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"CLOSING "
Did you know that, in the sales profession, the primary characteristic that separates the big winners from all the rest is that the winners ask for the order more often than the others? This asking for the order is called closing; and in our business it basically means asking your prospect if they are ready to get started.
At the end of every meeting or conversation you must close, that is, you need to determine whether the prospect is most interested in becoming a distributor or in becoming a retail customer. When you ask, you will find that a few prospects will not be interested at all and some will be ready to start immediately. Others will fall into a middle category of "not ready to move forward yet" because they have questions or objections that you will need to answer. Thus, the first step in closing is to determine in which of these three categories the prospect falls. How? ASK!
At the end of the business presentation (Deborah.nu 4-Step System, hotel meeting, one-on-one, video presentation, conference call, etc..) say something like: "Does the information you've been presented make sense to you?" OR "Do you understand the potential of our offering?" OR "Can you see yourself profiting from this business with us?" OR "Do you see how powerful this is?" Those totally uninterested and those ready to start immediately will tell you so. When a prospect says "No" tell them, "That's fine" followed by a question like "but I was wondering what is it that doesn't seem right to you?"
Many prospects will say "Yes, but..." and follow the "but" with their first question or objection, to which you must respond before they will be willing to proceed. Our next Deborah.nu Trainingwill talk about how to handle questions and objections.
For a variety of reasons, not everyone is ready to purchase products or sign up immediately after a presentation. Don't pressure anyone to sign on the spot if they're not ready. It's better to end on a positive note and plan a follow-up meeting. As your guests leave, don't thank them for coming. Rather, say that it was a pleasure to be with them, and that you look forward to meting with them again to discuss their goals and to put together an action plan for achieving them. If they understand what they've seen, they'll thank you!
Don't send them home empty handed. Give them your Deborah.nu business card with your personal web address, a videotape, an audiotape, a corporate brochure, etc.. You might even give them a sample of a product to try. Most importantly, schedule the follow-up. This could be another meeting, a phone call, or a quick visit to pick up the materials you gave them. Whatever it is, be sure you set a specific date and time and ideally it should be within 24 to 48 hours.
People want to be closed. You can think of the close as the conclusion of the prospecting cycle. Everyone starts out as a "maybe". They have agreed to see the presentation because "maybe" they'll be interested. Ultimately they will say "yes" or "no". "Maybe" means the cycle is still not concluded; but be prepared with materials for enrolling your new rep when the "Yes!" comes.
Your Deborah.nu Staff
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