Direct Sales – When a Prospect Says “I Can’t Afford It”

While I don’t hear it very often, I still smile when someone says to me, “I just don’t have the money to get started” or when a women says, “I have to ask my husband for the money.”

There have only been one or two instances where this was truly a problem for the person I was speaking to. One way to determine if money is truly the “problem” is to ask a question. A favorite question of mine is, “How about if you take orders and pay the start up fee from the products you sell?” Their answer to this question will let you know if money is truly the problem.

When someone joins a direct sales company, they’ll be selling products and sharing the business opportunity with others. If they don’t want to sell products to earn the start up fee, then money is not the “problem” since you’ve only asked them to do what they’d be doing after they started.

If you’ve determined that money is not the problem it’s now up to you to find out what the real reason is for the person saying no. I like to ask questions. Questions allow me to fact find and understand what the other person is thinking.

I’ll play the “what if” game. I’ll ask, “If you did have the money to start, who do you see yourself selling products to?” Their answer might reveal the real reason for their hesitation. It might be they don’t know anyone or they’re new in town. You can now discuss different marketing systems that would help them build a customer base.

Another question to ask is, “If money were no object, what products would you want to order for yourself?” The reason for asking this question is to then show the person how they can get that product at a discount. You can even discuss what they’d have to do to earn enough to pay for the product.

I’m a numbers person. If your prospect wants a $25 item and if the commission on retail sales is 30%, your prospect would need to sell just under $100 worth of products to pay for this item they want. Broken down into this small manageable chunk, it’s not quite so scary to say yes to joining the company and your team.

Next time someone says, “I can’t afford it” ask a few questions to determine what’s really stopping them from saying yes.

Audrey Okaneko has been in direct sales since 1983. She can be reached at audreyoka@cox.net or you can Become a Tupperware Consultant

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