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How To Close a Sale in Four Simple Steps
I think you’d agree that whether you’re selling a product or inviting someone to join your business, closing is the most critical phase in a sales presentation. Yet so much of closing depends on what happened before you got there.
You must have done your probing right. You must have presented the product or opportunity correctly. You must have also built up a rapport between you and the prospect. All of these are essential to reaching that final step, the close!
When you reach the closing phase, the most important thing to remember is this: you must BELIEVE you can close it! The secret to guaranteeing the close is to make your prospect see the product or service through your eyes. They must feel that you’re 100% confident that what you’re selling can really help and benefit them.
So let’s say that you’ve done all of the above and finished the actual M.L.M presentation. The prospect hasn’t exactly jumped up and screamed, “Yes!” with excitement to purchasing your product or partnering with you. Here’s what you can do to get them to a successful close:
- Probe how your prospect feels. People rarely make decisions with their minds alone; they make decisions based on their emotions and how they feel. So once you’ve engaged their heads with your presentation, bring it down to their hearts. Ask them probing questions like the following:
- How did you like the presentation?
- What did you like about the product/service/business?
- Are the benefits clear to you?
- Do you feel it will help you?
- Is this the kind of thing you’re looking for?
- Are you happy with your current provider/product/business?
- Answer any questions/objections. You can lead this off with, “Based on what you saw, is there anything you can possibly think of that would stop you from buying/starting now?”
Never be afraid of objections; it’s a sign that your prospect is thinking about what you presented. It’s scarier when they don’t have any objections at all—they either didn’t understand you or haven’t paid any attention at all!
The following are typical objections:
- Too expensive – if you did your probing right and you know this person can afford your service, it may be that the prospect hasn’t seen the value of your proposal. Try and see what they mean by “expensive,” and work from there. Remind them of the particular problem during your probing session and let them see how your solution can help. If it can help cut their costs, emphasize that.
- No time – remember that people will always have enough time if they’d only see the value in something, and they believe that it can benefit them in some way, shape or form. Therefore, prove the value of what you have to offer.
If you’re inviting the prospect to join your network, ask them what is taking up the majority of their time (job, work, etc.). Ask them also if they have enough time for themselves and their family. Then finally, ask them if they’d be willing to try your solution if it will allow them to have more time for themselves in the long run.
- I need more information – Ask them what more they need to come up with a decision “TODAY”, then work from there. You’ll probably end up with one of the other objections.
- I will ask my wife/husband/parents/siblings/partner – One approach is to present to both of them. You can say, “Great! Can I ask you something? Who’s the decision-maker, you or your spouse? (wait for the answer). Then I suggest that you tell your spouse that I’m inviting the both of you to meet with me so that he/she will see the presentation the way you saw it.”
- Point out how the product/service/opportunity is a solution to their problem. This is a test on how well you did your initial probing in the first phase of your presentation. You must first have a clear understanding of the prospect’s problem before you can position your product as the solution.
If the prospect is having trouble deciding, highlight how the product or service solves or minimizes their troubles, helps them earn extra income, or helps them reach their goals faster. Answering objections is dealing with the negative, but in this step you must emphasize the positive.
- Ask for the sale. It’s hard to believe that many skip this one crucial step. Unless they’ve said yes ahead of you, ask your prospect to buy! Who knows, they might even be waiting for you to ask.
There are several ways to do this:
- For products: Are you ready to buy this today? If they aren’t prepared to buy right away then extend this second question: When will you be prepared to make your purchase? (always extend the offer to buy “NOW” first!)
- For network marketing: Would you like to get started with your business “TODAY”? If they aren’t prepared to start right away, tell them that they can move forward with filling out the application and post date it for the date that they are ready to start, getting them to give you the check or put the credit card number on the application that will guarantee their start date.
Or you can ask additional questions like:
- When would you like your products delivered?
- Would you prefer to pay by cash, credit card or check?
These are simple and direct ways to close any sale. You needn’t pressure or manipulate your prospect. All you are doing is calmly and courteously leading them to an informed decision.
