- Turn on the camera, man,
we've gotta be filming all the time,
filming all the time.
We all have time to film stuff,
so keep it going, all the time,
except when I go to the bathroom anyway.
- (laughter) So the agent leaders are handling it,
I'm just letting them know certain objections,
but I think that one of the objections that started
coming up is what if this doesn't work.
- When they're selling the product service?
- Yeah, yeah!
- So, like, the prospect is challenging,
what if, whatever, buying it, what if it doesn't work?
- Yeah. - Okay, okay.
Is it a common objection that they get?
- Yeah.
- Is it because they're also a little bit nervous,
they're a bit green?
- They're probably afraid, to be honest.
- So for something like this, I'll give you a couple ways
you can go back and tell them what they could do.
Maybe also send them this clip or something.
- Oh, yeah, okay!
- So, number one, I would say if they say...
Actually, let's role play this.
You will be the prospect and I will be the closer,
so let's just try that.
- So, I mean I hear this is great and everything,
but what if it doesn't work?
- That's a very good question.
So first I acknowledge, right, that's a very good question.
Mmm, maybe share with me, what's your definition of work?
How to define working for you,
how do you define success?
- Okay, well I guess work and success to me
is that I go through it and I get my money back
based on my results.
- Sort of like a return on investment?
- Exactly. - Perfect.
So after role play, you can see that instead of me
guessing what it is, what is your expectation,
I want to be very clear, oh, to you it is if you spend
X amount of dollars, you want to get that Y.
But it's not the same as everyone.
Someone might say, you know what, my expectation is
if it works, means I feel good about it, right,
or it means that I could do this particular thing
very proficiently.
But everyone is different.
But this person is talking about money, right,
talking about, I spent X, I want to get Y.
Perfect, so instead of me guessing,
Now, I'm very, very clear.
And usually when people say, "What if it doesn't work?",
what they're actually saying is, "I'm afraid."
I'm afraid that maybe I've been burned in the past.
So sometimes, another way you could handle it,
let's try it one more time.
Continue.
- Yes, so what if it doesn't work for me though?
- Mmm, it sounds to me that what you're asking, Tina,
if you don't mind me asking,
I sense a little bit of fear.
Would you mind sharing with me what's going on there?
Is it maybe you've had some bad experience in the past?
- Yeah, well, I mean I've tried other products in the past,
it didn't exactly work for me,
it didn't do anything for me.
I felt like I just put money down the drain, basically.
- So there you go.
So then it's not really about my product or my service,
it's about the experience you had in the past,
kind of emotional baggage, you bring to this conversation,
right, so that's another way to handle it.
The way that sometimes I like to handle it,
it's pretty direct,
so depends on your confidence.
Let's do one more time.
- Okay, well what if it doesn't work for me?
- Mmm, what if it does work?
- Well.
- Right? Right?
- Yeah! (laughter)
- So that's the way sometimes I like to do it.
So, it depends on the student's confidence,
the closer's confidence, which one do you want to use.
But maybe, send them this clip and just share that with them
and see.
- Okay.
- I think they just need some practice.
That's why the roleplay, in a community,
they can roleplay with, right? - Yeah.
- All the students in all over the world, right?
We're now in how many countries? A hundred?
- 135?
- I think 150, isn't it?
- 150, already?
- Yeah, 150, I think
Connie was telling 150, almost.
- Wow.
That's good.
So, maybe put this on YouTube as well, if you could, Matt?
If you're watching this from social media,
if you want to learn more about closing,
if you want to know, kind of the step by step system,
because, I'm sure you've watched a lot of my videos,
how to handle different objections,
you get bits and pieces,
and if that has already helped you,
in terms of closing more sells and generating more income
just imagine how much more money, how much more income
you could generate if you actually learned
my entire methodological system.
So, click the link,
I'm going to give you a four part free training series,
and you can download some roleplays
and different things that we do.
I want to deliver more value to you.
Why?
It's very simple.
It's a easy way to do business.
I want to get to a point where I deliver
so much value, it's like it's a no brainer
to join our program.
So go ahead!
See you in the link.