If you hear this objection all the time, Ray has news for you: the real problem is not the prospect, it is that you are focused more on your solution than their actual problem. In this episode Ray teaches exactly what to say when someone tells you "I need to think about it," and unlike a lot of objections that need a custom response, this one has the same answer every single time. Ray grounds this training in his four P method, specifically the pillar of position, and explains the number one rule when you cannot make progress in a conversation: fall back on position. He walks through the exact words to use, starting with putting the prospect at ease instead of getting defensive, then asking the simple question that uncovers what initially made them take a look in the first place. From there Ray shows you how to gently guide the conversation back to their real problem or desire, and why your job is not to defend your product but to help the prospect see clearly that their problem is something worth solving now. Ray closes with a reminder that objections are not something to fear or avoid, they show up in the majority of every sale he has ever made, and the North Star through all of it is always their problem. <a href="http://higdongroup.com/Book">👉 HigdonGroup.com/Book</a> <a href="https://higdongroup.com/nmj">👉 Network Marketers for Jesus</a> <a href="http://higdongroup.com/Channel">👉 HigdonGroup.com/Channel</a> <a href="http://brotherup.com/">👉 BrotherUp.com</a> Ray Higdon is a bestselling author of several books, a renowned inspirational speaker, earner of multiple seven figures in a multi-million dollar home-based business, and founder of the Higdon Group, a Fortune 5000 company, where he's helped clients generate over 500,000 new customers through his proven coaching programs (https://rayhigdoncoaching.com). Ray helps sales leaders create teams that perform without draining them. Partner with Ray: ★ Become A Rank Maker: https://rankmakers.com ★ Apply for Coaching: https://higdongroup.com/coaching ★ Invite to Speak: https://higdongroup.com/speaking ★ Order his Books: https://rankmakershop.com/collections/books-journals/book Connect with Ray: ★ Podcast: https://higdongroup.com/podcast ★ Facebook: https://www.facebook.com/rayhigdonpage ★ Instagram: https://www.instagram.com/rayhigdon ★ Twitter: https://twitter.com/rayhigdon ★ LinkedIn: https://www.linkedin.com/in/rayhigdon Thank you for watching, and be sure to subscribe for more: https://www.youtube.com/@saleswithrayhigdon We believe in you! Ray Higdon More About Ray: Ray's Home Business Profits has had over 10 million downloads, with approximately 160k monthly downloads (https://higdongroup.com/podcast). As a top keynote speaker, Ray has shared the stage with world-renowned thought leaders, including Tony Robbins, Les Brown, Brendon Burchard, Robert Kiyosaki, Bob Proctor, Gary Vaynerchuk, Grant Cardone, Magic Johnson, and many more (https://higdongroup.com/speaking). Ray resides in Naples, Florida, with his wife Jessica, a prominent realtor. They have four children. As a follower of Jesus Christ, Ray incorporates faith-based principles into all of his decisions, life challenges, and business successes. They have raised over $1,000,000 to support families in need, fight human trafficking, and advance alternatives to traditional health care. Learn more about Ray Higdon: https://www.rayhigdon.com

