Are people telling you “no” when you prospect? If you aren’t getting nos then you are prospecting enough people. Even the best in our profession will get more people telling them no rather than yes. Much more.
Manage The Energy
If you don’t manage the energy during the recruiting process it will have a big effect on your confidence and your ability to try again. If you chase your prospect or argue with your prospect then you are giving them control. Don’t do that. If they don’t want to join your team, then let them go and make sure you manage the energy when you do so.
Instead of chasing or arguing with your prospect when they tell you no, try saying this instead:
“Do you know anyone that DOES want to make some extra money if we showed them step by step how to do it?”
I learned this from listening to the January 24th 2017 Ray Higdon podcast.
Using this line does 3 things.
1. Your Prospect May Reconsider
After hearing you say, “Do you know anyone that DOES want to make some extra money if we showed them step by step how to do it?” Your prospect will realize that you aren’t going to chase them and that you might have something that they want. They may come back and say, “You’ll show me step by step how to do this?”, and they’ll have a closer look.
That line also implies that they aren’t looking for extra money. If they are, they might come back .
2. They May Give Your Referrals
Your opportunity may not be a good fit for your prospect (even if you think that it’s best) but they may know some people that it is a good fit for and give you some names. It’s always better to talk to more people that might be open to a new opportunity rather than someone who isn’t open. If they give you referrals, then go ahead and talk to those people and if they join your team, you can always call your prospect back and let them know. You can always give them the opportunity to reconsider and join before the people that they referred joined.
3. You Stay In Control
This is the most important part. Even if they don’t reconsider and they don’t give you referrals then at least you are managing the energy and staying in control. Managing the energy is important because you look like a leader. If you chase your prospect,you end up pushing them away however if you display confidence you’ll look like someone that they want to work with. Also if you are constantly arguing with prospects and chasing them and getting rejected, it affects your confidence. You feel defeated, which will probably lead to more nos and you’ll quit. When you stay in control, your confidence stays up and even if you are getting rejected, you are less likely to quit.
When you handle rejection with grace, you keep control, you look like a leader and you get better results.
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