Clients will give you excuses that may not be true. Do you ever, when dealing with a salesperson, tell them something that might not be completely true in order to get out of a sale? I can tell you the numbers on how many people do that: one out of ten people are just going to tell you “No”. The other nine might say something like: I don’t have the money right now, I’m in a hurry, I’m on the other line, I have to talk to my spouse, etc. People will say whatever excuses they can in order to get out of buying because they know its works. Try it out yourself. Go around to ten people you know and ask them what they have said in order to get out of a sale and ask them about it. You’ll see, nine out of ten will use an excuse that is not necessarily true.

You have to become good at getting around excuses and getting to the root of the situation. What is the real reason that someone is not taking advantage of the benefits that your product can give them? There is a reason, so what you have to do when you get excuses, especially in the beginning of a presentation, you might immediately get something like “Those dates aren’t available.” or “I have to talk to my partner.” Know what to say: “If you could come to this event and learn how to make more money wouldn’t it be worth your while to come anyway?” I have about fifty variations of that which I have memorized. I’m going to say them with confidence knowing it will work because I know that nine out of ten times whatever their excuse is for not going may not necessarily be 100% true. You will have to push and nudge to get to the root. They will sometimes say “No, those dates are really not available.” I’m still going to go for more. I then I will ask, “Why would you even consider going to this event? Well if you knew beyond a shadow of a doubt that you could get that by coming to this event would it be worth your while, because that is what you really want, isn’t it? If they say, “Yes, if you could take care of that I would definitely come?” Then I’m still gong to say, “Is that it? I’m going to make 105% sure there’s nothing else. These are responses that are easily dealt with when you are prepared, confident and you know that your product could change their life for the better. If you can’t guarantee that with your product, find a new one.