Power Bite # 69 - Knowing How To Answer Questions #1
Hello MPM Member,
As you build your MPM business you are going to be faced with a lot of questions and objections.
You know what? Anytime you are sharing an opportunity with people you are going to be met with a lot of resistance. It’s just the way people are programmed. Haven’t you been taught from the time you were little that “if something sounds too good to be true, it probably is”? We know we were. Well, we're here to tell you – you were set up! Don’t misunderstand us. It’s good to be cautious; it’s good to scrutinize something in order to make a wise business decision. The downside is that too many people miss out on something great because they are convinced it can’t really be great.
You’ll meet these people when you’re sharing MPM. Please understand from the very beginning that the people you are talking to are already programmed to be skeptical. They are already programmed to give you a lot of resistance. Don’t let it blow you out of the water. Accept it. Then prepare yourself to handle it the best you can. That’s what the next few letters are going to help you do. Prepare for the questions you KNOW are going to be aimed your way. If you’re ready – they won’t throw you. You’ll start to look forward to them because they help you sort people until you find the ones you really want to work with!
People are programmed to automatically say two things. “No.” And, “I’m not interested.” These are nothing but knee jerk reactions. Don’t take it personally. They aren’t really reacting to you – you just pushed a button by asking them to do something. They responded from the programming that is engrained in them. It’s not about you. It’s not about MPM because they’ve never seen anything like it! It’s about them and their excuses. You have the privilege of helping them move beyond their blindness.
In the next few letters we're going to present you with different scenarios. Your job is to read them over and over, until they are engrained in your brain and heart. It won’t do you any good to have the perfect answer if you can’t remember what it is. Your own feeling of power will grow if you feel prepared to handle how people will respond to you. You’ll be more confident if you aren’t afraid someone will ask you a question you don’t know how to handle. Knowledge is power. Give yourself as much power as you can.
Okay, let’s dig into this… What questions will be thrown your way?
1) What’s this about?
This is the beginning of your learning how to read body language. Are they being rude, or are they really asking? You can tell by the position of their body, the look on their face, the tone of their voice. If they are sincerely asking…
“I’ve become part of a business that is absolutely free that can generate great income for you. This is about me looking for good quality people who want to change the quality of their lives. Is that you, ______?” Then, pause… You’re simply waiting for a yes or no. You just want to collect a decision. You get to pick and choose who you want to work with.
The person who asks this is often someone who is an A type personality. They come across as rude and abrasive, but they may not even know it. They are busy people who just want to cut through to the heart of the matter. You will often find men who do this with women – thinking they will intimidate them. If you’re ready for it, it won’t intimidate – it will give you a chance to respond from a place of power.
Another way to answer the question is to say, “I’ve become part of a business that is absolutely free that can generate great income, so this is about me looking for good quality people who qualify for my time. Is that you?”
You want to give a soft, non-abrasive comeback. You don’t want to respond to them with their same approach. Getting into an argument with them will not benefit anyone. Smile, pause, and then take the power back. Type A people will respect you for it. If they’re really interested, you’ll have opened the door to take the next step.
What’s the next step? Either give them an Invitation card or get their email address. Personally, I would do both. They may or may not use the Invitation card. They’re more likely to open an E-card or email from you!
2) Just cut to the chase!
Again, this type of response comes from someone who is very busy – most often the type A personality. It can be intimidating, but only if you let it. Actually, these people can be wonderful at building a business if you can learn how to respond to them. Just smile and remain calm. You’re the one with the incredible business opportunity MPM has to offer. These Type A people are probably working themselves to death at a job that is doing nothing but stressing them out. You’re the one with the power here! You have the answer to their need for their own business and residual incomes!
Say, “Good. So you’re someone who is very determined.” Don’t take their attitude as a negative. Or… “Great, ____. You’re someone whose time is very valuable. I’m glad you said that. Let’s get right into it. I've become part of a business that generates amazing income just from buying the things you buy every day anyway – even your groceries and gas. I’m looking for quality people who I can work with to build a 6-figure income for themselves. Is that you?”
Or… “Great! You sound like the type of person I’m looking for -- someone who is busy and successful. I’ll cut to the chase right now. I've become part of a business generates amazing income just from buying the things you buy every day anyway – even your groceries and gas. I’m looking for quality people who I can work with to build a 6-figure income for themselves. Is that you?”
If they respond positively, you only want to get their email address or hand them an Invitation card or flyer.
