
"I have done network marketing before. I doesn't work."
"Oh, really? What did you do?" [Inquire more about their experience - what they liked and what didn't work for them]
"Do you think it is that Network Marketing in general doesn't work. I mean, does it seem to work for some people but just didn't seem to work for you because of _[use relevant info from what they have just told you didn't work]?"
"If you knew that we could find a way to give you the support with [whatever the problems were], could you see yourself being successful in Network Marketing? Would there be anything else that would hold you back?
"My spouse won't approve of me doing a business."
"I understand; you think this might cause problems in your relationship."
"Can I ask you more about this: do you think he is against you doing any kind of business or just one like this? What do you think he would be most concerned about?"
"I'd be happy to meet with him and talk to him about any concerns he has. Do you think that would help?"
"If he were to come on-board and be supportive, would there be anything else that you could see might hold you back from jumping in?"
"I'm too busy. I don't have any time."
"So that I don't misunderstand you, when you say you are too busy, what is it you feel too busy for?"
Prospect: “I’m too busy to do anything else!”
"I understand. You do want to change something so that you can [refer to a hope, dream or desire they have shared with you] but the thought of trying to fit one more thing into your already busy life seems like it is just too much. Is that how it feels?"
Prospect: “Exactly!”
"Let's see if we can solve this one a bit because the danger of not doing so is that you'll continue on for another 10 years being too busy have those things that you'd really like to have."
"Everyone has 24 hours right?”
Prospect: “Yes.”
“Okay, and that 24 hours can be divided into 3 even columns of 8 hours each. So picture a piece of paper with 3 columns each having 8 hours. In the column on the left, let’s say that is the sleep column and we don’t want to mess with that - you need sleep." [If you have paper handy, draw it out].
"The second or middle column is the work column - and for right now we probably do not want to mess with that either. I’m assuming you would not just up and quit your job right?”
Prospect: “Correct.”
“Okay, so the right hand side of this paper would contain the last column of eight hours and let’s label that column ‘Getting what you want out of life.’ Can you visualize this?”
Prospect: “I can”
“The only place you can pull from to achieve this goal is the right hand column. [Summarize what they need, want or do not want] eg. “So, if what you really want is to get out of that 9-5 job, so you can be at home for your kids when they get off school and not have to rush them off in the morning, then you have to use some of that time in the third column towards that goal, right?”
Prospect: “Right”
"The problem is that third column gets cluttered with other things that might seem important at the time but in the long run, aren't really bringing you any closer to what you want in life, correct?"
Prospect: “Yes”
"If you knew that getting what you wanted in life would involve carving out some time in this third column, would it be worth it for you?"
Prospect: “Yes, I guess so.”
"If you keep doing what you are currently doing, is anything likely to be different in 5 years from now?"
Prospect: “No, things would be the same or worse.”
"So it would seem as if in order for you to be able to get free of the 9-5 work [or whatever their goal is], it would be worth it to you to make some changes with how you spend your time in this third column."
If you could find a way to fit this home-based business into the nooks and crannies of your life, would there be any thing else that might stop you from doing it?"