If you hear this objection all the time, Ray has news for you: the real problem is not the prospect, it is that you are focused more on your solution than their actual problem. In this episode Ray teaches exactly what to say when someone tells you "I need to think about it," and unlike a lot of objections that need a custom response, this one has the same answer every single time. Ray grounds this training in his four P method, specifically the pillar of position, and explains the number one rule when you cannot make progress in a conversation: fall back on position. He walks through the exact words to use, starting with putting the prospect at ease instead of getting defensive, then asking the simple question that uncovers what initially made them take a look in the first place. From there Ray shows you how to gently guide the conversation back to their real problem or desire, and why your job is not to defend your product but to help the prospect see clearly that their problem is something worth solving now. Ray closes with a reminder that objections are not something to fear or avoid, they show up in the majority of every sale he has ever made, and the North Star through all of it is always their problem. 👉 HigdonGroup.com/Book 👉 Network Marketers for Jesus 👉 HigdonGroup.com/Channel 👉 BrotherUp.com Ray Higdon is a bestselling author of several books, a renowned inspirational speaker, earner of multiple seven figures in a multi-million dollar home-based business, and founder of the Higdon Group, a Fortune 5000 company, where he's helped clients generate over 500,000 new customers through his proven coaching programs (https://rayhigdoncoaching.com). Ray helps sales leaders create teams that perform without draining them. Partner with Ray: ★ Become A Rank Maker: https://rankmakers.com ★ Apply for Coaching: https://higdongroup.com/coaching ★ Invite to Speak: https://higdongroup.com/speaking ★ Order his Books: https://rankmakershop.com/collections/books-journals/book Connect with Ray: ★ Podcast: https://higdongroup.com/podcast ★ Facebook: https://www.facebook.com/rayhigdonpage ★ Instagram: https://www.instagram.com/rayhigdon ★ Twitter: https://twitter.com/rayhigdon ★ LinkedIn: https://www.linkedin.com/in/rayhigdon Thank you for watching, and be sure to subscribe for more: https://www.youtube.com/@saleswithrayhigdon We believe in you! Ray Higdon More About Ray: Ray's Home Business Profits has had over 10 million downloads, with approximately 160k monthly downloads (https://higdongroup.com/podcast). As a top keynote speaker, Ray has shared the stage with world-renowned thought leaders, including Tony Robbins, Les Brown, Brendon Burchard, Robert Kiyosaki, Bob Proctor, Gary Vaynerchuk, Grant Cardone, Magic Johnson, and many more (https://higdongroup.com/speaking). Ray resides in Naples, Florida, with his wife Jessica, a prominent realtor. They have four children. As a follower of Jesus Christ, Ray incorporates faith-based principles into all of his decisions, life challenges, and business successes. They have raised over $1,000,000 to support families in need, fight human trafficking, and advance alternatives to traditional health care. Learn more about Ray Higdon: https://www.rayhigdon.com

If you hear this objection all the time, Ray has news for you: the real problem is not the prospect, it is that you are focused more on your solution than their actual problem. In this episode Ray teaches exactly what to say when someone tells you "I need to think about it," and unlike a lot of objections that need a custom response, this one has the same answer every single time. Ray grounds this training in his four P method, specifically the pillar of position, and explains the number one rule when you cannot make progress in a conversation: fall back on position. He walks through the exact words to use, starting with putting the prospect at ease instead of getting defensive, then asking the simple question that uncovers what initially made them take a look in the first place. From there Ray shows you how to gently guide the conversation back to their real problem or desire, and why your job is not to defend your product but to help the prospect see clearly that their problem is something worth solving now. Ray closes with a reminder that objections are not something to fear or avoid, they show up in the majority of every sale he has ever made, and the North Star through all of it is always their problem. <a href="http://higdongroup.com/Book" rel="noopener noreferrer">👉 HigdonGroup.com/Book</a> <a href="https://higdongroup.com/nmj" rel="noopener noreferrer">👉 Network Marketers for Jesus</a> <a href="http://higdongroup.com/Channel" rel="noopener noreferrer">👉 HigdonGroup.com/Channel</a> <a href="http://brotherup.com/" rel="noopener noreferrer">👉 BrotherUp.com</a> Ray Higdon is a bestselling author of several books, a renowned inspirational speaker, earner of multiple seven figures in a multi-million dollar home-based business, and founder of the Higdon Group, a Fortune 5000 company, where he's helped clients generate over 500,000 new customers through his proven coaching programs (https://rayhigdoncoaching.com). Ray helps sales leaders create teams that perform without draining them. Partner with Ray: ★ Become A Rank Maker: https://rankmakers.com ★ Apply for Coaching: https://higdongroup.com/coaching ★ Invite to Speak: https://higdongroup.com/speaking ★ Order his Books: https://rankmakershop.com/collections/books-journals/book Connect with Ray: ★ Podcast: https://higdongroup.com/podcast ★ Facebook: https://www.facebook.com/rayhigdonpage ★ Instagram: https://www.instagram.com/rayhigdon ★ Twitter: https://twitter.com/rayhigdon ★ LinkedIn: https://www.linkedin.com/in/rayhigdon Thank you for watching, and be sure to subscribe for more: https://www.youtube.com/@saleswithrayhigdon We believe in you! Ray Higdon More About Ray: Ray's Home Business Profits has had over 10 million downloads, with approximately 160k monthly downloads (https://higdongroup.com/podcast). As a top keynote speaker, Ray has shared the stage with world-renowned thought leaders, including Tony Robbins, Les Brown, Brendon Burchard, Robert Kiyosaki, Bob Proctor, Gary Vaynerchuk, Grant Cardone, Magic Johnson, and many more (https://higdongroup.com/speaking). Ray resides in Naples, Florida, with his wife Jessica, a prominent realtor. They have four children. As a follower of Jesus Christ, Ray incorporates faith-based principles into all of his decisions, life challenges, and business successes. They have raised over $1,000,000 to support families in need, fight human trafficking, and advance alternatives to traditional health care. Learn more about Ray Higdon: https://www.rayhigdon.com

