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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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Finding the need of your mlm prospects and leads is your most vital closing strategy. Of the many networking skills you’ll want in your arsenal, showing people why they should join your organization is among the most critical. There is no set formula to do this, however, because each person is different and will want different things—wealth, prestige, family life, wellness, time freedom, and so on.
One approach people try is hard-selling, which we can safely say is hated by just about everyone. Hard selling involves pushing the actual product onto the prospect, using the sheer energy of your presentation to override any concerns or objections they may have. This is why many people pretend to not be at home when the salesman comes a-knockin’ on the door.
Nobody likes being sold!!
A client may buy your product or service to get you out of their hair, but you’ll lose a lot of goodwill and probably the chance to re-sell too. It’s even more disastrous for building a network because your organization won’t have a concrete relationship to stand on. You’ll have a cascade of fall-outs as soon as you turn your back on your new recruits.
There’s another approach that not only stands a better chance of closing a prospect but also fosters goodwill and a sense of cooperation: presenting your business as the best answer to your client’s need.
presenting your business as the best answer to your client’s need.
This is the opposite of hard-selling. You do less talking and more listening. You need to have some patience, a few good questions, and a sympathetic ear. Your goal is to find your prospect’s specific need before positioning your business as a solution.
Imagine sitting down with a prospect for the first time. Do you go straightaway into a presentation? Hardly! You’ll want to get to know them first. You try and chat for a while to build rapport. This is an excellent time to ask a few probing questions.
Probing is a subtle art. You need to come from genuine interest, without coming across as nosy or salesy. The key is to get the other person talking about themselves. This is usually easy to do, since we’re our own favorite subject.
Your objective is to steer the conversation towards topics that are important to them. Ask them to elaborate, clarify, share stories. Doing so will eventually lead them to talk about what’s missing from their lives.
Here are some topics that can lead towards more meaningful conversation:
- How is your wife doing?
- How are your children?
- How are your parents?
- You must be doing very well in your job now, right?
- Does your boss treat you well?
- Do you have time for yourself or your family?
- Are you happy with where you are?
- So what’s next for you?
- Are you aiming to buy a new home/car/business?
- So are you thinking about retirement? How’s it going so far?
You can also steer the topic towards health, children’s education, or any present or future expenses. Find out where the problems lie. Maybe they’re worried about financing their home. Maybe they’re dissatisfied with their paycheck or their job status. Maybe they’re burdened with supporting their parents or an unemployed sibling. Maybe they’re facing an uncertain financial future.
Take the time to sincerely listen, to empathize with your prospect. Let them talk. Resist the temptation to jump in with advice. It’s important that you understand what they want and that you’re genuinely interested in what they have to say. Only after they’ve finished talking do you thank them for sharing and then lead into your presentation:
“I understand you have these concerns and I’d like to see if I can help. I know a way that can benefit you financially/career-wise/health-wise, and you can do it at your own time and your own pace. Would you like to hear it?”
When they say yes, proceed to your mlm presentation, making sure to point out how it will indeed help with their concerns. Come from the spirit of wanting to help. Show them that an extra means of leveraged income will solve a majority of their problems, and that you can coach them on how to do it.
By establishing a specific need, you have the basis for a business relationship. Your client won’t feel that you sold them something; they’ll feel as if you helped them make a wise choice. It will be easier to close the deal. In fact, you won’t have to convince them—they’ll convince themselves
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Today i will be sharing some presenting tips that will help you close more sales every time.
First off, did you know that communication is actually only 10% verbal? The majority of what we communicate can be found in the tone of our voice (30%) and our actions (60%).
Your prospect’s behaviour provides clues as to how they’re feeling, which in turn tells you how to deal with it. But body language goes both ways. You must be aware of your own behavior too so as to get the best possible reaction from your audience.
Presenting Tips #1: The “Eyes” Have It
The single most important aspects of body language is, looking your prospect in the eyes. This conveys respect, confidence, trustworthiness, and sincerity. Likewise, not doing so conveys fear, disinterest, lack of confidence, shame, and secretiveness.
It’s important to maintain eye contact while probing and building rapport with your prospect. Look at them longer and more often than at your presentation material. And it’s absolutely essential to look them in the eye when attempting to close.
If your prospect doesn’t want to meet your eyes, it’s likely that they’re intimidated by you or disinterested in what you have to say. Try to put them at ease by offering them something to eat or drink, or talk about common interests and other things you may both enjoy or care about.
Presenting Tips #2: Give A Good Hand Shake
Giving handshakes are sometimes overlooked by most presenters. To begin with, make sure your hands are warm and dry! Nobody likes a cold, clammy hand that shows its owner’s nervousness. A firm grip on your handshake shows that you’re confident, friendly, and trustworthy. When your hands are palms-up, they convey friendliness and openess. Palms down convey dominance and maybe even aggressiveness. This usually comes to play when shaking hands for the first time. It’s best to offer a level, upright handshake so as to show you’re on equal footing.
