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#1 Question answered How Much Will This Cost Me?

July 9, 2005

Many people who work from home have challenges when trying 
to get people to 
look at what they have. 
 
Picking up the phone and dialing some numbers is easy. The 
real challenge 
is knowing what to say, when to say it and how. 
When people have to talk is where they usually get stuck. 
 
The number one question prospects ask before they are 
willing to evaluate 
your business is 
 
"HOW MUCH IS THIS GOING TO COST ME?" 
 
Ahhhhhh... the dreaded question. Give them the wrong answer 
and you've just 
offended them. Give them 
"the right" answer you've just opened yourself up to doing 
the whole 
presentation; because what follows? you guessed it... 
another question, then another and yet another. 
 
Now since we want them to check it out first and give it a 
test drive. We 
may say something like. "That will all be explained when 
you come to our 
conference call". Unfortunately when we do that 
here is what I found... They will come to our call but they 
don't like us 
anymore. Why? Because we were not 
as forthcoming as they think we could have been. 
 
Here is how I solve that problem as a promoter. Before I 
make any 
prospecting calls. I've already decided to end the call in 
less than 2 
minutes! I stand up when I talk because my voice carries 
like I'm "on the 
move". But more importantly I never ask them to come to a 
call for me, 
instead I tell them about a call that is going on for them 
( I stress the 
benefit they would get) And if I get the question 
"How much is all this going to cost me? Just between me and 
you 
, their cost is them not getting their benefit 
 
Here is how it will all play out. For example; I'll sit 
down to call my 
leads and the first lead I call we talk for 1 minute and 40 
seconds and they  
say 
to me okay! I'll take a look, but what's it going to cost 
me. 
 
Stop! So the only real question you want to ask yourself is 
... 
 
"Why would anyone want to look at my product or service?" 
 
Do this first because as many answers you can come up with 
the more money 
you'll make! because the solution to your prospects 
problem, is the carrot 
that you will use to get them to evaluate what you've got 
in the first 
place. The more carrots you have the more problems you can 
solve 
 
It's the best question you can answer for the benefit of 
your company 
and it's our job to discover what problems our prospects 
have "and" why and how our company can go about solving 
them 
 
If I'm talking to an opportunity seeker I'm going to find 
out a little bit 
about the person, especially how much money they would like 
to make should 
they be lucky enough to find the perfect business. 
 
Lets suppose, they say... 
 
" I need $4,800 to solve my problem. 
 
Then I say. If I could share a system with you that would 
allow you to earn 
$4,800 in 3 weeks, would you be willing to take 
a look at it, check it out, and give me your opinion on it? 
Then they say... 
 
"Well how much is all this going to cost me? 
 
I then say... Your cost Mr. Prospect is Four to Five 
thousand dollars in 
your first 30 days, in lost income, 
if you don't find out what's going on! Now let me make sure 
you have that 
conference number correctly. Would you repeat it back to 
me.? (I'm giving 
them something to do) 
 
Now you may be thinking..ha-ha-haaaaa. While their face may 
contort a 
little, but as long as you keep it lite hearted they will 
be in a state of 
admiration of your skill because you did answer there 
question, 
 
How? A loss "is" a cost! 
 
Whaalah the problem is solved

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