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The most important thing to bear in mind, especially when you’re new to this business, is this…

No matter what questions or accusations you come up against, real or imagined… there is always a satisfactory answer. Count on it.

Along with this goes another crucial mindset, especially when you’re new to this business and prone to incorrect perspectives (don’t worry — almost everyone makes the same mistakes)…

It’s perfectly okay to NOT know the answer!

The real issue is how you handle the situation, not that you don’t know the answer. And handling it right is easy, common sense, and will earn you the respect and continuing interest of genuine prospects. In fact, it can actually help you sponsor more people than if you DO know all the answers! (There you go — the Principle of Irony again.)

Think about it for a minute. Put yourself in the other person’s shoes. Ask yourself WHY they're raising this question, concern or accusation. There will be only THREE possible reasons.

IGNORANCE — they simply don’t know. This is perfectly reasonable. So just explain matter-of-factly that you’re not sure of the answer, but you know where to get it and will get back to them. This is just as reasonable, and no big deal. The thing to do now is to find out the answer (from your Member Guide, your sponsor, upline team or from the company) and get back to them. Just getting back to them will impress most people, since it happens so rarely. By the way, you can usually tell if they don’t know — they ask questions or express concern. They don’t make accusations.
   
PREJUDICE — they really DON'T WANT to know the facts. They actually feel threatened, emotionally, by the fact that someone chose a different opportunity to them. So they’re defending their personal choice — which, if they’re like the vast majority of network marketers, was made for emotional reasons, NOT rational, objective business reasons. It’s the classic “fight or flight” reaction. Once more, tell them that you don’t have the answer, but you know where to get it. Then ask them if they really would like you to get back to them with it. if they’re sincere, they’ll say yes. If they’re just trying to put you on the defensive so they can feel more secure, they’ll dismiss it in some way. After all, they don’t WANT to know the truth. If this is the case, just smile confidently, look them in the eye, and say “okay… well, if you ever change your mind, you know where you can find the answer.” (This is the “Oyster Principle” in action — planting an irritant under their skin that, over time, will either drive ’em crazy or bring them back to you as a shiny new pearl, ready for harvesting.)
   
MALICE — they know the answer already, but they just want to rattle your cage for reasons of their own. Once again, offer to get back to them with the answer. If they try to put you down or belittle you, or make you feel stupid, you know where they’re coming from. Just smile knowingly and say “okay — that tells me what I needed to know.” Some people in this situation will feel challenged by that comment and ask to know what you mean. Just shrug and explain that, since they’re obviously not interested in the truth, it saves you the time and trouble of trying to help them. Then leave it at that. You can’t win these people over. But you can sure as heck make ’em think twice before trying to do it to you again, since they now know you’re awake to their petty, point-scoring games.

So there it is… the crucial perspective that will help you stay cool and in control is the confidence of knowing that, even if you don’t yet know it, there is always a satisfactory answer.

Now — how does this impact on your prospect?

If they’re sincere, they’ll be willing to wait and allow you to come back to them with the answer. This creates anticipation and hope. And, even more importantly, this is YOUR chance to prove your integrity by doing as you say you’ll do. This is far more impressive than superficial, “plastic” gloss. (Who on earth are you dealing with here, after all?)

Next, they’ll be relieved. Not just that there’s an answer, but that it’s okay to NOT know it! What a change from most network marketers they encounter, who seem to think that you have to be a slick, smooth walking encyclopedia in order to be “professional.”

These people just don’t get it.

True professionalism in this business is all about making it safer, easier, better and smarter for a prospect to say “yes” than “no.” (And NOT just so they can get rid of you!) Most prospects are terrified of the thought that they have to be slick, polished and "plastic", and know everything about everything about the business. It’s time for us all to get real, and start dealing with real people in the real world, don’t you agree?

Doesn’t this approach feel more comfortable and reassuring to you?

Don’t you think your prospects will feel the same way?