Would you like to learn how to master the art of closing? Would you like to know exactly what to say and what questions that you should ask a prospect when you're done a presentation to help you recruit more people into your business? In the training today I am going to give you the exact questions that I've asked prospects over my network marketing career, which have helped me personally recruit over 500 people.
Let's talk first about the way that professionals and top earners approach closing. It's very different from what I see most people doing. The first distinction I'd like to make is professionals are emotionally detached when it comes to closing. They're not attached to the result. They understand that at the end of the day it's a numbers game. If out of every ten people they talk to if they are able to recruit 3 or 4 that's a great result. They understand the majority of people they present to will NOT be interested regardless of what they say, so they focus on activity not results.
The next thing that professionals focus on is education and understanding. They realize that it's not their job to convince and sell every single person that they should join their business. They focus on educating prospects, making sure they understand what they have to offer – to help them make an educated decision. It's a much different mindset.
They're also very assumptive. When a prospect tells them “No” they are genuinely shocked. What I see most people doing is exactly the opposite. Most people are very apologetic and they come across as needy which actually makes people less interested.
Professionals also realize that at the end of the day, prospects are joining THEM and not their company. They make sure to communicate their value as a potential business partner and sponsor. They attract prospects to them because of their posture and confidence.
The last thing professionals do that sets them apart is they ask only “leading questions”. These are questions that are designed to elicit positive responses from prospects. They guide the prospect down the path of a clearly defined series of questions.
Here are examples of leading questions:
“Did that make sense?”
“What did you like best?”
Never ask a prospect, “What did you think?” after a presentation. It's not a leading question. It's inviting more of a critical analysis from them and doesn't communicate that you have confidence about what you're offering.
After the prospect tells you what they liked best (this is their “hot button”), here is the follow up question you should ask:
“On a scale of 1 to 10 – 1 being you have no interest whatsoever, 10 being you're ready to get started today, where do you see yourself?“
Depending on what answer the prospect give you, you will go down one of two different paths. By the way, anything above 1 is a good answer!
If they answer 5 or less:
“What would you need to make that 3 a 5, 6, or 7?”
What you are trying to do here is figure out what their objection or concern is that's keeping them from moving forward. Depending on what they say, get them the information they need and schedule the next exposure to continue to move them forward.
If they answer 6 or above go into the following 4 question close:
- How much money would you need to make here part-time for you to consider this worth your time?
- How many hours would you be willing to commit each week to create that level of income?
- How many months would you be willing to work x hours per week to develop $x amount a month?
- If I could show you how working with me x hours per week over the next x months to make an additional $x, would you be ready to get started today?
Keep in mind that you should always be acting as more of a consultant throughout this process. If the prospect gives you numbers that are not realistic (for example: $10,000 a month working 3 hours a week), don't be afraid to push back and let them know that's not possible.
If you take the time to really help the prospect set some goals for themselves that are exciting but at the same time doable, it will just further demonstrate your value as a potential business partner.
Did you find this training helpful? If so, leave me a comment below and feel free to share it with anyone else you think it could help!
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P.S. I’m getting ready to launch my first ever private coaching program! CLICK HERE If you would like more information and want to be added to the waitlist. As soon as the details are finalized I’ll be sure to let you know!