Presenting Tips #3: Lead with your Arms
Your arms can convey great emotion. Use grand gestures for high emotion, and keep your arms still for quiet, intense moments. Whatever you do, don’t cross your arms. This highly defensive position conveys anger or indifference. It practically screams, “I don’t care.”
If your prospect crosses his arms, he’s likely adopting a defensive position towards something you said. Try to re-engage them by shifting the focus back on them and what they want. Get them to participate. Instead of focusing on thoughts, ask them how they feel about what you’ve discussed.
Presenting Tips #4: Mind your Head
Another presenting tips you should note is that keeping your head at a level, steady position while presenting is a sign of confidence and sends the signal that people should listen to you. On the other hand when listening, tilting your head to the side is a sign that you are receptive and ready to listen.
Presenting Tips #5: Find the Right Angles
Simply put, we angle ourselves to face people we like or we’re attracted to, and angle away from people who repel us. Face your body towards your prospect while talking to them, tilting or leaning forward to bodily “listen” to what they say. Likewise, when a prospect leans towards you it means they’re interested in what you have to say.
Presenting Tips #6: Watch Those Legs
Twitchy, restless legs betray nerves and stress; try to keep them under control by planting both feet on the ground. As with crossing your arms, crossing your legs is a no-no. The “Figure 4″ portrays you as arrogant, close-minded, or defensive. When your prospect does this himself, try to engage them in friendly, non-threatening banter.
Finally,Have A Genuine Interest In Getting To Know Your Prospect.
In the end, people like to be liked. If you give every indication that you like the person sitting across from you, they’ll reflect the same thing back at you. And it’s always easier to present to a friendly audience.
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Presenter Tips #1: You have To Connect With Your Audience
Whether you are giving a business presentation or just speaking in public, if your end goal is to sell something or convey a message, the first thing that you need to do is to connect with your audience. A good way to start is to ask them questions about themselves. Let them talk to you. Know their needs, desire and cravings. Remember your end goal is to help them with whatever it is that you are offering.
Feel their needs by asking them questions about their current situation. But don’t over do it. You don’t want them to feel sorry for themselves. Always remember: you’re there to help your prospects, not to add burden.
Presenter Tips #2: Mention your prospect’s name throughout the conversation
Do you know that the sweetest word that you can pronounce to a person is their name? This is most applicable in one-on-one presentations. Say their name at least three times in the first three minutes and you will keep their attention much longer than you normally would. Use it throughout your conversation and make sure that it is the last word they hear.
Even when doing a webinar or online presentation make sure you engage your audience by calling their names and talking to each of them personally. Make them feel they are part of the presentation.
Presenter Tips #3: “Try” to be funny
There is nothing that will kill your presentation fast than appearing to be TOO serious. Always begin your presentation with a small joke to loosen everyone up. Share a funny childhood experience, or how you used to be nervous speaking in a group (everyone once was).
You will see that sharing a slight joke will prepare everyone to listen to you and also rid you of any nervousness. Take note of great speakers and ministers and you will see how they do this everytime…. you should too
Presenter Tips #4: Create A Distraction-Free Environment
Another presenter tips especially for network marketers is to create a distraction free environment. Before you go on with your presentation, ask your prospects to turn off their phones. If you’re conducting a home meeting, make sure that the television and the radio are turned off, and keep the children away. Interruptions will not only distract your audience; it can also affect your momentum. When you’ve successfully rid yourself of all the distractions, continue on with your presentation.
Presenter Tips # 5: Always Remember, It’s not about the hype, BUT about the hope
This is especially for network marketers, DO NOT hype people into joining your business. Instead, create hope in them. Make them hope for a residual flow of income, for a better lifestyle, and for a brighter future. Take them to the future and resources you know your business can bring them (e.g piece of mind, more time with family, financial independence etc.)
Hyping them with monetary rewards won’t do any good for the both of you. It will only turn your prospects off and attract the wrong type of people to your business. If you want to be successful in MLM, avoid marketing hype. Focus on promoting hope. It will serve as a magnet that will pull REAL prospects and long term partners towards you.
Presenter Tips #6: Be Patient: Follow Up
This particular presenter tips will save you time. Remember not all prospective recruits can give an immediate response to your offer. Some of them need time to think it over. Don’t rush them. Instead of saying “Can I get your answer now?” try telling them “Would you like to think about this opportunity first? Would 12 hours be enough time for you?” Just give them enough time to think about it, but not so long that they push the idea to the back of their minds. They may have completely forgotten about it once you followed up if you wait too long. Schedule the next appointment with them and follow up.
Hope you got some real tips from this article. Make sure you practice them .
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