"I Don't Have the Money"
"I Don't Have the Money"
by Hilton Johnson
(The question: "Hilton, what do you say when someone tells
you they don't have the money to get into your business?"
was submitted by so many MLMCoach Subscribers, we
decided not to list all of the names.)
Before I give you the language formula for handling the money
objection, here's something you need to know:
It's never really about the money.
If someone doesn't have the money to get into your business,
that's the very reason they SHOULD get into your business.
Get it?
The reason the money objection comes up is because you
haven't built enough value (benefits) for the money to sound
small enough. The problem, however, is that if you tell all the
benefits to your prospects, that will sound like selling and it
will simply invite more rejection.
Oh my, what to do?
Here's the language formula for handling all those problems
when the money objection comes up (by the way, this is from
my "Selling By Attraction" CD Program):
1. Buffer (Diffuse the objection)
2. Easy Exit (Make it easy for your prospect to say no so he'll relax)
3. Isolate (Make sure money is the only issue)
4. Build value (Getting the prospect to TELL YOU the benefits)
5. Close for a presentation (The ultimate goal of any prospecting call)
Real-life example:
Prospect: "I don't have any money to join your business."
You: (Buffer) "No problem. I wouldn't want to create a financial
burden for you."
You: (Easy Exit) "My business may not be for you. You get to
decide that for yourself."
You: (Isolate) "Is money the only concern you have?I mean,
if it wasn't for the money, would you want to own your own
business?"
Prospect: "Yeah, sure."
You: (Build value) "Why would you like to have your own business?"
Prospect: (Prospect sells himself by telling you about financial
freedom, having more time with family, firing his boss, traveling,
etc... that owning his own business could make possible.)
Note: Now the money part will sound smaller because the prospect
is thinking "great value" vs "money". That changes his perspective.
He becomes more curious and receptive to hearing more.
You: (Close for a presentation) "May I make a suggestion" Why
don't we set a time for you to see how my business can help you
get all the things you just said were important to you. If you like
what you see, perhaps we can discuss some ways to get you
started without too much of a financial burden. Would you like
to do that?"
Prospect: "Yes."
Note: When you show your program and your prospect gets to
see and understand the big picture, the money will most likely
not be an issue at all. If it still is, explain how he can put the
amount (say $500) on a credit card and make the minimum
payment (say $30) until he's making the extra money
(say $1,000 a month) he wanted to make.
It's never about the money. It's about desire and commitment.
Extra note: If you want to be a master at knowing how to
overcome objections like this and be a better leader to your
group, you'll want to learn and teach the "Selling By Attraction"
Program. (Order yours now and get a $50 rebate!*)
For more information and to place your order, use this link:
http://www.mlmu.com/products/selling.html
Hilton Johnson
The MLMCoach
www.MLMU.com
*$50 rebate coupon will be included in all orders placed by
7/31/05.
by Hilton Johnson
(The question: "Hilton, what do you say when someone tells
you they don't have the money to get into your business?"
was submitted by so many MLMCoach Subscribers, we
decided not to list all of the names.)
Before I give you the language formula for handling the money
objection, here's something you need to know:
It's never really about the money.
If someone doesn't have the money to get into your business,
that's the very reason they SHOULD get into your business.
Get it?
The reason the money objection comes up is because you
haven't built enough value (benefits) for the money to sound
small enough. The problem, however, is that if you tell all the
benefits to your prospects, that will sound like selling and it
will simply invite more rejection.
Oh my, what to do?
Here's the language formula for handling all those problems
when the money objection comes up (by the way, this is from
my "Selling By Attraction" CD Program):
1. Buffer (Diffuse the objection)
2. Easy Exit (Make it easy for your prospect to say no so he'll relax)
3. Isolate (Make sure money is the only issue)
4. Build value (Getting the prospect to TELL YOU the benefits)
5. Close for a presentation (The ultimate goal of any prospecting call)
Real-life example:
Prospect: "I don't have any money to join your business."
You: (Buffer) "No problem. I wouldn't want to create a financial
burden for you."
You: (Easy Exit) "My business may not be for you. You get to
decide that for yourself."
You: (Isolate) "Is money the only concern you have?I mean,
if it wasn't for the money, would you want to own your own
business?"
Prospect: "Yeah, sure."
You: (Build value) "Why would you like to have your own business?"
Prospect: (Prospect sells himself by telling you about financial
freedom, having more time with family, firing his boss, traveling,
etc... that owning his own business could make possible.)
Note: Now the money part will sound smaller because the prospect
is thinking "great value" vs "money". That changes his perspective.
He becomes more curious and receptive to hearing more.
You: (Close for a presentation) "May I make a suggestion" Why
don't we set a time for you to see how my business can help you
get all the things you just said were important to you. If you like
what you see, perhaps we can discuss some ways to get you
started without too much of a financial burden. Would you like
to do that?"
Prospect: "Yes."
Note: When you show your program and your prospect gets to
see and understand the big picture, the money will most likely
not be an issue at all. If it still is, explain how he can put the
amount (say $500) on a credit card and make the minimum
payment (say $30) until he's making the extra money
(say $1,000 a month) he wanted to make.
It's never about the money. It's about desire and commitment.
Extra note: If you want to be a master at knowing how to
overcome objections like this and be a better leader to your
group, you'll want to learn and teach the "Selling By Attraction"
Program. (Order yours now and get a $50 rebate!*)
For more information and to place your order, use this link:
http://www.mlmu.com/products/selling.html
Hilton Johnson
The MLMCoach
www.MLMU.com
*$50 rebate coupon will be included in all orders placed by
7/31/05.
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