I loved this book when I was in Amway/BWW. But now I am ashamed that I used all the manipulation techniques this book taught. (Of course, I did not succeed even with the tricks taught in this book.)
Some questions and answers this book has. The questions are the ones coming from prospects and answers are taught to IBOs.
The 1st technique is answer a question with a question. The second is easy answer, followed by a question. (I don't have the patience to type everything, but manipulation and dodging is professionally taught to IBOs.)
Qn 1: "What is it?"
Qn for qn: "It is private franchizing. Are you familiar with it?"
Easy answer: It is a brand new industry designed specifically for the internet. I am part of a group of entrepreneurs who are very successful. Are you familiar with internet-based businesses?
(Only the new untrained guys will say it is Amway out of fear and not knowing what to say.)
Qn 2: Can you tell me more about it?
Qn for qn: "Absolutely! I would like to meet you and share this info. I have Tue or Thu free. Which works better?"
The book says they key is to start your answer with "absolutely", so the prospect thinks you are agreeing with him. But actually the IBO want to meet with the prospect in person!
Amway trains you to always tell two YES options, never YES/NO. They ask "Tue or Thu?" and never "do you want to meet me?"
Qn 3: Is this Amway?
Qn for qn: No, this is not Amway, but what is your understanding of companies like Amway?
All IBOs are trained to answer this question with a NO.
In my experience for about 5 years with Amway, all the people who asked this question were negative and never sat for plan. So no matter what you say after this really does not matter. (They have smelt the Amway in you!)
Qn 4: Is this an MLM deal/pyramid?
Qn for qn: What is your experience with MLM/pyramid?
(Again, they r taught never to say YES/NO. The IBOs are taught to ask questions to prospects, so they never answer prospect's questions.)
My experience - they have smelt you!
Qn: What are my odds of making it with this biz?
Qn for qn: What are your odds of making it without it?
I love this one -
Statement from prospect: I am not interested.
Qn from IBO: thank you for being honest. Which part are you not interested in?
qn: How much money are you making?
Qn for qn: How much money would you like to make?
(Truth is the IBO is not making much... hehe.)
Prospect: I have seen this before.
Qn: What exactly did you see before?
This is nice:
Prospect: Do I have to sell?
IBO: Do you like to sell?
Prospect: Yes/No.
IBO: Great! You will love this business. You need to meet this person at the business presentation who made it in this business and he is exactly like you.
Prospect: Do I have to buy 100 PV every month?
IBO: Do you want to make a PV check every month?
(100 PV costs about $300. PV check for that will be about $7. So the IBO is asking you, essentially, do you want to spend $300 to make $7.)
Prospect: I have always shopped at Costco/Walmart. How does this compare?
IBO: Does Costco/walmrt offer an opportunity to make money?
(Truth - Amway products are very expensive compared to Costco/walmart.)
Tip in the book: What you promote is what your prospect will investigate.
(These days there is so much crap about all the big pins that most IBOs cannot promote the open meeting speakers! :-).)
Another technique in the book to handle any question: I know how you feel. I felt the same way. Let me tell you what I found out. (and then fart whatever you want :-).)
The IBOs will always try to leave some information behind with you, so that they can force their way into your house one more time for a follow up. If you say you are not interested in the biz, they will try to sell you some products or get some of your friends' names and numbers. So if you do not take the information packet, they really have no chance with you.
