Prospecting and handling objections

1. Prospecting and handling objections This is what makes the business tick. If you can’t do this then … MAKE A PARADIGM SHIFT or forget it!

2. Getting ready for this task Get organised. Have a list of names ready Keep a POSITIVE FRAME OF MIND – ATTITUDE! Read until you know it off by heart – BUT KEEP READING! The purpose is to get them to your website Follow the telephone technique EXACTLY! Keep objections at hand to use for questions. Secure a time and day after every appointment. Keep answering and keep securing an appointment.

3. STEP 1 Calling Family and Friends Hi (name), this is (your name). This is a business call. Do you have the time to make extra money? (Wait for response) Either YES or NO. If the answer is YES say: “Great, I have something I want to share with you that can make us a lot of money. I’d like you to take a look at my website to get your opinion. Can you look at it this evening or tomorrow during the day? When shall I call you … Tomorrow morning at 9 or Evening at about 8? (Make a note when they’re going to look and then follow up at that time.)

4. STEP 1 Calling a Referral “Hello (name), this is (your name). You and I haven’t met, however we have a mutual associate, (name) who suggested I meet with you to explain a business venture that he/she finds very exciting.” “He/She says that you are always open-minded to new ideas, and rates your opinion highly.” “I have a website I need you to look at for this but need to discuss it with you afterwards either tomorrow a 3pm or tomorrow night, late, say 10pm. Which would suit you best? (Make a note when and follow up)

5. STEP 1 Calling a Non-Referral (cold call) “Hello (name), if I could show you a way to make an extra $20,000 per month by only working 5 hours per week, would you be interested.” (Wait for response) “Great, I have come across a new idea that does just that. This idea has to be the best opportunity I have ever seen on the internet. I would like to discuss a few points with you but need you to look at my website first to form your opinion okay?” When shall I call you again … Tomorrow morning at 9 or Evening at about 8? (Make a note when they’re going to look and then follow up at that time.)

6. 45 Second presentation that will change your life Have you ever through about what it would be like to “own your life”? This is what I think it means to “own your life”. When you subtract out the sleeping time, commuting time, working time and things you have to do each and every day of your life, most people don’t have more than one to two hours a day to do what they would like to do; and then, would they have the money to do it? We have discovered a way a person can learn how to ‘own their life’ by building a home-based business and we have a system for doing it that is so simple, anyone can do it. It doesn’t require selling, and the best part is it won’t take much of your time. If you are interested, I will get you some information.

7. STEP 2 What do you do? We have a business plan that generates an income very much like that of a song writer or an author of a book who continues receiving royalties. When shall I call you … Tomorrow morning at 9 or Evening at about 8? (Make a note when they’re going to look and then follow up at that time.) OR – if he says “what do you mean?” Well, would you agree that there are only three ways to make money! We either work for our money, or we have money work for us or we have people work for us. Our concept has all three which produces a passive income. Would day/time suit you best?

8. STEP 2 What is it all about? “(name), that’s the very reason why you need to look at my website. There are several facts that are impossible to outline on the phone, and I need you to understand the whole concept before you give me your opinion. Would (day/time) or (day/time) be best for me to call you back? IF HE ASKS ANOTHER QUESTIONS SIMPLY SAY: “Why do you ask?” let them answer, and then say: “As I said, I need you to see all the facts, so that you understand the whole concept before you give me your opinion. It is really great and I’m sure you will like it. When can we talk again? (Day/time or day/time)

9. STEP 2 If you’re trying to market something, I’m not interested. (Name), I appreciate meeting people like you who are frank and like to get to the point. It’ll take about 16 minutes for you to know whether or not this idea appeals to you. If, after that, the idea does not appeal to you, I’d appreciate your telling me so. All I’m asking for is your valued opinion … would that be ok with you? When shall I call you … Tomorrow morning at 9 or Evening at about 8? (Make a note when they’re going to look and then follow up at that time.)

10. STEP 2 I don’t think I’d be interested. It would only be a waste of your time and mine. (Name), I’m willing to gamble 16 minutes of my time with your open-mindedness. That’s fair isn’t it? (Wait for response) When shall I call you … Tomorrow morning at 9 or Evening at about 8? (Make a note when they’re going to look and then follow up at that time.)

11. STEP 2 I’m just too busy right now. Phone me next month. I meet people like you every day who are on a tight schedule, (name). That’s why I phoned. The concept I wish to share with you has been called the next logical step in the free enterprise system. It would be well worth your time. All I need is for you to look at my website and then discuss a few points afterwards. When would suit you best for me to call you back? Day/time or day/time. (If they are still hesitant, follow with: (Name), after about 16 minutes, you will now if what we do appeals to you. At the end of that time, I promise I will leave you alone unless you would like to discuss it further. All I’m asking for is your valued opinion, that’s fair, isn’t it? (wait for response) When shall I call you again… Tomorrow morning at 9 or Evening at about 8? (Make a note when they’re going to look and then follow up at that time.)

12. STEP 2 I can’t afford anything right now That’s the very reason why we should talk. The purpose for my call is to arrange for a convenient time for us to discuss the information you will be looking at on my website. You need to get all the facts before you can give me your opinion. That’s fair isn’t it? (wait for response) Great, then I’ll call you again (day/time)

13. I takes GUTS! Success is a journey, not a destination.

14. I takes GUTS! “Come to the edge!” He said “No!” they said because they were afraid. “Come to the edge!” He said, They eventually did … He pushed them … And the flew!