It’s inevitable: prospects will have questions. Even those who saw a whole presentation will sometimes want to know more before joining your business. It’s okay to answer their questions, however, finding out why they ask those questions can enable you to give better answers.
Let’s say that you’re having a one-on-one chat with a prospect who says they are an 8 out of 10 in regards to ready to join. Then you ask what the two of them need to do in order to get him/her to a 10. The first thing they ask you is “how much are you making?”
You could give an honest answer. You could get offended and complain on social media about how they triggered you. Or you could answer their question with a question of your own.
My favorite question to this question is: “Is there a reason my personal information matters?”
By saying the words “personal information,” you’re reminding them that their question isn’t a socially acceptable one to ask a stranger. Also, your question invites them tell you want they really want to know. Ironically, your prospect doesn’t care how much you get paid.
Usually, they’ll reply that they’re just looking for an idea of what they can earn. In which case, you can say: “We have x people in our company, earning zero to tens of thousands of dollars per month. It doesn’t matter how much we earn, how much you’ll get paid depends on how much effort you’ll put in.”
That’s the power of answering questions with questions. You’re bypassing the smokescreens and going straight for the source. Let’s go a couple more questions.
Say a prospect asks: “How much does it cost to join this company?”
Ask them: “How much are you willing to invest for a home business?” If you know their goal monthly income, you can say, for instance, “How much are you willing to invest now to earn $3000 per month?”
Prospect: “What are my working hours?”
You: “How many hours per week can you work?”
In these scenarios, you’re showing them that this is not a job; this is their very own business. They are their own boss, and have control over how much they get paid and what times they “show up for work.” They may even get so surprised at being able to earn an “outrageous” figure like $5000 per month, that they’ll want to sign up for that reason alone. Not only that, but when they give you a set income amount, you can make it into a goal to help them reach. It’s a win-win for both of you.
Ask questions in response to their questions, and you shall receive their real wishes.
Make a nice day!