As a new consultant with MOBE, you’re more than just the owner of a home-based business; whether you realize it or not, you’re also a salesperson. As you gain more experience with MOBE, you will become more knowledgeable about our products, services, and events. Your ability to present them and sell them to others will improve as well.
But selling is not just talking to people about a product or service; selling also means handling a prospect’s objections to your offer.
From time to time, you will encounter a specific kind of objection: a prospect wants proof that it’s worked for you. But what if you haven’t personally gotten any results yet? Can you successfully handle this objection?
The Leveraged Response
When a prospect asks about your results, and you haven’t yet made any commissions, don’t say, “I don’t have any.”
Recognize that they are interested in what you’re presenting. They are just seeking reassurance. So, don’t get defensive. Just smile and nod and say “Alright, but why do you want to know?”
They will admit that the opportunity seems good and if it is, you should have results to show them.
Again, don’t say, “I don’t.” Instead, leverage the facts to answer them: “So far, MOBE has paid more than $51 million in commissions to thousands of its consultants all over the world.” Take them to the MOBE Inspiration page on YouTube, where they can see testimonial after testimonial.
Whether they look at the testimonials or not, tell them that these consultants’ results have nothing to do with how well they (the prospect) will do—it will come down to their own efforts.
Help from the Weight-Loss Industry
The weight-loss industry provides an almost perfect model of how to respond to the “show me proof” prospect.
One reason that weight-loss has continued to be among the top direct-marketing niches is because people “don’t get results” with the various products and programs.
It’s not that these things don’t have the potential to help a person lose weight. Rather, people buy these things hoping for a result, but then they don’t use the products or don’t persist with the programs or carry them out fully. This leads them to hope for another solution, which they find, buy and then don’t use, persist with, or carry out fully.
How many people do you know who have purchased exercise equipment, supplements, or books on eating healthy who are still overweight? Right. So, when people ask to see your results with MOBE as proof that it works, smile. Nod your head. But don’t say that you don’t have any results yet.
Instead, ask them about people who buy weight-loss products: “Let me ask you: does every person who buys an exercise bike or a home gym lose weight?” or a similar question—all very friendly, not defensive.
They will say “No.”
Then ask them, “Does that mean that all bikes/home gyms are a rip-off or don’t actually work?”
Again, they will say “No.”
Then ask them “So, how come some people who buy these things don’t get results while others do?”
They might answer something like “Well, the ones who get results are the ones who actually get on the bike and do their workout everyday.”
At that point, unless they are just looking for an argument, the light bulb should have come on for them. They will see that MOBE is an opportunity and that the results they can achieve with it have nothing to do with your results or anyone else’s.
Never fear the “show me proof” objection. It’s telling you that the person is interested in your offer but needs some reassurance.
Don’t assume you’re at a disadvantage. Don’t get tongue-tied. Take the attention off of you and your results and put it onto the facts and onto the prospect’s natural understanding of what it takes to get results.
That’s how you respond to the “show me proof” prospect.