Now, if this person continues to persist, and continues to interrupt you, you need to decide if this is someone you really want to work with. Don’t drive yourself crazy. Take the power back by saying just 3 words. “_______, take this card.” Then, “Here’s the website. If you like what you see, call me.”
If someone is just being rude and abrasive, let them go. They don’t qualify for your time and energy. You’re not begging people to become MPM members – you’re CHOOSING who you want to build a business with. Take the “no” and move on – knowing that you’re moving closer to the people you DO want to work with.
3) How much does this cost?
This one is fun! “Would you believe you can become a World Changer for only $29.95 start up and only $15.95 a month! The important thing, though, is that they have a system that will have you making at least $700 a month in the first 60 days. They even provide all your Training and business tools for free. It’s awesome!
If you’re talking to someone who you know has absolutely no money than you can say, “I’m thrilled to tell you there is a completely FREE version of My Power Mall. They wanted to make sure every single person would be able to take advantage of what they have to offer. They give you a way to get started and then help you achieve true financial freedom.”
Once they’re there, they will be introduced to the potential of the World Changer Mall and they can decide for themselves what they want to do.
4) Is this a pyramid, a ponzi, or a chain letter?
This is a great question. I usually manage to hide my smile, knowing most people don’t even really know what one is themselves. It’s just more of that programming stuff happening. It’s another one of those knee-jerk reactions. You say, “I have a great business opportunity to share with you.” They immediately say, “Oh, it must be a pyramid scheme isn’t it?”
Don’t argue with them. Give it back to them, “Absolutely not. And by the way, _______, what exactly is a pyramid?"
- No one has to pay money to become a member. (They can choose the World Changer Mall but it’s not mandatory to join.)
- Money is only made when someone actually purchases something from the 1000+ stores on our Mall, or from a percentage of the membership fee.
- We are in partnership with stores like Sears, Home Depot, Eddie Bauer, Target, Macy’s and hundreds more.
Here’s the reality though, most people who use that excuse are using it for just that – an excuse. What they are really saying is, “I don’t want to ask Aunt Sue, or Uncle Johnny to do nothing like this. I ain’t gonna build no pyramid scheme.” Let’s be honest here. Is this the type of intelligent person you want to build a business with? Probably not. Tell them to have a nice day and move on. The bottom line is that you don’t want to waste time on people who aren’t worth your time. You’re not trying to sell people into MPM – you’re sorting, looking for the ones who are right for you.
But let’s look at the other side. Too many people, thinking they were building a legitimate business, have out of ignorance participated in a pyramid scam, only to find their company shut down by federal regulators. They worked hard, only to have something ripped from their hands and now they are negative toward any home-based business. If they are interested, they are going to ask intelligent questions. This is where you have the time to provide the information they will need to make a wise business decision. Utilize all the tools MPM has to offer.
Here’s where you say, “I can certainly appreciate why you want to be cautious. Here’s all I want you to do. Check it out for yourself. Give me your email and I’ll send you a link to the website.” Or, give them an Invitation card.
Okay, these are the first 4. Take the time to go over them several times.
Remember, the more comfortable you are with what people might ask – and how you can respond to them – the better you are going to be at building your business!
We believe in you!!
The MPM Team
Shopping Tip: ALWAYS keep your purchase/order receipts and confirmation emails. You will need them for: (1) your free copy of 101 Ways to Promote My Power Mall, (2) proof of purchase in case of a missing sale, (3) for claiming shopping contest prizes, (4) monthly proof of purchase, (5) any issues with the merchant, and (6) your CPA if they are business related purchases and therefore tax deductible. :) Just create a folder in your email client and store them there. You can also print them out and put them in your folder for your CPA.
Business Building Tip: Contact website owners (through their contact forms). You can choose websites that are already offering different work from home or business opportunities. (Mandy D'Arcy-Evans, Western Australia) Use your local phone book and look for businesses that have websites (and or email addresses) listed. (Debbie Allen and Kelly Durham, Kentucky)
Change the World Tip: Go to your local bowling alley, skating rink, amusement park, etc. and ask them to give you FREE coupons you can share with kids who need to know someone cares. Put the coupons in a special card or note that will let them know they are important. (From our 101 Ways to Change the World ebook)
"Keep your mind on the things you want and off the things you don't want."
~Hannah Whitall Smith
To download all Power Bites in Manual form go here.
