Today, I would like to take some time and educate you about closing prospects and share some of my best closing tips and techniques.
While this information is designed to provide closing tips and techniques for network marketers, the information will benefit anyone in sales.
Learning how to close prospects and ask for the sale is a VERY important skill to develop.
If you don’t know how to close someone, you won’t get very good results in your business.
You’ll show a lot of presentations, but you won’t sponsor many people or find many customers.
You have to realize that most people don’t know how to make a decision on their own.
Most people have been told what to do their entire life, from the time they were a small child (by their parents and teachers) all the way up to the present day (their spouse and boss).
Since they have great difficulty making decisions on their own, it’s your job to help LEAD THEM to a decision.
Just to clarify, there is a difference between leading someone to a decision and pressuring them to sign up or buy.
I am not a fan of hard selling or pressuring anyone.
I think that is amateurish and unprofessional.
It’s one of the many reasons our industry has a bad reputation.
Besides, if you have to pressure or convince someone to join your team, you’re going to have to pressure and convince them to do anything at all with the business.
Your real job is to lead people a decision.
Your job is to give your prospects enough exposures and information, so they can make an informed decision.
This happens with an effective selling process and follow up.
The only purpose of following up with someone is to give them additional information and added exposures, to move them one step closer to making a decision.
In other words, sponsoring someone is a process that takes time.
You can’t expect to just show someone a presentation and then have them be “all in” with the business right then and there.
Just so you know, most of the people I personally sponsor take 30 to 90 days to join my team, from the time I first contact them.
Some folks take 1-2 years to make the decision to work with me.
That being said, here are a few of my best closing tips and techniques for network marketers:
# 1 Develop a Selling Process
The first thing you need is a sequential selling process.
Your job is to develop a series of steps you will follow from the time you first meet someone until the time that you sign them up.
Here’s a simple process you can follow:
- Pre-qualify and invite
- Show a presentation via a third party tool
- Give the person a product sample
- Three-way call with sponsor or upline
- Bring prospect to an event
Your job is to follow up with your prospect within 48 hours (max) for EACH STEP of your selling process.
In other words, you might end up following up with your prospect five to ten times BEFORE you collect a decision.
It also might take 1-4 weeks (or longer) to walk someone through the entire process.
Your # 1 goal is to sell your prospect on going through the entire selling process, so they can make an informed decision.
# 2 Assume the Sale
I think it’s wise to assume that people WILL join or buy.
You have to be positive and optimistic and have an abundance mentality.
If you are thinking negative thoughts, your prospect will sense it.
Of course, not everyone will buy or join, but you have to assume that they will!
You must also come across as confident and poised.
Remember this, no one wants to buy from someone who is desperate.
# 3 Third Party Validation
Third party validation is one of the most important steps in the selling and closing process.
Make sure you use a business tool or someone successful in your upline as third party validation.
If you are talking to someone you already know, this step is vitally important.
People who know you really well are MUCH more likely to listen to a trusted adviser that you know, than listen to you.
It’s hard to be a prophet in your own land.
# 4 Ask “Yes” Questions
One of my favorite things to do is to ask yes questions.
I like to get my prospect answering yes repeatedly before I ask for the sale.
This gets them in the right frame of mind and subconsciously prepares them to say yes to you when you ask them to get involved.
# 5 Ask for the Sale
The last thing, and most important step is to ask for the sale.
Here are a few questions/phrases that I use to close my prospects.
- Based off what you’ve seen and heard so far, what interests you more, the products or business?
- Which product would you like to order as part of your first order?
- Would you like to sign up online right now or would you like to do it over the phone?
- Are you ready to get started today?
- What questions do you need me to answer before we get you started today?
Other Posts You Might Enjoy
- How to Overcome Objections
- Best Questions to Ask Your Prospects
- Top Selling Tips
- Feel – Felt – Found Method
- Dealing with Attrition in Your MLM Business
You have to understand that most people cannot make a decision on their own.
It’s your job as their sponsor and adviser to walk them through your selling process and give them enough information to make an informed decision.
Whatever you do, don’t forget to ask for the sale.
By following the advice in this post, you should be well on your way.
What are your thoughts?
What are some of your favorite closing tips and techniques?
Leave a comment below to let me know what you think.