How To Address The Response -
I Don't Have The Money
Here is a
question from DW about money that I’m sure you yourself have faced. I
suggest you read the question and the answer thoroughly.
She writes
"My team uses your framework and has discovery questions for
each stage.
After we have gone through this process and have directed them to our
websites, we don't have a follow up guide using Natural Selling so I am
getting tripped up.
I am starting my follow up by engaging them in conversation with the
info I learned in our previous call, and what they liked about what they
saw on my website.
After they tell me I almost always get a money objection. It costs
several thousand dollars to join our business and I get totally stumped
as to how to handle that without selling or making up excuses etc.
I was taught to throw their wants, needs and desires back at them but
this is not comfortable for me.
I would love to know how to handle this concern. I just don’t
know what to say when they tell me this is just too expensive or there
is no way they can come up with that much money."
First of all, congratulations for establishing the respect and
rapport with your potential partners! The fact that they are taking your
follow up calls, obviously demonstrates you are creating the right
vibration from the beginning that is attracting them to you.
Second, it’s not uncommon for people to respond with, "I don't have
the money", especially in the high end products you sell.
Unfortunately, as you pointed out, the standard network marketing
responses that most Distributors are taught go something like this…
-
Wear them down by repeating back their
wants, needs and desires.
-
Use the one sided "Feel, Felt, Found"
technique as in, "I know how you feel. Many people I first spoke
with felt the same way and what they found when they started, was
that it was the best thing they did…."
-
Ignore them and tell them something like,
"Well it's not really much money when you compare it with starting a
franchise, yadda, yadda, yadda…!"
Unfortunately these techniques:
Put pressure on the other person who will
“return” the pressure by objecting to, or rejecting your behavior
Do not respect them by addressing their
real issue
Unless you're interested in using these hit or miss strategies, and
attracting at best about 1% of the people you talk with and upsetting
the rest – I suggest you never use them.
So what to do?
Well, the question you have to ask yourself is… Do you know what
someone means when they say they don't have the money?
The answer is self evident – no you don’t!
Remember, people's words, statements and questions to us very rarely
reflect what we think they mean. To think you know otherwise puts
your relationships severely in jeopardy.
So instead of guessing, why not ask?
"When you say you don't have the money, (or it’s too expensive)
can I ask you what you mean by that?"
You'll get a bucketful of different responses, such as;
"I won't have the money until next week."
"I mean that I can afford to pay the fee
to start but I know there must be costs on top of that and I don't
have the money for marketing."
"I'm just flat broke and don't have the
money to pay the starting fee."
Now you have something to work with. You can continue the dialogue
using what you now know to be the real reason to ask this question…
"If you did have the money, is this something you would do right
now?"
And when they say yes, you ask…
"So where do you think you will find the money?"
You'll be surprised at the number of resources people can tap into.
If the desire to change is strong enough, they'll find it. Or maybe they
just don’t know where to find it and will have to revisit your proposal
another time.
It’s Not Your Responsibility.
From my point of view, it's not your responsibility to find the money
for them! It’s theirs. And when they do find it, they are more likely to
stick to their decision to do the work.
So without turning people off or away using standard industry
sales-type techniques you can keep the flow of the dialogue intact and
the relationship strong.
And what does this mean to you?
You'll attract those who are prepared to
make the change.
You’ll help those people to really cement
their desire to change when they reflect on their answers to your
questions.
You'll help those who need a little help
in understanding the true meaning of personal responsibility
You'll decrease and eventually eliminate
your attrition
I cover this topic of addressing concerns (rather than "handling
objections") in Chapter 15 of my book "How
To Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!"
Starting on page 239 I talk about the Committing Stage which is where
you'll find concerns such as "I don't have the money" are most likely to
surface.
You'll also find it well worth reviewing Chapter 2 where I talk about
the cause of rejection and how you can eliminate it completely.
So keep the dialogue going and you'll find that things will flow
calmly, effectively and effortlessly. This is exactly what I mean when I
say that Natural Selling is about growing your business with effortless
ease.
Want to get rid of all the techniques, systems and gimmicks simply
by changing the way you think and the way you act on what you think? Choose one of the many convenient options on the
right hand side of this newsletter.
Or click here
www.NaturalSelling.com
