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Handling The Objection: What does it cost?
by: Glen Snethun
Copyright 2005 Glen Snethun

Have you ever presented an idea to someone and the first question they ask is, "What does it cost?" If so, that is your first clue that your prospect has a poverty mindset. Why do I say that?

We attract into our lives what we focus on the most. Think about it for a moment. How can we honestly ask that question when we know nothing about the product or opportunity?

It's like a friend telling me that they know of a house for sale that I might be interested in. If the first question I ask is, "How much does it cost?" then I really haven't understood anything about the defining aspects of the house.

If my friend says answers with "$300,000" —that does not serve me well! At the time, I may respond, "I'm not interested." But what if it turns out that this house just recently sold for $500,000 and I could have had the chance at purchasing it for $300,000? I would have lost $200,000 simply by having a poverty mindset.

If one of the first questions from your prospect is: “How much does it cost?”, tell them to use all the information (that you will provide) to investigate the entire product or service before asking about price. How can they truly put a value on something they know nothing about and have never seen?

If they’re still not convinced, tell them to picture the richest person they know in a car dealership parking lot checking out Jaguars. Does he go to each car and immediately say, "What does this cost?" No! They check out the features of the vehicle and then decide if the value is worth the money.

The same principles apply to your own life as well. Don’t be so quick to toss opportunity aside. Not everything presented to you may appear to have value. But how can you confirm that without first doing your due diligence? I discovered this secret and have since attracted significantly more opportunity and prosperity into my own life.

You owe it to yourself to adopt a prosperity mindset. If you truly believe in your product or opportunity, you will attract those with the same mindset. Without a prosperity mindset, your career in sales or network marketing could be very short.

So the next time a prospect’s first question is, “What does it cost?”—recognize the prosperity mindset. If they refuse to check out your product’s/service features—like you’d turn a fish back to the water—let ‘em go!


About the author:
Glen Snethun is a full-time Internet businessman: stock trader, author and coach. Glen dedicates his time to showing others how to create multiple streams of income using the Internet. Get ideas from Glen at http://www.glensnethun.org


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 Network Marketing Do's and Don'ts
 by: Nial Robbins

Why did you become a network marketer? Most people immediately respond, “for the money!” However, this is not the real reason.

No one subjects them to the hard work of building a business just for little pieces of paper with the faces of dead presidents. The truth is you work in order to obtain what those little pieces of paper can bring you.

The first thing you need to do is to find the reason WHY you are a network marketer. Is it the freedom to choose whatever you want to do whenever you want to do it? Maybe you are looking for a different lifestyle. If there is one thing that is critical to your network marketing success, this is it. If you don’t have a reason, there is no motivation to succeed.

A network marketing business is a teaching and coaching business. If you don’t like interaction with other people, a network marketing business probably is not for you. There’s a concept that most network marketers just can’t seem to get a handle on. You do not sponsor “reps,” you sponsor “people!”

If you have to find a reason why you are building your business, then doesn’t it stand to reason that other people will have to do the same thing? If that’s the case, then why is it that network marketers continually focus on how much money your prospect can earn?

There’s no way you are going to convince “Joe Sixpack,” to get out of his Lazyboy recliner unless you find out what his motivation is. Most network marketers literally pound in the amount of money Joe can earn. They bombard him with message after message about how “Successful Sam” has just purchased his 10th Porsche, refurnished his 25,000 square foot cottage and promise Joe that he can do the same!

Just how realistic is this approach? Joe isn’t stupid. He works long, hard hours at his job in order to provide for his family and truly believes that the best thing he can hope for is saving enough money by summer to pay for a camping trip. Then here you come, promising Joe that he can have everything that Sam has and he can have it if he will just sign that piece of paper making you his sponsor!

You will probably sponsor a few people that way, but if you are in business for the long haul you need to change your approach and do it fast.

The proper approach is so simple, but in your rush to sponsor another “rep” instead of helping another person, all too often you talk yourself into and straight out of sponsoring the Joes of the world.

God gave you two ears and one mouth and he did it for a reason. We are supposed to “listen” twice as much as we “speak.”

Instead of pouncing on Joe with the latest and greatest network marketing program of all time, find out what Joe wants and needs. Ask him questions, lots of questions. In fact, in your first meeting with Joe, don’t even mention your business! Yes, that’s what I said. Don’t even bring it up. Remove yourself from the super duper network marketing persona and spend time making a new friend.

Follow these recommendations and you are set to grow your business exponentially.

NOTE: You have full permission to reprint this article within your website or newsletter as long as you leave the article fully intact and include the "About The Author" resource box. Thanks! :-


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