All of the usual discussions about overcoming objections ignore one very crucial reality: the Secret Language of Prospects.

Everyone you talk to about your products or income opportunity speaks this language. The challenge for sellers/recruiters is very simple: this is a SECRET language that can never be spoken aloud.

No matter what you think you hear a prospect say (usually in the form of an objection), what you need to hear them saying is this:

1. “I want to feel like you do about this… BUT

2. “I expect YOU to make it safer, easier, better and smarter for me to say yes to you than to anyone else… AND

3. “I expect YOU to make it safer, easier, better and smarter for me to say yes to you than to keep my money and do nothing!”

The reason you’ll never hear them say it out loud is because they don’t want you to know how they really feel. It might give you power over them.

So they couch it in often-spurious “objections”, then you run yourself ragged trying to overcome those phantom objections, all the while terrifying them even more, so that they see you as someoone who’ll never take NO for an answer.

So they never say no. Instead, they say “Yes… meaning no!”

Hey — people only buy for a perceived benefit, right?

Guess what the benefit to them in saying “Yes… meaning no” is for them?

Yep… to GET RID OF YOU!

You’ll drive yourself crazy for months afterward trying to get them to do anything — use products, sponsor, attend meetings, answer calls, etc.

Uh-uh. Total waste of time and effort… they’ve already had the benefit.

So the next time you gird up your loins to overcome those “objections”, think about it like this instead:

If you’re not hearing “yes” (meaning yes!), you should be hearing what they’re really saying….

“You haven’t yet made it safer, easier, better and smarter for me to say yes to you than to anyone else, or to keep my money and do nothing!”

By confronting them with resolutions to their spurious “objections” (and almost all of them are spurious; the genuine ones are usually obvious, like “I can’t afford it”) all you risk doing is frightening them off so that, in order to avoid further confrontation with someone they see as unwilling to take “no” for an answer, they tell you the dreaded “Yes… meaning NO!”

Learn the Secret Language of Prospects. It will save you months of confusion and frustration and boost your sponsoring rate dramatically.

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