“What happens if it all goes wrong?”
What is more important to them is to make sure they don’t lose money, get embarrassed, ruin their reputation with their friends, etc.
Of course we talk about the wonderful benefits of our program. But, it is more important to some prospects to minimize their risk. By adding a simple sentence or two into our presentation, we can relieve this fear. Now it is easier for these prospects to make a decision to join.
For example, we could say, “The worst that could possibly happen is that you get a bit healthier from using our vitamins, while getting a 100% refund of all your money. You never take a risk with us.”
Once we remove this fear from our prospects’ minds, their stress goes away.
What is better? Talking about how we’ve helped other people. Our prospects will see themselves being helped by us. That is impressive.
Now our prospects feel confident about doing business with us.
Follow-up? Sometimes we hate making those calls. We fear rejection.
The solution? Learn exactly what to say and do without rejection. This book gives us many ways of following up with our prospects. Many of the ways will feel comfortable for our way of doing business.