Closing sales has been considered by many salesmen to be an art. This is because there are a few things that are vital to “closing” a sale. One of those things is asking questions. First of all, people love to talk about themselves. Also, people don’t like to be “told and sold.” When you ask people questions, they feel important (like they really matter), so it builds trust between you and your prospect. The thing that it tells you, the business owner, is what exactly a person is looking for. Let’s look at the example as a car salesman. A family comes into the dealership, and you greet them. You ask them what they’re looking for, and they tell you that they’re searching for a new car. “Oh, I have just the thing for a young family!”
You continue to “tell and sell” them a car that has a lot of great features in the back seat for the kids (after all, kids are a big deciding factor in what the parents will purchase.) The only problem is that they weren’t looking for a car for themselves. They were really searching for their teenage daughter who is about to graduate from high school. I bet you would have approached the conversation much differently. You probably would have talked about the safety features of the car, rather than the fact that it has DVD players built into the headrests. Now, bring this back to the network marketing and direct sales industries. You want to ask your prospect questions about why they are looking for a business opportunity. It is very dangerous to assume why a prospect is seeking a new opportunity. It will make the prospect feel like an over generalized number. Not somebody important to you. You want to give your prospects the information that is vital to their decision. Don’t waste your time throwing up on a new mother about the health benefits, when all she wants is a way to stay home with her baby!
Another important thing to address is the five most common objections. It’s best if you can get these out of the way before they bring them to the table. For example, when you’re prospecting somebody, it’s extremely important to ask them how much money they’ve set aside for a new business this year, or perhaps you can say, “It costs $___ to get started in my business. If, after you review the information and get your questions answers, you can see yourself creating enough money (or whatever they want in a business opportunity), do you have or could you find the capital to get started right away?” Here are the five most common objections. Go over them and come up with ways to address them before they can use them to think themselves out of an opportunity. 1. I don’t have the money 2. I don’t have the time (How many hours can you devote a week to building a business?) 3. Is this a pyramid / Is this a scam? 4. Do I have to sell something / Do I have to talk to family and friends? 5. I’m not interested in ______ (whatever your product is)
Alright, the final important part to closing is taking the order! This can get a bit nerve-wracking because there are a lot of personal questions you must ask. You have to feel comfortable with doing this, or your newest team member might bail on you before you can get their order in! All companies that you get money from will require that you give them your social security number. This is the point that most people get the most uncomfortable. First of all, start with the easy questions. Will you please spell your first and last name? What is your address? Also, make small talk throughout the sign-up process. Tell them how excited you are that they are making a step to create financial freedom. Breathe! So many people go through the entire sign-up process waiting for the prospect to come up with a great objection, so that they lose the sale. If you expect this to happen, it probably will. “Closing” should not be as cold as a lot of people make it out to be. If you legitimately have a good opportunity for somebody to utilize your products and/or make a huge income, your job is to assist them with making a decision (is what you have to offer right for them?) and then make them feel comfortable with you (so you can lead them through the sign-up and business building process). After all, if somebody sees the opportunity, but they don’t feel safe with you, they will either look for a new company, or else look for a different distributor in your company. Neither of which you want to happen.
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