“Stop Wasting Your Time with Me because Your Products are Too Expensive”
Stop Wasting Your Time
Ever had a prospect tell you to stop wasting your time with them because your goods, services and opportunity were too expensive? We’ve all been there.
A friend says to us, “I want to give you these tickets to the theater at no charge.”
What is the first thing which comes to our minds? What’s the catch?
He is our friend. We know him. He gives us free tickets to the theater. So, why the objection? We are leery of things even from friends given to us for free. Our survival skills kick-in to protect us from harm. Free stuff = a catch plus we don’t want to be obligated to anyone.
Think of how our prospects feel. We can give them the best opportunity and products in the world. We can offer it to them for free, and they will still bring up objections.
Stop wasting your time if you think a presentation is going to help.
What most new distributors do for answering objections is to send the prospect to a company video, a website, a home-meeting or watch a webinar.
What is the problem with doing that? It is one-way communication.
One-way communication does not work. Do you really think the prospect is going to listen to a one-way communication device that cannot answer his questions, concerns and objections? Of course not.
The only way to handle any objection is one-on-one contact. On social media, we need to get the person on a personal chat with us over the telephone. If you are on Facebook, you can use Facebook Messenger Phone. If all else fails on Facebook at getting the prospect to agree to a telephone chat, we can use messenger.
And once we have them on the phone, what do we say?
We could argue with them. We could tell them how wrong they are and how wonderful we are. I would not recommend it.
We could try to convince prospects against their wills. Ever heard the statement, “A man convinced against his will is of the same opinion still?”
How about if we agree with them? Now, that is a novel idea. Instead of arguing with them and trying to convince them that our way is better, we simply agree with them that our products, services and opportunity are too expensive.
Stop wasting your time with any other method.
Imagine what happens to the prospect when you agree with them. The prospect no longer fights us. The prospect calms down and is prepared to hear what we have to say next.
How does that work? The psychology of why people buy will help.
Most people buy for comfort, prestige and quality. Very few people buy based on cost.
How can we use that, and what can we say to the prospect that objects to cost? How about this?
— “It’s okay if you think our products/opportunity are too expensive. That is why I am talking to you now. I know you don’t want to spend the rest of your life buying things with coupons and at bargain basement prices. You want to buy things without thinking of the price that comfort you, give you prestige or for quality. Let’s talk and I can show you how these products/services/opportunities can help you.”
We have agreed with the prospect. We did not argue with them. We have not tried to convince them against their will. Now the prospect can hear the good things that we have to say.
You stop wasting your time when you agree with the prospect.
For reinforcing the point of the statement, you can add this:
— Ask the prospect, what is the cheapest car that they know of? Most prospects will say something like a Yugo. Whatever the prospect claims the cheapest car in their mind is, we ask them, “How many people do you know who own a ____?” And the prospect maybe will say, “one,” and most likely will say, “none.” Then you add, “See, people don’t buy cars based on cost. They buy cars for comfort, prestige and quality. Would you like to see more of what our goods/services/opportunity can do for you?” —
Next time you hear someone say stop wasting your time with me because your products are too expensive, simply agree with the prospect that they are expensive. And with a few magic words added, you will neutralize the objection.
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