There’s a bonus in this short article that I think will delight you very much and I want to share that with you in a moment, but first let me give you a sure-fire way to absolutely prevent anyone stalling and at the same time save you a lot of time and grief.
I actually learned this from Mark Januzsewski. I don’t know who Mark learned it from but just let me say it’s been a well-kept secret.
This is a little piece of conversation that actually prevents the prospect from stalling in any way, shape or form (including “I need to think about it”, “I need to talk to my wife”, “I’m at bit busy at the moment, why don’t you give me a call in 6 months”, etc etc etc).
Warning: if you come out and just baldly ask for your prospect’s word that he won’t stall, all you’ll do is put him under pressure and alienate him. So pay particular attention to the “lead in”, and don’t even move to lead in until you have a good connection (rapport) and unless you have confidence that this person has a high likelihood of being suitable for your business.
It goes like this:
Jim (prospect), I wonder have you ever met with a sales person, and afterwards they’ve phoned you and emailed you and practically stalked you pushing for an answer? Was that fun? Well we think it’s not fun either, and personally I think it’s a pretty disrespectful thing to try and push someone into something. Agreed? Great, so is it OK with you if after we’ve met together today, we don’t do that kind of stuff to you?
Great – glad we’re on the same page. In that case, would it be OK with you, after you’ve seen what’s on the table, if rather than saying “I have to think about it” or “I have to talk it over with the dog”, you just give us a simple yes or a simple no? Are you comfortable saying no?
Great, let’s take a look then and see what you think.
Now after you’ve been through the very simple “coffee shop” presentation, if they say anything other than “yes” or “no”, you can say, goodnaturedly, “come on Jim, we promised we wouldn’t go there. Just give us a yes that you can see yourself working with us, or no this absolutely isn’t for you. OK?”
If they do end up saying “no”, realise that this means “no at the moment” because life can throw curve balls and people’s situations can change. Also, now that they know what kind of person you’re looking for as a potential business partner, they may be very happy to refer to you. So thank them for their honesty and let them know you appreciate their not mucking you around. Offer to buy another coffee and finish up on good terms. You want to be remembered as someone who understood what they were about and who had respect for everyone involved.
Contrary to what you may have been taught previously, it is inappropriate to try to push back on people’s “objections”. Someone may have questions or concerns that they want answered, and when you have an agreement regarding “a simple yes or a simple no” they are more likely to honestly reveal those and ask for more information.
But if someone says it’s not for them, respect their judgement. This business is most assuredly not for everyone! So quit putting pressure on yourself by thinking you can sign up everyone, and quit putting pressure on people to join you, because because not only is that quite rude, but it needlessly burns bridges. Not what you want, surely!
Now Here’s Your Bonus
The recruitment phase isn’t the only time people might try to stall on you, as you well know.
How many times have you signed up a potentially great recruit, and they keep making excuses not to kick off? Amazing, isn’t it – why on earth do they do that? For someone like you, who makes their decision and then goes into action, that can be very hard to understand.
But you know, it’s incredible how many people are procrastinators. Most people will find an excuse to avoid taking action, as long as their pain isn’t motivating enough. (Not everyone, but most people behave this way.)
You see, people’s brains get full. In this high-pressure, time-poor age, they feel overwhelmed by their day-to-day lives, and even the tiniest little “extra” thing can send them running for the hills.
So how do we help people move into the action that they know is necessary if they’re to achieve those dreams they shared with us when they joined us?
The answer to that question is that we need to be honest and up front, and as always provide them with the best quality information and advice that we can. It might go like this.
Sam, I’m wondering if things are maybe a bit too challenging for you at the moment (pacing their likely experience), the delays, you know? How are things?
(Sam says, kids sick, new job, need to wait until xyz is over, etc etc etc.)
So you’ve got (repeating her words) a lot on your plate right now with the new job, and you’re feeling stressed out about it and that maybe it’d be better to make a fresh start after the holidays?
(Note, I don’t interpret Sam’s words and put my own spin on it – I rigidly stick to repeating her words.)
Sam I completely understand that. These days unless we’ve been able to take a little bit of action to make a difference, the truth is that there will never be a perfect time. Life will always get in the way if we let it, and there will always be some kind of emergency, or crisis, or stress.
Sam, have you got a calculator there, or on your phone? Great. Can you tell me how many minutes there are in a week, you know 24 hours in a day, times 7 days, times 60? What’s that? (It will be 10,080.) And as a percentage of that, how much is 5 minutes? You know 5 divided by 10,080 times 100? (It will be 0.049%.) That’s right, it’s less than 0.05% of a week.
The question is, do you want (word for word the goal/dream Sam has already shared with you) enough to give it 0.049% of your time. Just 5 minutes in a whole week? Or not? I respect your decision in this Sam, you know I’m here for you and I just need for you to make that decision fully aware of what it means.
And what if I told you that in fact it could even take zero time to get kicked off?
The reason I can offer “zero time” is that right now, in the beginning, all Sam needs to do is go about her life as usual, but learn those simple, rejection-free and embarrassment-free ways of sparking people’s interest in her products or her business. You can take it from there on her behalf. As she sees the money coming in, if she has any potential at all she’s going to get excited and once she’s excited you can bet she’ll find more time and her progress will fire up.
Your next step is to teach Sam how to engage in rejection-free and embarrassment-free conversations, and you’ll find all that free on www.mlmleadersacademy.com. Enjoy!