Have you ever heard your prospect say that your product is too expensive?
When I was new in the profession, my upline told me that my prospect thinks it’s too expensive because I didn’t do a good job in showing them the value. So I made sure to use a lot of hype and I would regurgitate what my everyone in my company was saying.
“Our product is scientifically proven and it’s invented by a Nobel Prize winning Dr. He is a professor at (some prestigious) University. It has dozens of clinical trials and studies that are peer reviewed.”
What I didn’t realize was that for some prospects, it doesn’t matter how much value I show them, they simply won’t buy. I was trying to show value to the wrong prospects. I was talking to the wrong people. If I spent anymore time trying to sell them, I would be wasting my time.
Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.
Should They Buy It Vs Do They Want It
Don’t mix up, whether or not your prospect should by your product vs whether or not they really want it.
Should they get your product?
Of course they should and you have a list of reasons why.
But just because they should buy it doesn’t mean they will.
Your prospect is overweight, has diabetes, high blood pressure and has already had 1 heart attack. He takes a handful of pills each day but every time he goes to see his doctor, his health is getting progressively worse.
Let’s say you have a weight loss shake and it cost $100/month and because of your experience with your shake, you are pretty convinced that if your prospect started using it, he would get better. You’ve seen testimonials of people that had worse health than him, turn their lives around so you have a lot of confidence that your prospect could have a similar result.
Should your prospect buy your shake? Of course they should!
But remember, it doesn’t matter if they should get it. It has to do with whether they want it bad enough. Your prospect might not put value on his health. He has good insurance so he only has to pay $20/month on his pills every month so paying $100/month for a shake wouldn’t be worth it.
Sell To Those Who Want It
In many cases, people value money more than they value health. They won’t admit it or necessarily believe it but their actions speak louder than their words.
If they really valued their health more than money, then they would spend more money on organic fruits. They would spend more money buying the best health supplements. They would spend more money on their gym memberships. They would spend more money on their health. Period.
If you are selling a weight loss shake for $100/month, you are really selling health for $100/month. So instead of trying to sell your shake to those that need it (like the prospect in the example) sell it to those that are more likely to want it.
Who are those people?
People that already spend money on their health. The person that spends money on supplements and and organic food is more likely to purchase your weight loss shake. They might already use a weight loss shake that costs a similar amount so they don’t even have to make a change in their budget. They just have to simply switch brands for a month to see if they like yours.
Do you see how much easier it can get when you start selling to the right people?
What ever you are selling, choose your target market and sell to the people that want it, not the people who need it. You’ll have a better time and you’ll have more success.
Did This Help You?
If so, I would greatly appreciate it if you commented below and shared on Facebook.
Create A Great Day!
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.
If you enjoyed this post MLM Training: The Real Reason Why Your Prospect Won’t Buy Your Product then please share, tweet and comment below.