I Don’t Have The Money
ByA common response many Distributors get from the people they speak with is, “I don’t have the money”.
The standard network marketing reply that most Distributors are taught goes something like this…
“I know how you feel. Many people I first spoke with felt the same way and what they found when they started, was that it was the best thing they did….”
Or they justify it with…
“Well it’s not really much money when you compare it with starting a franchise, yadda, yadda, yadda…!”
If you use these, or any other techniques designed to justify or manipulate the other person to say or do something… I suggest you do yourself, your potential partner, and the industry a big favor… STOP! Unless of course you’re only interested in using hit or miss strategies and attracting at best about 1% of the people you talk with and upsetting the rest!
So what to do?
Well how about allowing me to ask you… Do you know what someone means when they say they don’t have the money?
I think you may find the answer is no!
People’s words, statements and questions very rarely reflect what we think they mean. To think you know otherwise puts your potential relationship severely in jeopardy.
So instead of guessing, why not ask?
“When you say you don’t have the money, can I ask you what you mean by that?“
You’ll get a bucketful of different responses. Here are some examples.
“I won’t have the money until next week.”
“I mean that I can afford to pay the fee to start but I know there must be costs on top of that and I don’t have the money for marketing.”
“I’m just flat broke and don’t have the money to pay the starting fee.”
“Well, really and truly I can’t see what this is going to do for me.”
Now you have something to work with. You can continue the dialogue using what you now know to be true to finally get to these questions…
“If you did have the money, is what I’m proposing to you something you would do right now so you can move toward getting those things you told me you wanted?”
And when they say yes, you ask…
“So where do you think you will find the money?”
You’ll be surprised at the number of resources people can tap into. If the desire to change is strong enough, they’ll find it.
From my point of view, it’s not your responsibility to find the money for them! Keep the responsibility on them. And once they accept that, and do something about it, they will stick to their decision.
After all, who is the only person who can effectively change their life? Themselves! All you can do is help them if they are prepared to do the work!
So without using standard industry sales-type techniques you can keep the flow of the dialogue intact and the continuing building of the relationship strong.
And what does this mean to you?
You’ll attract those who are prepared to make the change
Help those who need a little help in understanding the true meaning of personal responsibility
You’ll decrease and eventually eliminate your attrition
I cover this topic of addressing concerns (rather than “handling objections”) in Chapter 15 of my book “How To Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!” Starting on page 239 I talk about the Committing Stage which is where you’ll find concerns such as “I don’t have the money” are most likely to surface.
You’ll also find it well worth reviewing Chapter 2 where I talk about the cause of rejection and how you can eliminate it completely.
So, if you go about things this way, you’ll find that things will flow calmly, effectively and effortlessly. Exactly what I mean when I say that Natural Selling is how to build your business with effortless ease.
About the Author
Michael Oliver is an internationally recognized trainer, speaker and author and the founder of Natural Selling, the only sales training program designed to really eliminate rejection and objections. Visit his blog and signup free to get blog updates by email, along with the latest news, free advice, additional resources, and a lot more! Go now to http://naturalsellingblog.com. While you're at it, check out http://www.naturalselling.com.Subscribe by email and get blog updates, news, and more!
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Michael, Thanks for sharing your wisdom. I needed this earlier this week, but I would have had to drag them along, so it was for the better. Have a great week.
Michael, great information today! Thank you for sharing. I plan to share this with my master mind group.
Hi Michael!
Great information – I always love the information that you share – it’s all about asking the questions and then LISTENING! God gave us 2 ears and 1 mouth so we can listen twice as much as we talk but it’s also asking the right questions and that’s where your pearls of wisdom come in – thanks!
Kathy
When I have people with that objection, usually they list all the things they have to pay, to explain why is out of the budget.
After that I usually don’t know what to say…
Thanks for all your fantastic advice, Michael!
It always amazes me, especially after reading your work, to see how many people in all areas of my life simply assume things and don’t ask to find the truth.
I like the new Blog format!
Thanks again
Thanks for the great advice Michael.
It always amazes me, especially after reading your work, how many people from all areas of my life, assume the answers, and never ask questions to find the truth.
I love the new Blog format.
Thanks
[...] This post was mentioned on Twitter by James Laycock, Kathy. Kathy said: Great answer on time old question! I Don’t Have The Money http://bit.ly/cCgSIY You'd be surprised at the answer! [...]
Dear Michael,
I wish I could remember to ask this question in other parts of a dialogue. Too often, I quickly assume I know what the other person means about something, when I likely don’t have a clue.
What a valuable lesson. Thanks so much for sharing your knowledge and wisdom. These are not lame theories; these are proven principles that work.
Hello Michael Very good article and your statement ” If the desire to change is strong enough, they’ll find it.” is so true. I always find the money when I truly want something and I know quite a few people who do the same.
I still find it surprising that people will look into a business opportunity and then say they don’t have the money. I guess they have the dream of having their own business but stuck in the mindset that limits them. They have the hope of success but not the belief that they can do it?
Thank you…Peace & Healthy Blessings
Thanks Barbara… the key is ask the right types of questions that will help them challenge their own limiting beliefs! It’s one way to manifest miracles!
Yes… absolutely they work and not in the technique sort of sense either. It’s just plain common sense communication that should be as relevant as the other subjects we teach in schools.
Ask what is more important to them, to change what they are doing to get what they told you they wanted, or continuing on their present path. If they say they want change, then ask them how are they going to pay for it. Stay on the issue and keep asking the same question until the truth surfaces. If they say they want to continue on their present path, ask them why they told you they wanted to change. The idea is to help them feel uncomfortable! I know this might sound a little off kilter. However, from my point of view, if someone tells me they want something and are not prepared to do something about it, then I want to know why! Its the only way you can help them shift.
Yes… sometimes you won’t get an immediate change… however, you can be assured that they are thinking about it because it’s all to do with them. You can end by saying something like – “If you ever change your mind and get serious about wanting to change, let me give you my business card – phone me any time you like…”
This Email was sent to me some weeks ago. I didn’t read it because I have been realy busy with getting myself and our product known. I was surprised when after attending a WestPac
Biz Presentation in Cairns Nth Queensland and enjoying your presentation to open my Email to discover that I had Information on my computer about you and your teachings. Thank you for an Inspirational evening. I feel like I am on the right track now as I am very pasionate about helping other people and doing that honestly.
regards Pamela Stephenson
This Email was sent to me some weeks ago. I didn\’t read it because I have been realy busy with getting myself and our product known. I was surprised when after attending a WestPac
Biz Presentation in Cairns Nth Queensland and enjoying your presentation to open my Email to discover that I had Information on my computer about you and your teachings. Thank you for an Inspirational evening. I feel like I am on the right track now as I am very pasionate about helping other people and doing that honestly.
regards Pamela Stephenson