Page 39 - Leadership Format System

SECTION
I
Recruiters Mentality
Overcoming Objections in the Invitation Script
Occasionally in the course of invitation script, the prospect may begin to ask questions such as:
“What is it?”
“What are you selling?”
“Before I come, I’d like to know more.”
To avoid the Scenario of Disaster and maintain the integrity of the invitation, you will need a few choice responses to regain control of the conversation. Here is an example of how it could go:
Prospect: “Before I commit to coming to a meeting, what is it?”
You: “Well___________, as I told you, I am really not the one to explain this to you, and it does take a good hour to do it justice. The purpose of the meeting is simply to provide you with an introduction to the company. If you want to look into it further, there will be some literature and information for you to take home. No one will be asking you to make a decision at that time. Fair enough?” (WFA)
You: “So, will Tuesday or Thursday night be better?”
If he/she still resists:
Prospect: “I would really like to know more.”
You: “Let me ask you a question. When I asked you earlier if you wanted to hear about a serious, legitimate opportunity and you said, ‘Yes,’ were you serious?”
If “NO” (I was not serious)
“Thanks, if you ever change your mind, feel free to give me a call.”
If “YES” (I was serious)
If he/she still resists:
“Great. Now, is Tuesday or Thursday night better?”
Prospect: “I really don’t want to come to any meeting without knowing more about it.”
You: “I appreciate that, but it’s real important that you hear about this business. Tell you what I will do. I’ll get one of my senior Leaders and we will come by your home and tell you about the company. Is Monday or Wednesday better?”
For training and educational purposes only. Not to be used with the public.
37
Section I — RECRUITERS MENTALITY