GO! Evangelism 2011

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GYC Southwest

Eugene Prewitt

Canvassing - Get the Book In the Hand

All right, well, I'm going to start, and she'll show up, all right?

So where I left off was I told you how to answer the objection, what church, and the objection, no money, and now we're going to the objection, come back later.

The answer to that objection is, I wish I could.

Those words help prevent them from persuading you that you should.

Because it sounds like you're already persuaded.

And yet it plainly tells them that you can't without creating the hard feelings that would come if you said, I can't.

Really when you say you can't come back to some people it feels like a pressure technique Like when a salesman says I can't come back.

It sounds like pressure and In some ways it might be so you're trying to find the best way and what you say is, I wish I could.

And internally, you're gonna realize that when they say that, come back later, there's quite a high probability that they're just not interested enough to buy it.

But you can't tell them that, and you're not even going to ask them, because they might not be willing to admit it, because it would sound like they were being dishonest.

They say, come back, and then say, I really don't want it, do you understand?

But they gave us a sample so you can get something later, and you just hand them a different type of book.

They gave us a sample so you can get something later.

All of our books are samples of all the rest of our books.

But I would hand them a book that's not the same type of book that you just showed them, since they didn't have an interest in that first type of book.

In other words, if you showed them a cookbook, and they said, come back later, I wouldn't show them a health-oriented book.

I'd probably go for 1 of your prophecy books or 1 of your devotional books.

If you showed a devotional book, anyway, since this is your last chance, I would make sure it is a spiritual book of some sort.

What we're talking about, Melissa, is how to answer the objection, come back later.

And what we're saying is, I wish I could, but they gave us a sample so you can still get something later, and you hand them a different book.

That's all you missed, and now you're all caught up.

What's kind of awkward for many persons is when you show them the first book and tell them it costs 10 to $20, and they say, come back later, and you say, I wish I could, they give us a sample, and you show them another book, and then you tell them, and you go to tell this 1, you feel uncomfortable to tell them that it costs 10 to 20.

It's just incredible how, let me explain to you how it works psychologically.

When you're at the door initially, you are part of their memory experience with lots of other salesmen.

And no other salesmen go door to door selling $10 items.

Door to door salesmen sell subscriptions.

I don't know, what do they sell here in LA?

Do you get door to door people coming around here?

And when you begin to canvas, the people aren't even hearing what you're saying because they're kind of nervous trying to figure out how to immiscibly end this conversation.

They're just trying to find some friendly way to bring it to an end.

Then they hit upon, tell him to come back later.

And so when you say, I wish I could, but they gave us something so you can get something later, it feels like, whew.

You say, they say come back later, and you say, I wish I could?

I wish I could, but they give us a sample so you can get something later.

And I hand you a different book, and I just tell you about that book and they said with the sample just to leave it for a donation most people are given like 10 to 20 for it and it goes for my tuition there at the school or whatever you're gonna say the money's going for they said just to leave it for yeah and It's the same price you just told them a minute before, but they don't catch it.

But enough times to make it a useful technique.

Do you know any technique that works more than 1 in 10 times is an incredible technique?

If you just learned 10 of those, you'd make a sale at every door.

I'm saying, what we're trying to do is just learn some things that work occasionally so that when you put them all together, we're going to reach 10 or 12 people a day.

That's what we're, maybe 15 people would get a book this size from you a day on a really, really good day.

The fourth objection, The first 3 were the what church, no money, come back.

The fourth objection is the most common by far.

Do you see how it's in a different category than the other 3?

When they say what church you're with, they're almost implying that if it was the right kind of church, they might be interested.

When they say, I don't have any money, they're almost implying that if they did have money, they might be interested.

When they say, come back later, they're really implying that if you came back at a better time, they might be interested.

These first 3 types of objections really are what you might call interest-oriented objections, and they shouldn't be very discouraging to you when you hear them.

We can work through them, they're good things.

The not interested objection is a different category altogether.

You just found where we're at, didn't you?

Because these things are printed in the end of that book.

We have lots and lots of books and we just inherited grandma's entire library.

If you knew how my wife would react if I got something, You wouldn't even try to sell me a book." Okay, that's fine.

How do you answer the great variety of objections you've never heard before?

Recognize that Strange objections are usually a variety on the theme of not interested.

We just got back from Cantu and our dog needs to go to the veterinarian before he has too many sneezing fits.

So let me practice it and you all can say it together.

I'm gonna say the objection and you give the answer.

Canvassing - Get the Book In the Hand

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