Have you ever gotten that question from a prospect and been left tongue-tied?
 
If you aren’t yet making a significant income, how do you tackle that one?
 
There are clearly several ways to handle the question, but let me just discuss a couple for now. And as you will see, at their core they both convey the same message…
 
Response #1:
 
“Funny you ask that… For me this business is about so much more than just making loads of money. It’s about freedom of time…it’s about being in charge of your own life, making a positive impact on others…
 
Besides wanting to generate a large income, what are some of your reasons, Joe/Mary, for wanting to get started in the business?” (Smile.)
 
Response #2:
 
“How much money do I have to make for you to be successful?”
 
Or, if you prefer, the extended version:
 
“I’m not sure why that is relevant. Obviously, you can make more than me, less, or nothing at all.
 
Rather, you should ask yourself this: ‘do you have a burning desire to succeed and are you willing to do whatever it takes?’ If the answer is yes, then it’s not a matter of if you will reach your goals, but when.
 
And when that happens, it will have nothing to do with me, the company, the pay plan, or the products. It will have everything to do with YOU.
 
So, Joe/Mary…do you have that desire?” (Smile.)
 
Do you see what I’m doing with each of these responses? I’m turning it around, throwing it back at my prospect…putting them on the spot.
 
My question is completely unexpected, and it disarms them. It makes them think.
 
Remember, you should always be interviewing your prospect, not the other way around!
 
Even when you reach the point where you are generating a substantial income, you shouldn’t be trying to “prove” to your prospect how successful you are by reporting your figures to them over the phone.
 
Whenever you get the “money question”, it’s because your prospect lacks trust in your leadership skills and wants to see tangible “proof” that you are going to give them value. They erronously think they can determine this by the size of your bank account.
 
Well, you know better than that. So refuse to play their game.
 
By the way, if you correctly position yourself as a leader, build a relationship with your prospective customer/rep, and consistently provide them with the solutions they are looking for – an all of this online – you shouldn’t be getting this question at all.
 
Because by the time you get on the phone with them, they’re already convinced you are an expert!
 
And the truth is, of course, that how much you are or aren’t making really IS irrelevant to the success of your prospective consultant:
 
In our industry (as in any other) you find both high income earners who don’t support their team as they should, and committed, hard-working individuals who pour themselves into their team members — even though they’re not (yet) top producers with their companies.
 
Bottom line: Any time you get the “money question”, instead of getting defensive – or tongue-tied – simply turn it back at your prospect by asking them a more intelligent question.
 
Make them THINK.
 
Remember, your financial future does not depend on whether or not a particular person signs up with you.
 
And that’s the mindset with which you should always handle “the money question”.

 
 
 
 
Successfully,
 
 

 
 
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This entry was posted on Thursday, July 7th, 2011 at 10:33 pm and is filed under Leadership, Mindset, Sales Psychology, Sponsoring & Recruiting. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.