What Do I Say When Someone Says I Need To Think About It

Follow up does not annoy prospects. Bad follow up does. In this episode Ray digs into why "just checking in" is the laziest, most ineffective message you can send, and gives you the two word mindset shift that fixes it for good: be busy. Ray explains that if you are not actually busy living a full life, building your business, spending time with your kids, growing in your faith, then it is time to get busy, because your schedule is dictating the speed of your success. Ray shares his tried and true script for reconnecting with someone you have not talked to in a long time, along with his three step follow up for cold market prospects who have gone quiet, a method he has personally taught for over a decade that gets over half of ghosters to respond. He also gives you his favorite line for warm market, friends and family who leave you on read, and explains exactly why it works almost every time. Most importantly, Ray reminds you that a response is not the goal. Moving someone closer to solving their problem is the goal, and that starts with knowing what that problem actually is better than you know your own product. <a href="http://higdongroup.com/Book">👉 HigdonGroup.com/Book</a> <a href="https://higdongroup.com/nmj">👉 Network Marketers for Jesus</a> <a href="http://higdongroup.com/Channel">👉 HigdonGroup.com/Channel</a> <a href="http://brotherup.com/">👉 BrotherUp.com</a> Ray Higdon is a bestselling author of several books, a renowned inspirational speaker, earner of multiple seven figures in a multi-million dollar home-based business, and founder of the Higdon Group, a Fortune 5000 company, where he's helped clients generate over 500,000 new customers through his proven coaching programs (https://rayhigdoncoaching.com). Ray helps sales leaders create teams that perform without draining them. Partner with Ray: ★ Become A Rank Maker: https://rankmakers.com ★ Apply for Coaching: https://higdongroup.com/coaching ★ Invite to Speak: https://higdongroup.com/speaking ★ Order his Books: https://rankmakershop.com/collections/books-journals/book Connect with Ray: ★ Podcast: https://higdongroup.com/podcast ★ Facebook: https://www.facebook.com/rayhigdonpage ★ Instagram: https://www.instagram.com/rayhigdon ★ Twitter: https://twitter.com/rayhigdon ★ LinkedIn: https://www.linkedin.com/in/rayhigdon Thank you for watching, and be sure to subscribe for more: https://www.youtube.com/@saleswithrayhigdon We believe in you! Ray Higdon More About Ray: Ray's Home Business Profits has had over 10 million downloads, with approximately 160k monthly downloads (https://higdongroup.com/podcast). As a top keynote speaker, Ray has shared the stage with world-renowned thought leaders, including Tony Robbins, Les Brown, Brendon Burchard, Robert Kiyosaki, Bob Proctor, Gary Vaynerchuk, Grant Cardone, Magic Johnson, and many more (https://higdongroup.com/speaking). Ray resides in Naples, Florida, with his wife Jessica, a prominent realtor. They have four children. As a follower of Jesus Christ, Ray incorporates faith-based principles into all of his decisions, life challenges, and business successes. They have raised over $1,000,000 to support families in need, fight human trafficking, and advance alternatives to traditional health care. Learn more about Ray Higdon: https://www.rayhigdon.com

