The 2 Biggest Mistakes People Make When Closing the Sale When you think about closing does it excite you and get you pumped? Or do you get really nervous and uncomfortable? This is an important question, because often times people ARE uncomfortable. Or they don’t know what to do. Or they’re just not sure how to act! And because of those feelings they go down a path which is not best for them or their Prospect! So let’s talk about the two biggest mistakes people make when closing the Network Marketing sale.
Mistake #1: Talking Incessantly! They don’t want that Prospect to feel uncomfortable. So to relieve this pressure, one of the biggest mistakes people make is they talk incessantly! Do you know what I’m
talking about? You get to the point where the prospect needs to make a decision but rather than letting the prospect talk, we start talking in stead! This is a terrible tactic. Because it does not help you find out what is going on in your prospects head. If you’re going to help move them to a “yes” decision then we need to know what they’re thinking. If we are doing all of the talking, that makes it very challenging! So our goal is to help lead them down a path so they share their thoughts and feelings and we can decide what is the best thing for them to move forward.
Mistake #2: We Ask the Wrong Question! What is the wrong question? One of the most common things people ask is “So, what do you think?” Beeeeeeep! Wrong question! When you ask “What do you think?” It is a completely non-directed question. Which means we could get an answer that is all over the board! Who knows what they’ll say! They could say something totally random… I don’t like the colors of the presentation… or any crazy off the wall answer. LOL!
What we want to do is ask the “right question” so that our Prospect can give us the “right answer”.
Closing is NOT Manipulation. Sometimes people feel uncomfortable because they think that closing is where you manipulate your prospect. All evidence to the contrary! Closing is where you help move the prospect to a decision that is best for them and their family. If you push them into signing up, you’re going to have to push them to doing the work, you’re going to have to push them to participate, you’re going to push them to do everything else, and quite frankly that’s just not going to work. Listen to what Jim Rohn said he says “You can lead a thousand! But you can’t carry on your back!” Word to the wise! So we’re looking for the people that have the desire inside of them. If we get someone that we twist their arm to get started, then it’s just going to be problems the entire time.
The 4 Point Close…So it is by asking the right questions will help you determine what is the best fit for them. So what do you say? I like to ask a couple of questions.
Point Number One: What did you like best about what you saw?
Point Number Two: “Tell me more about that…” The goal with this is to get them talking more about what they liked, so they can expand on their idea. Sometimes people will give you a one or two word answer, and that is not what we are looking for. We want to get then to dig into the juicy details about what excited them.
Point Number Three: “What do you see in this for yourself?” We want to know what is next for the prospect. Often times they’ll straight up tell you that they’re excited about doing the business or they are really pumped about using your product. They will let you know!
Point Number Four: Then you just simply say, “The next step is…” The next step is you want to get started on _______ Starter Pack. Then you just bust out your paper application and fill out the enrollment form from there!
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There is much more to come! I will be sharing on going business principles to Increase your Leadership, Maximize Results and help you become a TOP EARNER!! Be Blessed & Live Victorious!
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