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Phone Prospecting Made Easier

By Patrick FitzGibbon_

I am willing to bet that most if not all people get asked “how much they make” not long after they start speaking to a prospect

It is an awkward and potentially damaging question unless you are making money and that is not always the case. Can you answer it or even better avoid it in the first place?

Of course there are methods you can use to avoid this question in the first place so you don’t get caught out…

1.Present yourself as a leader and an expert and make sure that they understand they need you rather than you needing them.

2. Never bring up income claims yourself unless you can verify them and definitely stay away from making company income claims. Your prospect wants to know how much he/she can make not how much your up line leader made while on a cruise last week.

3. Keep the focus on them, this should be your aim anyway. Spend your time on what help they need and what their goals and desires may be and how they feel you can help them.

Even so you may still be asked ” how much” so how do you reply to it….

Your answer will depend on the situation but in general what you need to do is again put the emphasis back onto them by saying

” it is more important that you make an income , after all that’s why you are here I hope”


“I am increasing my income weekly(if that’s true) due to the training and support I get from my company/organisation and that’s what we want you to be getting to so you can grow your income as I do”

Or simply

“I am part of a group and have 6 and 7 figure income earners to learn from and copy. They provide the training that I use to earn my income and they will help you to”

You get the idea I am sure, avoid confronting them and never make false claims, instead give them value and show them leadership, make sure they understand they will benefit from joining you.

Place particular importance on the training and education side of your opportunity (you have to have one because that is what people are looking for more and more) and make sure they know that you are going to directly involved with them from the start.

So you can avoid or answer this question and if a person really insists on knowing then they may well not be someone you want in your group anyway.

So use phone prospecting as the ultimate tool that it is, connecting one on one with people is always going to grow your business more efficiently.

Want to find out more about phone prospecting, then visit Patrick FitzGibbon’s site Help You Help Yourself for more training and great information.

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Article Citation
MLA Style Citation:
FitzGibbon_, Patrick "Phone Prospecting Made Easier." Phone Prospecting Made Easier. 4 Jul. 2010. 17 Jul 2014 <>.

APA Style Citation:
FitzGibbon_, P (2010, July 4). Phone Prospecting Made Easier. Retrieved July 17, 2014, from

Chicago Style Citation:
FitzGibbon_, Patrick "Phone Prospecting Made Easier"

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