Home Based Business... you can do it too!

Home Based Business - a 'Rejection-Free' approach

Avoid rejection with carefully chosen questions

If you have put off developing a home based business because you lack conventional 'sales experience', you are in good company... I am a hopeless salesman too!  However I began to experience the joys of success after taking part in a tele-seminar with an amazing sales tutor, Hilton Johnson. Over time I have adapted Hilton's approach slightly to suit the Aussie 'psyche' and I will gladly share our team's 'Zero Rejection Selling' method with you.

Step 1

Avoid cold-calling like the proverbial plague! Concentrate on attracting people to you by developing relationships, or using our proven advertising copy, promotional flyers or sales letters. Most importantly, develop relationships at every opportunity with a view to generating interest in your business.

Step 2

Lets assume that you have run one of our lead generating campaigns (we have dozens!) and have a handful of people who have given you a positive response and you are now going to telephone them to get an appointment for your presentation. For the purposes of this tutorial, we will also assume that we receive positive responses (a "Yes") to our questions.

Question 1

"Good afternoon Mr. Smith... I am an independent marketing executive with ..........(mention company name)..... I am calling because you recently responded to an advertisment from our company seeking people interested in developing a home based business..... are you still interested in developing a home based business?... do you have a minute to talk about that right now?"

Purpose: To ensure you are talking to the correct person, and that they are interested in starting a home based business, plus... making sure you haven't caught them at a bad time.

Question 2

"For you to be successful in our business program you will need to devote a minimum of 10 hours per week.... are you able to do that at present?"

Purpose: To assess the person's worth to your enterprise. If your prospect says things like, "well not right at the moment", or... "no, but I could manage 6 - 8 hours"... terminate the call politely but definitely. Don't waste your time with anybody purporting to be a business builder unless they can guarantee you a minimum of 10 hours per week.

Question 3

"Mr. Smith, If I could show you the PERFECT system... a business system that suited you 100%.... would you be in a position to begin immediately?"

Purpose: To disqualify EVERYBODY who does not give you a totally positive "Yes". Even if they state they could start in couple of weeks/months, still excuse yourself from the call and advise them that you have made a diary note to call them again within whatever period they mention.

Question 4(a)

"We do not require any aggressive, high-pressure selling in our business.... however you do need to interact with people.... do you like meeting and talking to people?"

Purpose: Again, to disqualify anybody who seems less than enthusiastic at the prospect of meeting strangers and talking to them.

Question 4(b)

"What other qualities or qualifications do you have that make you feel you would be successful at running your own home based business?"

Purpose: Having progressed to this stage, we now need to gently develop the relationship. Most people at this stage will start volunteering information about themselves, etc. Try and get 3 - 5 points if possible.

Question 5

"Of course... this is a business, and with any business there are startup costs. Depending on your entry level, the startup costs of our business vary from approximately $175 - $450. Once again... if our business is exactly what you are looking for, are you able to make that sort of financial commitment at this point in time?"

Purpose: Fairly obvious I think ;-)

Final step

Having got this far, we now need to make the transition from assessing our prospect to seeking an appointment for a presentation. At this stage you will generally be getting a feel about your propect's personality, but a suggested closing script like this will generally work.

"If you decide our business suits you 100%, in a sense, we will be going into business together. Now of course I don't really know you, and you certainly don't know me, therefore we really need to spend about 30 - 40 minutes of quality time so I can fully explain our business and you can be totally satisfied that it meets all your requirements. When would it be convenient to do that?"

Conclusion

By following the above procedure, your prospect is actually qualifying themselves as you take them through the assessment process. In terms of 'closing-the-sale', they have practically closed the sale long before you get to the final presentation. In most cases, you would really have to do an incredibly poor presentation to miss out on the sale.

I trust the above information will indicate that we take the training of all our team members seriously. If you liked what you have just read, it is only a small smattering of the useful marketing and sales material that will be at your disposal once you decide to join our home based business team.

"Hey John... I'd like some more information. Please contact me ASAP!"

Stay Home Enterprises
Nowra, NSW, Australia

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