Follow up does not annoy prospects. Bad follow up does. In this episode Ray digs into why "just checking in" is the laziest, most ineffective message you can send, and gives you the two word mindset shift that fixes it for good: be busy. Ray explains that if you are not actually busy living a full life, building your business, spending time with your kids, growing in your faith, then it is time to get busy, because your schedule is dictating the speed of your success. Ray shares his tried and true script for reconnecting with someone you have not talked to in a long time, along with his three step follow up for cold market prospects who have gone quiet, a method he has personally taught for over a decade that gets over half of ghosters to respond. He also gives you his favorite line for warm market, friends and family who leave you on read, and explains exactly why it works almost every time. Most importantly, Ray reminds you that a response is not the goal. Moving someone closer to solving their problem is the goal, and that starts with knowing what that problem actually is better than you know your own product. 👉 HigdonGroup.com/Book 👉 Network Marketers for Jesus 👉 HigdonGroup.com/Channel 👉 BrotherUp.com Ray Higdon is a bestselling author of several books, a renowned inspirational speaker, earner of multiple seven figures in a multi-million dollar home-based business, and founder of the Higdon Group, a Fortune 5000 company, where he's helped clients generate over 500,000 new customers through his proven coaching programs (https://rayhigdoncoaching.com). Ray helps sales leaders create teams that perform without draining them. Partner with Ray: ★ Become A Rank Maker: https://rankmakers.com ★ Apply for Coaching: https://higdongroup.com/coaching ★ Invite to Speak: https://higdongroup.com/speaking ★ Order his Books: https://rankmakershop.com/collections/books-journals/book Connect with Ray: ★ Podcast: https://higdongroup.com/podcast ★ Facebook: https://www.facebook.com/rayhigdonpage ★ Instagram: https://www.instagram.com/rayhigdon ★ Twitter: https://twitter.com/rayhigdon ★ LinkedIn: https://www.linkedin.com/in/rayhigdon Thank you for watching, and be sure to subscribe for more: https://www.youtube.com/@saleswithrayhigdon We believe in you! Ray Higdon More About Ray: Ray's Home Business Profits has had over 10 million downloads, with approximately 160k monthly downloads (https://higdongroup.com/podcast). As a top keynote speaker, Ray has shared the stage with world-renowned thought leaders, including Tony Robbins, Les Brown, Brendon Burchard, Robert Kiyosaki, Bob Proctor, Gary Vaynerchuk, Grant Cardone, Magic Johnson, and many more (https://higdongroup.com/speaking). Ray resides in Naples, Florida, with his wife Jessica, a prominent realtor. They have four children. As a follower of Jesus Christ, Ray incorporates faith-based principles into all of his decisions, life challenges, and business successes. They have raised over $1,000,000 to support families in need, fight human trafficking, and advance alternatives to traditional health care. Learn more about Ray Higdon: https://www.rayhigdon.com

Follow up does not annoy prospects. Bad follow up does. In this episode Ray digs into why "just checking in" is the laziest, most ineffective message you can send, and gives you the two word mindset shift that fixes it for good: be busy. Ray explains that if you are not actually busy living a full life, building your business, spending time with your kids, growing in your faith, then it is time to get busy, because your schedule is dictating the speed of your success. Ray shares his tried and true script for reconnecting with someone you have not talked to in a long time, along with his three step follow up for cold market prospects who have gone quiet, a method he has personally taught for over a decade that gets over half of ghosters to respond. He also gives you his favorite line for warm market, friends and family who leave you on read, and explains exactly why it works almost every time. Most importantly, Ray reminds you that a response is not the goal. Moving someone closer to solving their problem is the goal, and that starts with knowing what that problem actually is better than you know your own product. <a href="http://higdongroup.com/Book" rel="noopener noreferrer">👉 HigdonGroup.com/Book</a> <a href="https://higdongroup.com/nmj" rel="noopener noreferrer">👉 Network Marketers for Jesus</a> <a href="http://higdongroup.com/Channel" rel="noopener noreferrer">👉 HigdonGroup.com/Channel</a> <a href="http://brotherup.com/" rel="noopener noreferrer">👉 BrotherUp.com</a> Ray Higdon is a bestselling author of several books, a renowned inspirational speaker, earner of multiple seven figures in a multi-million dollar home-based business, and founder of the Higdon Group, a Fortune 5000 company, where he's helped clients generate over 500,000 new customers through his proven coaching programs (https://rayhigdoncoaching.com). Ray helps sales leaders create teams that perform without draining them. Partner with Ray: ★ Become A Rank Maker: https://rankmakers.com ★ Apply for Coaching: https://higdongroup.com/coaching ★ Invite to Speak: https://higdongroup.com/speaking ★ Order his Books: https://rankmakershop.com/collections/books-journals/book Connect with Ray: ★ Podcast: https://higdongroup.com/podcast ★ Facebook: https://www.facebook.com/rayhigdonpage ★ Instagram: https://www.instagram.com/rayhigdon ★ Twitter: https://twitter.com/rayhigdon ★ LinkedIn: https://www.linkedin.com/in/rayhigdon Thank you for watching, and be sure to subscribe for more: https://www.youtube.com/@saleswithrayhigdon We believe in you! Ray Higdon More About Ray: Ray's Home Business Profits has had over 10 million downloads, with approximately 160k monthly downloads (https://higdongroup.com/podcast). As a top keynote speaker, Ray has shared the stage with world-renowned thought leaders, including Tony Robbins, Les Brown, Brendon Burchard, Robert Kiyosaki, Bob Proctor, Gary Vaynerchuk, Grant Cardone, Magic Johnson, and many more (https://higdongroup.com/speaking). Ray resides in Naples, Florida, with his wife Jessica, a prominent realtor. They have four children. As a follower of Jesus Christ, Ray incorporates faith-based principles into all of his decisions, life challenges, and business successes. They have raised over $1,000,000 to support families in need, fight human trafficking, and advance alternatives to traditional health care. Learn more about Ray Higdon: https://www.rayhigdon.com

