The simple prospecting question that helps

Try asking this question with difficult prospects:

"How long can you wait?"

When a prospect says that he doesn't have time to
build a business, but wants to earn $10,000 a
month, ask him how long can he wait until he
starts earning $10,000 a month.

He might say that he needs to work on earning more
income now. Or, maybe he says that he can only
wait six months or a year, but he knows that he
eventually has to earn more money.

This question makes the assumption that the
prospect will join, and that his only decision is
how soon to join. It certainly makes the prospect
think of the consequences of not joining - never
having that increased income.