Finally, remember the perfect end result of a closed sale: both of you and your prospect walk away smiling!
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With the economy going down, jobs and retirement becoming more and more insecure, thousands of people around the globe are all jumping in Network Marketing with great anticipation. But the question is- Is networking the right business for you? Are you on the fence about starting your own business? Or do you need some very good reasons to convince skeptical friends? Let me share my 2 cents on this issue.
- Network Marketing is a Ready-to-start Business – And a good one too. The direct selling industry accounts for at least $100 Billion in world revenue, and is expected to grow by 13% until 2018. So imagine what it would be like to get even .01% share of that money. But potential income is only half the equation.
Consider all the elements you need to bring together to start up a traditional business:
- Location and Equipment
- Business Systems
Pretty daunting, isn’t it?
In network marketing, you do away with having employees, advertising and location. Legal issues and responsibilities are handle by the company. The products already exists and are really great, there’s a business system in place, and you get training as well. The only thing you need to provide to get started is capital, which compared to the amount you need to cough up for a traditional business, is very minimal.
Imagine how many thousands of dollars you would have to pay to purchase a big-time franchise. I read sometime ago that you need about $1.5million to get a well operational Mcdonalds franchise. The good new with Network Marketing is that the start up capital is really affordable for anyone. Also, imagine how many man-hours you need to put in a traditional business just setting things up. Then imagine how many months—or yes, years—it may take to get a return on your investment, if at all.
Finally, imagine if all of that has been set up for you, and all you have to do is buy in with a minimal fee and get to work. That’s how you can grow an appreciation of the network marketing system.
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- Network Marketing provides Leveraged Income – When you have a regular job or profession—doesn’t matter if you’re a janitor or a CEO—you have what’s known as linear income or Earned Income. That means you trade your time for money, which in turn means if you don’t work, you don’t get paid. Plus Earned Income is the highest taxed income of all!
There’s nothing wrong with linear income, nothing wrong with receiving a regular paycheck each month. You don’t have to leave your job if you don’t want to. Just recognize that kind of income for what it is—limited meaning there is no leverage in it at all. It’s limited to the amount of time you have, the skills you’ve got, and your energy for work. All of which shrink as you approach the age for rocking chairs and retirement homes.
Leveraged income is a totally different ballgame. Instead of trading your time for money, you leverage other people’s time (OPT). That means that even when you’re not working, others will be, giving you passive income. All financially free people understands this way of thinking really well.
As your network grows, your income grows too, and there will come a point wherein you trade little time, but earn a ridiculous amount of money! That’s the power of leveraged income.
- You get hands-on Training – Often for free. That’s because up-lines in your network realize that the only way they can make money is if their down-lines are making money too. And so they’ll offer to train you, support you, and coach you along until you’re ready to do the same for your organization.
Skype me if you want me to teach you how to do this… my skype id is ebaykc . Email: firstname.lastname@example.org
It’s also likely that your organization will provide other kinds of training material, or point you to books that provide advanced learning. You just need to be coachable, and be willing to apply what you’ve learned to managing your business.
You don’t need an MBA, you don’t need to have a degree. You just need to be willing to learn. This is where most people ignore this business… because they have been brain washed and simply conform to following the crowd.
- People are your Resource – Never forget, networking is the business of people and relationships. In this world, land, energy and commodities are limited and become more expensive each year. But people—people are an ever-regenerating resource. Even if you run out of names to invite, how many people do you think your down-lines know? How many people do these other people know? How many people will you eventually get to know in a few years time?
If you invest in people, can you imagine how many generations your wealth will expand through?
These are four very good reasons why Network Marketing is the Perfect business, but the most important reason of all isn’t any of them. That has to come from you. It comes down to a personal choice—but that personal choice, whatever it is, will go a long way into convincing other people to follow your lead.
Still need help? Okay, one last thing. Think of the most important dream you want to achieve. Now ask yourself, will having your own network marketing business, with its potential income and the people it’ll attract, help you achieve that dream? Yes or no?
If you need more information to make a decision, please contact me below.