Have you ever had a prospect that just can’t decide whether they want to buy or not?
There’s a saying in sales.
“Maybes starve babies.”
In sales you get paid for collecting decisions. You receive the actual payment when your prospect says yes but if they say no you can move on and talk to the next person. The trouble starts when your prospect says maybe.
Network Marketers (especially new ones) can really lose momentum when they hear a maybe because they are scared to death of hearing a no. They’ll pamper and their prospects and they won’t pressure them and they’ll wait until their prospect has thought it over enough to get an answer.
The trouble is sometimes your prospect doesn’t have enough guts to say no. They’ll say, “I’m just not sure,” because they are afraid of hurting your feelings. This is extra true for prospects that are your warm market. They think that they are doing you a favor by putting off their answer.
Your prospects will waste your time rather than hurt your feelings.
Rather than waste your precious time with someone that probably isn’t going to buy anyway, you have to learn how to move on. Here are 2 ways of getting an answer from your prospect when they just can’t decide.
Just a quick heads up before I get into those 2 ways of getting an answer, I have 1 on 1 and group coaching programs available to help people get better a prospecting so they can get more sales and sign ups.
If you’re sick and tired of going through courses and want someone to look over your shoulder to give you the help you need,shoot me an email at firstname.lastname@example.org
Leverage The Compensation Plan
Your company’s compensation plan probably gives advantages to those who join earlier so leverage it. Be cool and non-chalant but make sure that they are aware of 3 things.
1. You are meeting with (lots of) other people
2. Those who join before others will have the advantage because they will benefit from all the sales volume of those that join later.
3. You spend a lot of time and effort training those that join.
It might sound something like this:
“I can see that you aren’t sure and that you want to think about it. I don’t want you to rush into things. I want to make sure that you are ready to join because I put a lot of effort into training new people. There is a lot of information on line so feel free to take your time and have a look so you can do your due diligence. I do want to let you know that I met with Bob last night and he is putting the money together to join and I’m doing a meeting (webinar, call etc) for my team tomorrow night. If you join before any of them join, you’ll be able to benefit from all of their volume as long as you are with the company. When do you want to talk about this next?”
If they just need a little push for them to say yes, then that should do it. If there answer is a no (then it was probably always a no and they didn’t want to tell you) then they’ll either tell you right there or they’ll let you know when they can make a decision. Either way, you can move on to the next person and collect their answer.
Sell them peace of mind
If it’s a retail sale then you can’t leverage the compensation plan. What I suggest doing is selling them peace of mind.
Here’s what I mean: Have you ever seen a restaurant and wondered if the food was any good? Maybe it’s a restaurant that you pass on a regular basis that has your curiostiy level but you don’t know if you like the food. Sometimes you wonder about it. Friends tell you that they’ve eaten there and some really like the food and others hate it. You don’t know whether you’ll like it or not. The only way to stop wondering if you’ll like it is to go eat there. If you hate the food, you’ll know. If you like the food, you’ll know. But either way, you’ll stop wondering.
It’s the same with your network marketing product. You might be selling a weight loss shake and your friend has tried everything to lose weight but nothing seems to work. You’ve told her about the shake and she’s seen all of the videos and the ingredients about the shake but she still isn’t sure if she wants to buy. She says, “Do you think it will work for me?” The amateur network marketer will respond by saying something like “Of course it will work for you, blah blah blah, scientifically proven, blah blah blah branch amino acids, blah blah blah, invented by a Nobel Prize winning scientist etc.” This is not a good response to your friend’s question. You can read why in another blog post called: When they ask, “Will it work for me?” http://kennysantos.com/overcoming-objections-will-it-work-for-me/
Instead of saying, “Yes! Of course it will work for you!” Say this, “I’m not sure if it will work for you. But what if it does? It’s worth the money to find out right? The worst that can happen is that it doesn’t work and you we stop wondering. Is $70 worth your peace of mind?”
If your company has a satisfaction guarantee, make sure that you mention it if you need more ammunition.
This also works if you are selling a service. Let’s use cellphone service as an example.
“I don’t want you to sell you my cellphone service, I want to sell you some peace of mind. You think that you have the best price for your cellphone service and you might be right. Let’s sit down for about 15 mins and compare what I can offer you vs what you already have. If I have a better offer then you can switch if you want to. If you already have something better, then you’ll have the peace of mind knowing that you already had the best price. Is your peace of mind worth 15 mins?”
Acting as an advisor and selling them peace of mind gets your more sales and sign ups rather than trying to push all of the features and benefits down their throat.
Create a great day!
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