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 he can 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.