I was on the phone the other day with the toughest prospect.
I mean this dude wasn’t believing any of the “hype”. Wasn’t
giving into any of it. lol..
I thought to myself, I’ve got a hot prospect here. I then
proceeded to run him through– what I call– the Neutralizing Funnel.
Step #1: Restate the concern / objection
Me: so let me just get this correct, you are worried about Everyone
eventually doing it in your hometown and getting saturated right??
Prospect: Yeah, absolutely.
Step #1: Acid Test
Me: So if I showed you how that concern is really nothing to be worried
about, you’d be satisfied that you found your answer and would be
ready to move forward, correct?
Prospect: Well…maybe.
Step #2: Isolation Statement
Me: Well, I want to know that we are spending the best amount of time
on the most important area of concern to you.. and this question
is certainly the most important to you, isn’t it?
Prospect: Yes. This just really bothers me about every MLM company
that comes through town. Everyone joins and then there is nothing
left for anyone else, then it usually implodes.
Step #3: Reality Check / Punch In The Gut
Me: Has this personally, “cold hard fact” happened to you?
Prospect: Well.. no. But that’s what I always hear.
Step #4: DeGeneralize (take away the reality of their concern)
Me: From who? Has that person made extraordinary amounts of
money in this industry??
Prospect: No.
Step #5: Identify Solution (make sure they know, THEY just found the answer)
Me: Now aren’t you glad that you’ve found that your area of
concern has been answered by YOU.
And that’s it. That’s a basic “Neutralizing Funnel”. I’ve debunked
the hardest questions through that funnel. Truth of the matter is
this: most of the concerns that are plaguing the minds of your
prospect (and ultimately your wallet) isn’t really worth spending
a lot of time on.
Why?? Because it most likely holds NO water and doesn’t apply
to your conversation.
The “Neutralizing Funnel” will take some time and practice but
when you finally know how to effortlessly get past the nonsense
that your prospects throw at you, it will be your best friend.
Get out there and KILL IT in your Network Marketing Business!
-ec