How Do I Follow Up Without Sounding Annoying

Sounds weird right? Truth is you may be giving your team TOO much time and actually causing a problem, hear what I mean by listening to this

Sounds weird right? Truth is you may be giving your team TOO much time and actually causing a problem, hear what I mean by listening to this

Better Help your Team

This is perfect if you feel overwhelmed, let me help you see the light..

This is perfect if you feel overwhelmed, let me help you see the light..

Feeling Overwhelmed?

What is an E.L.F. business and why do you want one? Learn what I mean in this powerful podcast

What is an E.L.F. business and why do you want one? Learn what I mean in this powerful podcast

What and Why you want an E.L.F. business

IF you want to crush it in any niche or profession, this is what I suggest as the very first step for your marketing

IF you want to crush it in any niche or profession, this is what I suggest as the very first step for your marketing

First Marketing Step

Here are the two steps to living a better life, check em out

Here are the two steps to living a better life, check em out

Two Steps to Dream Life

If you want success, these two quick tips may help you out

If you want success, these two quick tips may help you out

Two Fast Success Tips

Here are three team building tips that will help you and your network marketing team

Here are three team building tips that will help you and your network marketing team

Three Team Building Tips

Ever in a struggle and not sure what to do? This might help

Ever in a struggle and not sure what to do? This might help

When Life is a Struggle

There is a magical email that you can send to even a dead email list that will get people reaching out to you like crazy, listen in and feel free to share

There is a magical email that you can send to even a dead email list that will get people reaching out to you like crazy, listen in and feel free to share

The Magical Email

Most people spend their life miserable attempting to prove all the things they are right about, this will help you see this and help you evolve

Most people spend their life miserable attempting to prove all the things they are right about, this will help you see this and help you evolve

Rightness and Happiness

Ray Higdon is a bestselling author, IAOTP's #1 Sales Coach in the World, and CEO of the Higdon Group — an Inc. 5000 company that has helped sales teams generate over 300,000 new customers and 70,000+ new reps since 2017.

On Home Business Profits, Ray delivers no-fluff, field-tested strategies for sales professionals who are tired of pressure, burnout, and chasing prospects who never convert. Using his proven 4P Method — Pipeline, Posture, Position, and Perspective — Ray shows you how to lead sales conversations with confidence, close without manipulation, and build a team that actually performs.

Whether you sell products, services, or opportunities, the principles on this show will change how you prospect, follow up, close, and lead.

Ray has shared the stage with Tony Robbins, John C. Maxwell, Les Brown, Robert Kiyosaki, Gary Vaynerchuk, and many more. His podcast has surpassed 10 million downloads. His latest bestseller, Faith Driven Wealth, features a foreword by John C. Maxwell — and his training company has helped thousands of sales teams produce measurable, repeatable results across dozens of industries.

New episodes drop weekly. Subscribe and start closing.

Business

Education

Ray Higdon is a bestselling author, IAOTP's #1 Sales Coach in the World, and CEO of the Higdon Group — an Inc. 5000 company that has helped sales teams generate over 300,000 new customers and 70,000+ new reps since 2017. On Home Business Profits, Ray delivers no-fluff, field-tested strategies for sales professionals who are tired of pressure, burnout, and chasing prospects who never convert. Using his proven 4P Method — Pipeline, Posture, Position, and Perspective — Ray shows you how to lead sales conversations with confidence, close without manipulation, and build a team that actually performs. Whether you sell products, services, or opportunities, the principles on this show will change how you prospect, follow up, close, and lead. Ray has shared the stage with Tony Robbins, John C. Maxwell, Les Brown, Robert Kiyosaki, Gary Vaynerchuk, and many more. His podcast has surpassed 10 million downloads. His latest bestseller, Faith Driven Wealth, features a foreword by John C. Maxwell — and his training company has helped thousands of sales teams produce measurable, repeatable results across dozens of industries. New episodes drop weekly. Subscribe and start closing.

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Home Business Profits with Ray Higdon

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