Negativity is Everywhere!
I have been getting a lot of questions lately on how to respond when prospects take a look at the business, and they find negative information on the internet. Often times we don’t even know that this has happened, and in some cases the prospect comes back and tells us they are no longer interested in the business based upon the negative “research” they have found.
What happens when prospects "Google" Ambit
A lot of times when we expose prospects to this opportunity, they do not sign up right away. They often times want to do their “research.” As we all know, if you Google Ambit Energy, negative and positive information comes up on the search engine. Prospects tend to gravitate toward the negative posts, which often times are blog posts that are unfounded, have no evidence to back up their false claims and in some cases they are just blatant lies from our competition .
How do we handle this?
The best way to handle a prospect doing their “research” and focusing on negative information on the internet is to prepare them for the negative information ahead of time, before they encounter it. It is always better to be proactive rather than reactive. We should inform prospects about the bad and good on the internet in regards to Ambit Energy before they actually begin their “research.” I am going to go over a dialogue in the video above that can be used word by word to overcome the “ I found some complaints on the internet” objection way before you get it.
The Words to Say...
“I know because of the dialogue were having that there is some interest in Ambit. You might not get in and that’s fine. There is no pressure to enroll into Ambit, but I can tell that there’s a level of interest sparked inside you. Would you do me a favor and do some research while making your decision?”
The Psychology behind these words
You are asking them to do research knowing full well that they will go home and Google Ambit Energy anyway, but at least now you have have the ability to direct where they place the emphasis on their research. Plus when you ask this question, in some cases, in order to express a strong level of intelligence and dominance, they will rise to the occasion and say “of course I will do my research.”
Next Step: Direct their attention
Now it’s time to talk about the negatives, followed by the positives about the business as demonstrated in the video training.
Ending Step: Finish with a leading question.
“Because Bob, wouldn’t you agree, you can find something negative about everything on the internet these days, RIGHT?”
What to say if you have to deal with negativity that you haven't prepared for.
So the best way to deal with negativity is to deal with it upfront. If you don’t do that and they say “Well, I went on the website, it’s all a bunch of negative stuff”, just say . .
Consultant: “Well you know John, let me ask you . . . who do you have for your electricity now?
Prospect: “I’ve got ConEd”
Consultant:“ Why don’t you go on the website and just do the same kind of search you did for Ambit Energy and do it for ConEd, and see if there’s a definitive difference.”
They don’t really think about that, the bottom line is there are probably more complaints about ConEd than there are about Ambit Energy. Complaints exist for every major company in America. There’s nothing you can do about it.
