How To Convert Reluctant Prospects.Ever met a prospect who flat out refuses to believe you? Do they simply contradict everything you say?
Here is a skill that may get them to see your side and agree with your point of view.
Keep pushing and you’ll push them away
Answering objections is a skill you’ll want to learn very early in network marketing. The trouble is, even the correct, accurate answer may not always get you what you want.
People can give objections like “network marketing is a pyramid scam,” or “only the people on top get to make money,” or “MLMs are illegal businesses” or “only people who already have big networks in place can get rich.” Just simply telling them the opposite thing may not work at all. You may win the argument but you can lose the customer.
Nobody likes to be wrong, and nobody likes to be proven wrong. When you push, they’ll push back. The harder you push someone to change their minds, the harder they’ll try to entrench themselves in their opinion. They may say, “I know I’m right because I know someone who lost a lot of money in MLM.”
So if they believe they’re right and you can’t get them to budge, do you just give up? Of course not! You can use the power of appreciation to get them to see you point of view.
Sincerely listen to their side
The first step in appreciation is find out where your prospect is coming from. To do this, you need to make less statements and ask more questions.
For example, if you client says that “your business is just a pyramid scam,” ask them, what do you mean by pyramid scam?” and “why do you say that my business is one?”
These questions are not meant to be asked defensively. You’ll want them to understand that you’re curious about what makes them think that way. You want to sincerely understand their side of the story. Saying things like “How do you mean?” or “Help me understand,” or “What makes you say that?” are all meant to probe your prospect’s emotions. This attitude allows them relax and put their guard down.
Sometimes when you ask someone to clarify their statement, they may see on their own that their opinion is unfounded or inaccurate (e.g. “it’s shaped exactly like a pyramid, so I thought it was a pyramid scheme). If you’re lucky, they may even decide to correct themselves all on their own.
But even if this doesn’t happen, you are still one step closer to an agreement.
Appreciate their point of view
Here’s the key aspect of this approach and requires as much sincerity as when you were listening: simply acknowledge their point of view.
This does not mean you agree with them! It simply means you see the merit of their opinion, even if you don’t share it. Spoken truthfully, “I understand how you feel” is a very powerful statement. It means that you understood them, that their side made sense. People will feel that you respected their opinion, and this invites them to respect yours.
You can go further by stating that if you were in their shoes, you would probably feel the same way. For example:
“I understand how you feel. You dropped $500 into an MLM and didn’t get your money back. Losing your investment in any business is rough. If it happened to me, I’d feel the same way and wouldn’t give network marketing a second thought.”
Again, let the signal be clear: you sincerely understand their side. Once they see that, it’s easier for the two of you to agree on something.
Get them to appreciate you
Now you can move on with stating your side. Get them to see the merit of your point of view. One well-used formula is the feel, felt, found method.
“I understand how you feel. I once felt that I was terrible at sales and wouldn’t even be able to answer a single question the customer would throw at me. But I found that the company trains its downlines very well, and wouldn’t even let me do presentations until I was ready. Also, it was less about selling and more about sharing the benefits of the product with other people.”
You can restate the formula in any way you wish.
“I get what you’re saying. I was pretty much the same when I started. I thought only the people above me would get rich and I was going to wind up losing my investment. But I realized that they were personally interested in my development and were willing to help me get my organization going. They taught me everything I needed to know to be successful. Now I’m earning an extra $1,000 a week and I’ve been nothing but grateful.”
Because you didn’t undermine what your prospect said, they’ll find it easier to appreciate what you say. Mutual appreciation opens the door to agreement, and is one of the most efficient ways to close a prospect.
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