http://carlstruth.blogspot.com/

[carl crenshaw]

Thursday, April 9, 2009
In keeping with the business trend/here is one of the better
"I Need To Think About It"
Sound familiar? So what do you say when someone says, "I need to think about it", "I don’t have the time" or "I don’t have the money"? Here are some things you might try when you are faced with this situation.
Prediction is a form of power.
We know that at the end of a presentation the prospect is probably going to say one of four things.
1. I am ready to sign up.
2. I am not interested.
3. I have some questions.
4. I need to think about it, I don’t have the time, or I don’t have the money.
Because we know what they are going to say, we can then prepare a powerful, persuasive response to overcome their concern and move the prospect into action. Persuasion is abo ut leading. It is about moving people to action. Great network marketing leaders are successful at moving others to take action.
After you have given the prospect your presentation, you are going to ask them to take action. This is when they typically say, "I need to think about it", "I don’t have the time", or "I don’t have the money". I want you to imagine that when you ask the prospect to take action, it is as if you are giving them a hot potato.When they say to you, "I need to think about it", "I don’t have the time", or "I don’t have the money", they are giving you the hot potato back. We now need to give it back to them. Here are some ways to do that.
The prospect says to you - I need to think about it.
You can say:
1. Other than thinking about it, is there anything else preventing you from moving forward to day?
2. Other than thinking about it, I am sure that you have some other concerns. Can you share with me your other concerns?
3. Tell me more about that.
The prospect says to you - I need to check with my spouse.
You can say:
1. If the decision were up to you, would you move forward today?
2. On a scale of 1-10, how motivated are you to get started today?
3. Other than checking with your spouse, is there anything else preventing you from moving forward today?
4. What would you do if your spouse says no?
In each of these responses you have now given the hot potato back to the prospect. The prospect now needs to respond in some way back to you. When they respond back to you they are probably not ready to take action yet. Your next step would be to tell them a story and then ask again for them to take action. This process is like a dance. After you ask them to take action the first time they raise a concern. You then respond to the concern. They then raise another concern. You then respond with a story and ask them to take action again.
You want to tell a very specific type of story.
You want to share a story of someone in a similar situation. For example if the prospect tells you they don’t have the money to get started, tell them a true story of someone else who did not have the money either. They found the money and now they are financially free because of it. After you tell the story, the next step is to ask the prospect to take action. One way you might do this is to say (right after you finish telling them the story of someone in a similar situation), "Based on what you have shared with me so far I really believe get ting involved with our company could help you achieve your dreams. What do you say we give it a try?" After you say this, be silent. The prospect is now in a place where they need to make a decision. At the end of each presentation you deliver, you want the prospect to make a decision. A no is OK. A yes is a lot better. Either way one of the most important things you can do is help the prospect make a decision.