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Have you ever found yourself stumbling over the “What Is It?” question that is triggered when you attempt to introduce someone to your opportunity?  This is a major thorn in the side of nearly every network marketer that I know, and in this article I’m going to reveal the 6 words that will help you glide over this question with ease.

What’s cool about this response is that it has several benefits.  First, it doesn’t avoid the question.  Next, it makes it impossible for you to say too much or too little; after all, we all know that the best thing for any prospect is to see the details rather than draw a conclusion from a fragmented response.

I discovered this response purely by accident as my own enthusiasm spilled over after sharing my business many years ago with someone I respected as having strong business sense.  I don’t recall the exact circumstances that lead up to this discovery, but now that I know the psychology of this response, I’ve recommended it many times and with great success.

The response to the “What Is It?” question is the following:  “I knew you would be interested!”  So, let’s look at the flow of the conversation an implement this response so you can see it in context.

YOU:  Hey Uncle Greg.  I’m in the process of building a business, and I need to work with someone that I know and trust.  Have you been looking for a way to generate some extra money?

UNCLE GREG:  Well, maybe.  What is it that you’re doing?

YOU:  Wow Uncle Greg.  I KNEW YOU WOULD BE INTERESTED!  That’s exciting that we could possibly be working together.  So, because I knew you would be interested, I’ve got a DVD that explains everything.  I’ll drop it off in an hour.”

Here’s another scenario:

YOU:  Joe, I know you’ve been struggling financially and until recently I wasn’t able to offer any help, but if you’re still looking for a way out, I have an idea that could be the answer.

JOE:  What is the idea that you have?

YOU:  Yep, I KNEW YOU WOULD BE INTERESTED.  I’m glad I asked.  The idea is in this audio/DVD/webinar so take a look at it tonight and call me at 7pm so we can talk about it.

Do you see the power of this response?  Psychologically, it’s a “pat on the head” of the individual that hears it because it says indirectly that they are intelligent, and that being interested is the natural response to your offer.  The very nature of asking “what is it” confirms the “interest,” and answering with “I knew you would be interested” FEELS like that natural conclusion, which is why there’s no resistance.

This is so powerful that it will work in ANY situation when the “what is it?” question pops up.  I’ve used it on my wife, kids, friends, you name it.  It’s actually pretty funny to see how it deflates the potential skepticism and converts the atmosphere into a positive exchange.

I don’t know about you, but knowing that I can answer the question in a way that progresses the conversation to the end that I want is priceless.

The next time you’re in front of a prospect, intentionally trigger the “what is it?” question just so that you can see the power of this response for yourself.  I expect to get some wonderful testimonies and I would love to hear what you think of this technique.

Larry Beacham

“The Stonecold Millionaire”

http://www.LarryBeacham.com

614-516-9906

If you liked today’s tip, I have many more just like it available on my training site.  You can access it here:  http://www.TheStonecoldMillionaire.com

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