You have to understand what’s going on inside your prospect’s mind. When they sit down at the presentation they are trying to figure out what is going on... They are wondering if someone is going to ask them to buy or join something and they are wary about that. Their defenses are up a bit. (this is where the phrase, “their hand is on their wallet” came from.) But something magical starts to happen as the presentation goes on. They start trusting the presenter. They may even start to enjoy the presentation. If they get actively involved in the demonstration and start trying things on or actually using the products on their body they may start to have a visceral experience – and they may like it! They may start to turn from being skeptical to becoming a believer! Now make sure you understand this next process that goes on for them.They are hoping against hope that the product will be offered to them at a very low price and some of them are even wanting you to offer the product completely FREE to them! They don’t know the price so they are wishing, and even though it’s just a wish, they hope that they can get the tremendous benefits of your product or business for a real deal. So they are thinking: “Well these products or services seem really cool and I’d like to own them and I hope the price isn’t too high because I might actually want to buy some of this stuff.” So after an hour or so of presenting, as people are looking at their watches or thinking that they’ve got to get home to put the kids to bed you hit them with the prices: BAM! And the price is higher than they expected. As a matter of fact, it’s a lot higher than they expected. And they are a bit surprised. They are shocked actually. They haven’t had any time to let the price sink in so… They say, “This was really great. Thank you. Do you have a catalog or a price sheet that I can take with me? I need to think about what I want and I need to get home to my family. Thanks for the catalog, bye” And they leave without buying, joining or asking any questions... Excerpted from MJs new E-Book, 10 Reasons Prospects Walk Out of a Great Presentation or Party Without Buying Anything or Joining Your Team. To get a FREE copy of this E-Book, (today is the last day before we make it available for a nominal charge) go to the top of my website and enter your email address. Google MJ Durkin to find my website or type mjdurkinseminars into your browser and put a after it. LAST Day to get the book free of Charge!
Posted on: Tue, 09 Dec 2014 15:10:00 +0000