White leather couches welcome you at Club Les Palmiers, Pampelonne Beach.
We rented the entire upper deck of super comfortable daybeds for the twelve of us.
St. Tropez on the French Riviera, a great ten-day getaway!
Chillaxin’ on the beach with wireless internet at the world-famous Le Club 55.
Which Mangusta luxury yacht is ours?
Friendships to last a lifetime, celebrated on the beaches of the world.
Why not rent a Lamborghini in my
favorite color: yellow.
Evening sets with a view of our other mode of preferred transportation in
ST. TROPEZ, FRANCE
WEDNESDAY, 11:45 A.M.
What if a prospect tells you, “I don’t want to join your opportunity until I first use the products myself.”
Pretty good objection. The prospect wishes to judge the value of the business based on his or her personal experience with the product.
Missing the big picture.
Imagine at the end of your presentation, your prospect gives you the “I first want to use the products myself” objection, and you say, “Sure, that makes sense.”
What if some of your products don’t work for your prospect? Does that mean it’s a bad opportunity for her? Not in the least.
Let’s say your prospect is of average weight and you market weight-loss products. If she tries your products, chances are she will be disappointed with the results. But that doesn’t mean the weight-loss products couldn’t work wonders for her potential customers! Your prospect could build a tremendous business if she had access to lots of people wanting to lose weight
Instead of saying, “I want to first use the products,” the questions your prospect should be asking are:
Is there a market for these products?
Will people buy these products?
I’m not saying you should only lead with the opportunity. The “sample and sign” method of leading with the product works great, especially when you have an impact product, such as an energy drink or a diet cookie.
However, even when you lead with the product, helping your prospect understand the big picture is key. Personal experiences with the products are nice, but the crucial question is, will other people use the products?
What are the most important questions prospects ask about your products or opportunity? Do they want to know about the quality of your products or services? Do they want to know test results? Cost? Delivery time? Money-back guarantee?
All of these are legitimate questions and we should not shun them in our presentations. However, if we want to help prospects see our business opportunity, these are the wrong questions to focus on. When a prospect is looking at our business, the most pressing question on his mind is:
If I get involved in your business, will anyone buy these products and services?
The prospect’s biggest concern is whether there is a market for your products and services. An easy way to answer that question is to tell him about successful retailing experiences where new customers literally approached you instead of you selling them.
You could say, “I take my canister of diet powder to work with me every day so I can enjoy a low-calorie mini-meal instead of a donut during coffee break. Well, last week three coworkers came over to my desk and asked about the diet powder, and I sold six cans!”
Always ask yourself, “Am I spending time answering the wrong questions? Should I spend more time explaining that there is an active, eager market for our products and services?”
ART JONAK is a Networking University faculty
member, a successful network marketing leader and
widely respected trainer.
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