This took place yesterday online but it works exactly the same way offline to. We just started talking about cats which caused her to look at my profile which made her curious about the coaching thing. Take a look at this and I'll explain it within parenthesis as we go along I'm changing her name to Jane to hide her identity:
Prospect: I am totally a cat person. I was raised around them. Tell me more about being a body coach (She enjoyed our conversation so she decided to poke around my page to see what I'm about. She saw the team beachbody stuff so she got curious and asked. The OFFLINE version of this would happen if you're out and about wearing our name brand apparel i.e. P90X shirt, cap etc)
Me: Me to I have always loved cats. Whenever I see them I must play with them..LoL
Being a team beachbody coach is about you getting healthy and then showing other people how they can get healthy to. It's a large network of people supporting each other because we all want to be successful together. I can send you a video that explains it better than I do. It would just be a link I can copy and paste in this thing. Would you like that? (I did NOT go into details here and make her feel sorry she ever asked me about team beachbody. Most importantly I gave her little to nothing that she could object to. The more you tell, the more you give person a reason to not want to watch a video or meet with you for a presentation. I kept it short, sweet, and most of all I created curiosity)
Prospect: Sure that sounds great (She is curious. Not necessarily interested, but curious and that's all I needed for her to agree to look at something)
Me: When you have 13 minutes of distraction free time:
What made the most sense to you? (It needs to be distraction free time other wise most likely she is going to be multi tasking while the video plays and she's going to miss a lot. Again I did not give away any info about team beachbody. I shut up and let the video play. After the link I asked what made the most sense to her. It's not a yes or no question it's a POSITIVE question which requires a positive answer)
Prospect: So, Tom,
Haven't looked at the website, but I am getting the feeling that this is a financial endeavor. Buy this and lose 30 pounds, but you will also need this supplement and oh yeah, this one too. cha ching....your order comes to 359.45 and will be billed monthly on your credit card.
Am I close to being right? (This is where it really turns into real life because we all have to respond to statements and questions like this right? So we MUST know how to respond to them otherwise why would anyone sign up with us to help them change their life if we can't even respond to some real life situations? Pay close attention to how I respond...)
Me: Jane,
I have a policy I never talk about that at this point. You asked me about being a beachbody coach. Part of it is showing a video to people who ask about being a beachbody coach. Since you asked me, I was hoping you'd watch the video then if it doesn't fit for you to be able to tell me no and not to try taking this to the next step with you. After watching and you're not interested can you tell me no? (this response of mine is Mj Durkins inspired. If you don't have his book "Double your contacts" you need to pick it up it's worth every penny. Even though she shoved into me I did not cave in. I gave her no information. We are under no obligation to answer any questions from anyone. WE are the interviewers letting people into our team beachbody business. I also entirely took away the pressure of saying no to me by literally asking her to say no to me if she watches the video and is not interested in going to the next step. Now watch how she responds to that...)
Prospect: Sorry Tom,
I've been pitched so many times in the past that it has become second nature for me make a comment or even just outright ask ok what is my commitment.
For you i will watch the video :) (Viola! Pick up "Double your contacts" by Mj Durkins coaches. I totally completely understand her. Don't you? We've all been pitched to with so much garbage that it tends to make a person Leary of ANY opportunity offered out there.
That is the end of that exchange so far. This took place late last night and it's early this morning so not much time has passed but most likely I will hear from her today letting me know if we should take this to the next step or not. She may want to, she may not want to. The important thing here is that I successfully got her to watch the video after she voiced a very valid concern that she was being pitched to and not cared about whatsoever. The more people I put the info in front of the more will sign up. Realize the more rejections I will get to, but I'll also have more people join this fabulous Team and it's all about the numbers; laws of ratios and averages :-)
Pick up "Double Your Contacts" by Mj Durkins coaches and please share this with your downlines!
Tom
"Have fun with your prospects this is a creative process so have fun with it and learn to enjoy people again!" - Mj Durkins
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