Have you ever come across the price objection when you are discussing the possibility of somebody joining your business? Do you offer a service that would benefit somebody but they are “flat broke”? I want to let you in on a little secret…the price objection is prominent in all professions. More importantly it is overcome in all professions.
- People can’t afford to go to the dentist but when the piercing, sleep depriving, throbbing pain occurs they want to be in the front of the line for a ride in the dentist chair.
- People don’t need a checkup but when a funny rash develops on a noticeable part of their body they want a phone conference with the best doctors from Helsinki to “make it go away”
- The car makes a funny noise but “we can’t waste money” to have it looked at. 2 months later they are pushing it in for a “great trade in price” for a new (inflated) 60 month car payment.
Pain Equals Priority
Each of these scenarios has a common thread…PAIN. Root canals, “emergency” doctor’s visits and inflated trade-in values (while overpaying for the new car) were the result of pain. Some of it was physical, some vanity and others luxury but they all were the catalyst to magically produce money that wasn’t there.
Do you have to search out an automobile-less, blotchy and toothless prospect to have success? No it’s just important to realize that you and 98% of the population can afford to make a purchase if it is something that will help them personally or professionally.
Increase the value and the benefits you offer and you will increase your success. People like to spend money and more importantly people LOVE to receive value. Are you offering training, tools and solutions? Are you a resource for your prospects and can you simplify the process for them. Fear of the unknown is very common but if you can take the surprise out of the process you can make the newest of newbies feel confident and ready to join you.
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