The Secret Language of Prospects
Posted 28th February 2009 at 10:09 AM by spendsmarter
[U][IMG]http://realnetworkmarketing.com/wp-content/uploads/2008/11/clue-magnifier.gif[/IMG]
[/U][B][SIZE=6][COLOR=Navy]The Secret Language of Prospects[/COLOR][/SIZE][/B]
All of the usual discussions about [B][I]overcoming objections[/I][/B] ignore one very crucial reality: [B]the Secret Language of Prospects.[/B]
Everyone you talk to about your products or income opportunity speaks this language. The challenge for sellers/recruiters is very simple: [I]this is a SECRET language that can [U]never[/U] be spoken aloud.[/I]
No matter what you [I]think [/I]you hear a prospect say (usually in the form of an objection), what you [I]need [/I]to hear them saying is this:
1. “I want to feel like [I]you [/I]do about this…
[SIZE=7][B]BUT[/B][/SIZE]
2. “I expect [B]YOU [/B]to make it [B]safer[/B], [B]easier[/B], [B]better [/B]and [B]smarter [/B]for me to say yes to [I]you [/I]than to [I]anyone [/I]else… [B]
[SIZE=7]AND[/SIZE][/B]
3. “I expect YOU to make it safer, easier, better and smarter for me to say yes to you than to [I]keep my money and do [B]nothing[/B]!”[/I]
The reason you’ll never hear them say it out loud is because they don’t want you to know how they really feel. [I]It might give you power over them.[/I]
So they couch it in often-spurious “objections”, then you run yourself ragged trying to overcome those [I]phantom[/I] objections, all the while terrifying them even more, so that they see you as someone who’ll never take NO for an answer.
So they never say no. Instead, they say “Yes… [B]meaning no![/B]”
Hey — people only buy for a perceived benefit, right?
Guess what the benefit to them in saying “Yes… meaning no” is for them?
Yep… to [B]GET RID OF [U]YOU[/U]![/B]
You’ll drive yourself crazy for months afterward trying to get them to do anything — use products, sponsor, attend meetings, answer calls, etc.
Uh-uh. Total waste of time and effort… they’ve [I]already[/I] had the benefit.
So the next time you gird up your loins to overcome those “objections”, think about it like this instead:
If you’re not hearing “yes” ([B][U]meanin[/U]g yes![/B]), you should be hearing what they’re [I]really[/I] saying….
“You haven’t yet made it [B]safer[/B], [B]easier[/B], [B]better [/B]and [B]smarter [/B]for me to say yes to [I]you [/I]than to [I]anyone [/I]else, or to [I]keep my money and do [B]nothing[/B]!”[/I]
By confronting them with resolutions to their spurious “objections” (and almost all of them are spurious; the genuine ones are usually obvious, like “I can’t afford it”) all you risk doing is [I]frightening them off [/I]so that, in order to avoid further confrontation with someone they see as unwilling to take “no” for an answer, they tell you the dreaded “Yes… meaning NO!”
Learn the [B]Secret Language of Prospects[/B]. It will save you months of confusion and frustration and boost your conversion rate dramatically.
[/U][B][SIZE=6][COLOR=Navy]The Secret Language of Prospects[/COLOR][/SIZE][/B]
All of the usual discussions about [B][I]overcoming objections[/I][/B] ignore one very crucial reality: [B]the Secret Language of Prospects.[/B]
Everyone you talk to about your products or income opportunity speaks this language. The challenge for sellers/recruiters is very simple: [I]this is a SECRET language that can [U]never[/U] be spoken aloud.[/I]
No matter what you [I]think [/I]you hear a prospect say (usually in the form of an objection), what you [I]need [/I]to hear them saying is this:
1. “I want to feel like [I]you [/I]do about this…
[SIZE=7][B]BUT[/B][/SIZE]
2. “I expect [B]YOU [/B]to make it [B]safer[/B], [B]easier[/B], [B]better [/B]and [B]smarter [/B]for me to say yes to [I]you [/I]than to [I]anyone [/I]else… [B]
[SIZE=7]AND[/SIZE][/B]
3. “I expect YOU to make it safer, easier, better and smarter for me to say yes to you than to [I]keep my money and do [B]nothing[/B]!”[/I]
The reason you’ll never hear them say it out loud is because they don’t want you to know how they really feel. [I]It might give you power over them.[/I]
So they couch it in often-spurious “objections”, then you run yourself ragged trying to overcome those [I]phantom[/I] objections, all the while terrifying them even more, so that they see you as someone who’ll never take NO for an answer.
So they never say no. Instead, they say “Yes… [B]meaning no![/B]”
Hey — people only buy for a perceived benefit, right?
Guess what the benefit to them in saying “Yes… meaning no” is for them?
Yep… to [B]GET RID OF [U]YOU[/U]![/B]
You’ll drive yourself crazy for months afterward trying to get them to do anything — use products, sponsor, attend meetings, answer calls, etc.
Uh-uh. Total waste of time and effort… they’ve [I]already[/I] had the benefit.
So the next time you gird up your loins to overcome those “objections”, think about it like this instead:
If you’re not hearing “yes” ([B][U]meanin[/U]g yes![/B]), you should be hearing what they’re [I]really[/I] saying….
“You haven’t yet made it [B]safer[/B], [B]easier[/B], [B]better [/B]and [B]smarter [/B]for me to say yes to [I]you [/I]than to [I]anyone [/I]else, or to [I]keep my money and do [B]nothing[/B]!”[/I]
By confronting them with resolutions to their spurious “objections” (and almost all of them are spurious; the genuine ones are usually obvious, like “I can’t afford it”) all you risk doing is [I]frightening them off [/I]so that, in order to avoid further confrontation with someone they see as unwilling to take “no” for an answer, they tell you the dreaded “Yes… meaning NO!”
Learn the [B]Secret Language of Prospects[/B]. It will save you months of confusion and frustration and boost your conversion rate dramatically.
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