How To Close Your Prospects

Presenting your product or business to prospects is a SKILL. And it can be LEARNED. If you have trouble talking to prospects, making them excited and interested, and connecting with them quickly, then go and read THIS: http://www.firstclassmlmtools.com

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I received this question from Natalie - perhaps you've experienced this too:

"Tim, I feel a lot of my Consultants are great at speaking about the business, company, opportunity and products but uncomfortable in the closing... simply asking the individual if they are interested in joining the team and becoming a Consultant. They are concerned they will come off pushy. By not "asking" they lose the momentum they created and the prospect. I'd like to know what more I can do to help my team overcome their fear and change their mindsets of how they view asking people to join!"

What a great question!

I'm going to give you the "word track" of how to close so you can teach it, but first I want you to understand what is possibly going on with your Consultants that causes them not to ask for the close.

Typically it's fear of making a mistake that holds a person back from asking for the close. As the upline, you need to find out from each consultant individually "what mistake could you be making if you ask the person to join the business?"

To be able to close a prospect you, and your Consultants must know:

1. That the product is worth the price

2. That the prospect can succeed

3. That they (the Consultant) can train their prospect to succeed

4. What words to use to "ask"

You see, sometimes the core problem is that the Consultant wouldn't know how to train the person if they said yes. What I'm saying to you is that sometimes the Consultant isn't closing because they are protecting the prospect. You can find out very easily if this is the case by asking your Consultant, "If your prospect signs up - what are the steps you would walk them through to ensure they are successful?" If they can't name the steps easily, this could be the problem.

If you see your Consultants selling the products (or starter kit) at wholesale, often the Consultant doesn't believe the product is worth the price. So you have to handle these things before the "word track" I'm going to give you will be effective.

Alright, if you're doing a one-on-one there should be a lot of exchanging concepts and ideas throughout the one-on-one. Do not talk for 30 minutes and ask, "Are you interested in joining?" This destroys the main benefit of doing a one-on-one!

Instead, after each main point you present, ask your prospect for examples so that you know they're tracking with you and ARE in agreement with what you're presenting. Then when you get to the end you just say something simple like:

"For you to get x (whatever they've stated they want) it's going to take me training you in two areas: 1. Helping people get results with the products, 2. Helping people get results with the business. Are you ready to start your training?"

If they say "no," you find out what they're opposed to and handle it. If they say yes, congratulate them. Then continue with something like, "If I were trying to sell you a product that could help you, yet I had never tried it, would you feel I was deceiving you?"

Typically the prospect will agree with this. Then say, "I'm glad you see it that way too. So while I'm training you you'll want to start using the products... okay?" When they reply with an okay, you can then say, "The products you need to start with are ___, and we can get those now if you like."

That's it - nothing fancy, nothing slick, nothing hidden and nothing pushy. You're just helping them get what they're there to get - a business that will help them get what they want!

Suppose for a moment you see a child in danger that you could help by doing something. If you do nothing... it's a crime. Maybe not legally, but in terms of taking responsibility, it's a crime. Sometimes people see that DOING something or ASKING something is "being too pushy," but in my view NOT doing something can also be a crime. If your prospect wants to lose we.ight and you have products & training that can help them achieve that - then if you don't ask them to buy it, you are acting irresponsibly.

I hope this helps Natalie with her Consultants and I hope it's helped you too,

Tim Sales

P.S. To watch how I train people how to "close to action", start with Professional Presenter, the CD & DVD series that will take you from amateur to professional networker. Then you could be having results like Stephane: "I've had the pleasure to get my hands on Professional Presenter recently and by using what I learned I was able to recruit 8 out of 10 people I presented my business to. Not only that, I also achieved the same kind of results by selling my company's products" - Stephane Page

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