Most people – about 90% – are sales resistant, even if they are prospects for your business. So how can you overcome this?
In my last post I shared a question that Tom ‘Big Al’ Schreiter suggested as a way to get people to open up and say genuinely whether they enjoy what they do for a living. As I said, most people will not be interested in joining your business. The way of the entrepreneur is not right for the majority. That is a fact so there is no point in going against that and pitching everyone. It will get you a bad reputation. But if they show interest….
Let’s look at a key phrase that is often used and guaranteed to have people fold their arms, sit back and say ‘no’. “Would you be interested in?” Wow, is that a bad one. It brings up all the alarm bells. Why? Because it immediately implies that they may have to part with money or sign their lives away.
Try these magic phrases:
- “I just found out” – prospect becomes curious without feeling threatened….’how to get a second pay check every month/how I can pay my monthly bills before I start on my salary.’ You fill in the second part according to the person you are talking to.
- “Well you know how” – prospect is thinking ‘yes of course I do’ and he is subconsciously aligning with you….. ‘most people never have enough money at the end of the month.’
- “I’m just curious” – prospect relaxes….’do you want to carry on coming in to a job every day that you hate?’
- “There are two types of people in the world” – prospect wonders what is coming….’the ones who go on struggling financially and those who have found a way to break the cycle.’
How you finish the sentence depends on what the person has said earlier in the conversation. By asking questions in this way, you are simply asking for a response without the person getting the feeling you expect something. If they respond well, you might want to give them a short presentation – and I do mean short. Usually at this point network marketers hit the prospect with the company history, the founders life credentials, the products that cure cancer and grow back amputated limbs, and on and on. You’ve lost them.
In the next post I’ll give you a short 2 minute presentation and a simple close. In 15 minutes you could have a new business partner. Wouldn’t that be cool?
I love to get your feedback and I appreciate you syndicating the post if you like it.
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{ 11 comments… read them below or add one }
Very nice, Charlie – non-threatening ways to start a conversation are a must-know for any marketer.
Best,
Ana Hoffman
Thanks Ana – yes and it makes everything a lot more fun. My mentor always says this business should be fun.
Anytime you use words that creates curiosity because of the benefit the other person will get, they are bound to listen.
I always love to hear other people's perspective in what language to use with your prospects. Thanks for sharing your point of view.
Have a great day Charlie,
Jerome Ratliff
Hi Jerome
yes arousing curiosity in a non threatening way works well
I appreciate you coming by
Charlie
Hi Charlie,
thank you for sharing Tom's magic sentences. I will try and customize them to the given situation. And it's simply the truth that the path of an entrepreneur isn't right for most people.
Take care
Oliver
Hey Charlie, excellent suggestions for having a conversation with someone.
How the person responds to thoses phrases or questions will let you know if they have an interest.
I look forward to the next post.
Yes that is always the thing as each situation is a bit different so you have to think on your feet. And you are right that being an entrepreneur is not for everyone.
Next post is just coming up Peter!
Hi Charlie,
By asking the right questions in the right way as you have shown our prospects don't become defensive and close up. Nobody likes to be sold too but you have made some great suggestion.
Thanks for sharing.
Tristram Lodge
Thanks Tristram. It really does make a difference what we say to people.
Hi Charlie,
Great post. This is a very good technique. It is always said that people likes to buy but hates being sold to.
Keep up your good work.
Kelvin