Plain and simple…you’re going to get those confrontational questions from quality leads and prospects. While listening to The Psychology of Asking, by Jeffery Combs, I heard something that stood out, “think of your prospect’s questions as carefrontational questions”. It’s where you care for yourself enough not to get confrontational with your quality leads. If you confront your leads each time they ask a question, you might as well stop prospecting, call it quits on Network Marketing and just declare it a scam like so many others have. Remember, like you may have been, your leads and prospects may not be educated enough to fully understand everything that the Network Marketing business model offers. Many people pass a negative judgment on the Direct Sales industry based on what they may have heard rather than personal experience. Others may have had an unskilled leader who left a negative but lasting impression upon them. Knowingly or unknowingly, leads and prospects are looking to align with a leader who can answer their questions in a relaxed, informative and fun manner. If you can’t lead them to the point where they want to be around you, how can you lead them to build a business? After all, they’re looking for someone to build a business with and everyone knows that means spending a lot of time together.
Are you someone people want to spend time with?
So, make the questions and answers fun! So many people ask me, “What do I say when someone says _______?” I really don’t know. There’s tone, attitude and a number of other elements that I’d have to see, feel and experience before knowing what I would say. I do know I wouldn’t go into defense mode. I also wouldn’t just “read from a canned script” like outsourced customer tech support? Answer questions where the person may say to themselves, “I never thought about that”, “I didn’t know that” or “that’s funny”. Worst case scenario, make it so the person thinks to them self, “they seem pretty confident, relaxed and didn’t get defensive, maybe I should look into this.”
Also, find information and then make answering questions fun! Take the “SCAM” question/comment for example. You know that anyone raising that question is going by “hearsay” rather than personal experience. If it were experience, then it wouldn’t be phrased in the form of a question. Can you think of at least one industry that people generally trust which also has some scandal, corruption, or some flavor of cheating and scamming within it? Then, put the SCAM question back on them and make it informative and fun rather than defensive and crabby! I’m interested to hear if you know of one industry that doesn’t have some issues and please let me know if you do! Please comment below!!!
The key is to find interesting facts and put the questions back on the prospects but don’t do it confrontationally. I aligned with an incredible nutrition company in the MLM industry so I connect with many people concerned about their health and making sure they know what goes into their body. I even work with professional athletes now. It is often that the SCAM question comes up when prospecting in this niche, “Isn’t Network Marketing a SCAM – How do I know what’s in these products?”
Here are only a few of 20-30 plus disturbing facts about restaurants from waiters that I can pull from to put enough concern into them about the rest of the world’s industries and to have them realize I care. Again, because I’m with a nutrition company, I often use restaurants. Do you know anyone who eats at restaurants???
If you’re a vegetarian and you ask if we use vegetable stock, I’m going to say yes, even if we don’t. You’ll never know the difference.
-Anonymous
At a lot of restaurants, the special is whatever they need to sell before it goes bad. Especially watch out for the soup of the day. If it contains fish or if it’s some kind of “gumbo,” it’s probably the stuff they’re trying to get rid of.
-Kathy Kniss, who waited tables for ten years in Los Angeles
Now that I’ve worked in a restaurant, I never ask for lemon in a drink. Everybody touches them. Nobody washes them. We just peel the stickers off, cut them up, and throw them in your iced tea.
-Charity Ohlund, Kansas City waitress
Skim milk is almost never skim milk. Very few restaurants outside Starbucks carry whole milk, 2 percent milk, skim milk, and half-and-half; it’s just not practical.
-Chris
Waiter Source is from ReadersDigest .com
From the office of Drew Berman, contributed by Mike Gruber.

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