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We’ve all got that prospect that always gives one excuse or the other. Who hasn’t heard about that person who is so busy they haven’t got time to fit in to your business opportunity? In this post, I share how to deal with prospects who always make excuses.
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Why Do People Make Excuses?
To start with, the first thing you should do is to expect excuses from all prospects rather than assume they share the same mindset as yourself.
At work, at school, at home, in the store, and anywhere at that, expect to hear convenient reasons for why people can’t do things you ask of them.
People use excuses to save their soul from struggle above all else.
The nature of excuses is enticing, as the desire to not do something can be wrapped in valid, logical reasoning.
You should know that excuses are short term vehicle of happiness – they bring with them immediate satisfaction at the expense of something greater than the line
However, the ability to eliminate excuses from the minds of your prospects is a difficult one at that.
Controlling your emotional responses to others’ excuse is the first thing you hold interest in managing prior to moving any further in attempts to curb their habits.
Your desire to help your prospects rid themselves of the excuses they tell themselves first depends on gaining their trust in the matter.
An empathetic inquiry into their reasoning for the excuses that they voice is a vital first step in helping you understand their thought processes.
Ask them why how they think why they think.
Ask them for the evidence they’ve collected which supports their excuses.
People will always have their own theories, reasons and perceived evidence backing the excuses which they tell themselves.
In order to effectively debunk their excuses, you should make it a priority to first emphatically understand what their excuses are rooted in.
Your overaching goal is not to blatantly deny and reject all the excuse that prospects tells themselves.
That approach is too rigid to be understood and adhered to by them.
Your goal is to illuminate a window hope in an otherwise excuse filled room.
It is thereby important for you to acknowledge when a person is correct in the reasons they mention for them not being able to do what you want them to do.
You must try to get a clear picture by asking the prospects questions and discuss it out with them.
It is important to ask open ended questions.
This will really compel the employees to think on their excuses.
With this practice you can practically reach the roots of the excuse.
You must utilize empathy to demonstrate the prospect that you really care and listen to what they have to say.
During this exercise try to be in the shoes of the prospect and analyze what is making them feel the way they are feeling and why they are feeling so.
When you empathize it is not necessary that you agree or disagree to why and what the prospect is feeling but it only helps you to understand where they are hanging.
When you get some answers from the prospects, you can accordingly take some actions.
There are chances you find out that there are some reasonable issues that might have to be tackled before they join you.
One of the best ways to help someone change their excuse is to reframe their thinking with a story.
Just a story with them to unispire the source of their excuse, it may be your story, or any other rag to riches story in your company.
So, whenever someone gives you an excuse, always share story with them in order to inspire them and also help them see that their limitations are all in their head.
When you really want to achieve a goal and you want it badly, you’ll do whatever it takes to get it done. You won’t make excuses, you’ll come up with reasons why you have to change your circumstance.
In life, it’s not whether something will work for you, instead, it is will you make it work?
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We do weekly training and as well as team prospecting and recruiting challenge week in week out.
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So go ahead, share it with your team and apply these strategies and see your team growing.
I hope you got some value out of today’s training. If so, can you do me a quick favor? Like, share, and comment below. It’d be great if you’d give me some feedback!
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I hope this is helpful to you?
Let me know what you think in the comments below. And, feel free to share this with your teammates.