When we're talking to people about SFI who have the money to invest into their business but indicate they don't have the time for the business, there is a way to qualify their objection. Handling the "time" objection doesn't have to cause us to begin looking elsewhere...right away.
First of all, my experience has shown that people who are TRULY busy know how to manage their time and will prioritize activities and projects that really are important. So, what I discovered is that there are two step process we need to engage when dealing with the "time" issue. This two step process will qualify your prospect (or disqualify them) while likely turning the time objection of a truly busy person into their reason to join!
The first area that should be covered deals with the credibility or legitimacy of the opportunity. Busy people have time for activities and projects that are worth while. It's possible (if not likely) that the SFI opportunity may be "just another" business scheme. It is important to expand on the stability of SFI as a legal American company and upon particular success stories within the SFI community. Again, this is important because of the opportunity is dismissed by your "time objective" prospect as not being able to produce anything significant for the time (and money) invested--they'll pass. It is important for you to get them to define what's significant to them in terms of a financial return (in other words--find out what sort of income amount they're interested in). This will also indicate to you WHICH success stories to share. Again, by you bringing credibility to the opportunity by sharing what you know you'll get past this first step.
The second area of engagement deals with the time issue itself. Qualify yourself and the opportunity. By presenting a couple of key questions you will open up the possibilities to this prospect.
QUESTIONS:
Suggestion 1: "Aside from the time, do you see any other reason why you couldn't do this to earn the xxxxx dollars (per month/year) you mentioned?"
**If they start giving you other excuses chances are they're not really serious about the income discussion you've had with them and they don't qualify. You can move on.
Suggestion 2: "If I can show you how I we can take care of the time problem, do you see any reason why you wouldn't want to develop that income (specify it) we talked about?"
**Be prepared to commit to show how TIME LEVERAGING works. Be prepared to illustrate as well as explain it. I make it a point to explain to them that most people TRADE hours for dollars. This business engages the process of time leveraging where they can MULTIPLY their time for dollars. I further explain that they must know "time is money" and since we are multiplying time or "hours" the dollars will multiply as well.
I then ask them if they have anyway other way that they could make time work FOR THEM in this way!
Be prepared to let them know that while there is some time that they'll need to give this, be sure to commit your own time to helping them in areas they may not have the time (perhaps in helping some of their PSAs getting started, advertising co-ops, etc.). With regards to the hour or so needed for their SFI dailies and some communication that they'll need to put in, I assert to them that an hour a day is certainly worth earning xxxxx dollars per month that they said they're interested in earning.
At this point you'll sponsor them. IF they're honest about the time issue. We need to remember that we have an opportunity for them. And remember, if they're "too busy," they simply have a time management problem--and the discussion outline I shared with you will handle that objection and make it their reason to join.
less
When we're talking to people about SFI who have the money to invest into their business but indicate they don't have the time for the business, there is a way to qualify their objection. Handling the "time" objection doesn't have to cause us to begin looking elsewhere...right away.
First of all, my experience has shown that people who are TRULY busy know how to manage their time and will prioritize activities and projects that really are important. So, what I discovered is that
...
more
