Closing Techniques
The Network Marketing Course in the Business Mastery Series will teach you to close with confidence, like a seasoned marketing professional. Learning to handle objections will be the key to your success.
The Network Marketing Course in the Business Mastery Series will teach you to close with confidence, like a seasoned marketing professional. Learning to handle objections will be the key to your success.
There is a 95% failure rate that's common among network marketers.
It makes sense - really - because 95% of the people who get involved in network marketing have NO sales training, NO effective way to prospecting and couldn't close a door even if the wind helped them.
It is refreshing to know that this networking industry is just like every other industry. People have to be trained in certain skills to achieve success. No Training = No Success.
Even an untrained network marketer knows that they're supposed to ask for the sale at the end of a presentation. But those pesky little objections ALWAYS get in the way. As a matter of fact, if someone signs up without asking questions or expressing objections, watch out. Odds are pretty good they really don't know what it takes to run a successful marketing business.
After your pitch/presentation you'll ask "So Rick...what did you think?"
Then, Rick says one of several things:
"It was interesting but I want to think about it."
"I need to talk to my wife."
"It seems expensive."
"I don't have any money right now."
"This sounds like a pyramid."
"I'll get back to you in a week."
The list is endless...
Network marketers, with no closing skills, are sunk early in the game. The marketer either gives up or tries to convince the prospects why they need the product or why they must not pass up this unbelievable opportunity.
Objections are like little stories, that tell you something about your prospect.
All valid objections fall into either of those two categories:
1. skeptical, or
2. do not have the cash to buy
Two objections are easier to handle than eight or ten. But, there's one word you can say to your prospect that cuts through the fog. Always bring the the question around to "desire". Ask the person again, "How strong is your desire to...(fill in the appropriate question.)
"start a business of your own."
"have more money."
"grow your business."
"feel better."
"I'll get back to you in a week."
If someone is serious, money won't stop them, Consider this...if someone's car broke down they'd find the money to fix it. There is a strong desire that must be fulfilled.
It's your job as the "closer" to:
1. overcome their skepticism so that they can feel safe and confident to buy now, by
2. resolve their cash flow problems by showing them alternatives to cash, or showing them
how to save money on their taxes, thus freeing up more funds to build a business.
3. motivate your prospect by reminding him of the desire to...start a business...or have more
money...or fell better...requested information...etc.
Here's tip # 1: TARGET MARKETING - Prospect the target market that has expressed a need and a desire for the benefits that your product delivers.
Good prospecting eliminates the chore of trying to sell or convince someone to buy something they don't need.
You've got to keep this in mind when you're closing a transaction. If you prospected correctly, you should be speaking with someone who has already expressed a need or desire for what you are selling.
Here's tip # 2: RELATIONSHIP MARKETING - People buy solutions not products. You have to find out what their problem is and offer a solution. The only way for the prospect to trust you is build a relationship with that person.
Here's tip # 3: DESIRE OVERCOMES OBJECTIONS - Once you get your prospect to see that their "desire" is the real issue - not money, not a spouse or any other objection that surfaces is the key to closing the sale.
An objection is just a smoke screen. You must be trained to draw out the prospects desire to solve a problem. And your product is the most logical solution.
There is a simple 6 step process where you will learn how to identify, isolate and re-butt the ONLY two objections.
To Your Success,
Brad Mirtes
Marketing & Business Consultant
It makes sense - really - because 95% of the people who get involved in network marketing have NO sales training, NO effective way to prospecting and couldn't close a door even if the wind helped them.
It is refreshing to know that this networking industry is just like every other industry. People have to be trained in certain skills to achieve success. No Training = No Success.
Even an untrained network marketer knows that they're supposed to ask for the sale at the end of a presentation. But those pesky little objections ALWAYS get in the way. As a matter of fact, if someone signs up without asking questions or expressing objections, watch out. Odds are pretty good they really don't know what it takes to run a successful marketing business.
After your pitch/presentation you'll ask "So Rick...what did you think?"
Then, Rick says one of several things:
"It was interesting but I want to think about it."
"I need to talk to my wife."
"It seems expensive."
"I don't have any money right now."
"This sounds like a pyramid."
"I'll get back to you in a week."
The list is endless...
Network marketers, with no closing skills, are sunk early in the game. The marketer either gives up or tries to convince the prospects why they need the product or why they must not pass up this unbelievable opportunity.
Objections are like little stories, that tell you something about your prospect.
All valid objections fall into either of those two categories:
1. skeptical, or
2. do not have the cash to buy
Two objections are easier to handle than eight or ten. But, there's one word you can say to your prospect that cuts through the fog. Always bring the the question around to "desire". Ask the person again, "How strong is your desire to...(fill in the appropriate question.)
"start a business of your own."
"have more money."
"grow your business."
"feel better."
"I'll get back to you in a week."
If someone is serious, money won't stop them, Consider this...if someone's car broke down they'd find the money to fix it. There is a strong desire that must be fulfilled.
It's your job as the "closer" to:
1. overcome their skepticism so that they can feel safe and confident to buy now, by
2. resolve their cash flow problems by showing them alternatives to cash, or showing them
how to save money on their taxes, thus freeing up more funds to build a business.
3. motivate your prospect by reminding him of the desire to...start a business...or have more
money...or fell better...requested information...etc.
Here's tip # 1: TARGET MARKETING - Prospect the target market that has expressed a need and a desire for the benefits that your product delivers.
Good prospecting eliminates the chore of trying to sell or convince someone to buy something they don't need.
You've got to keep this in mind when you're closing a transaction. If you prospected correctly, you should be speaking with someone who has already expressed a need or desire for what you are selling.
Here's tip # 2: RELATIONSHIP MARKETING - People buy solutions not products. You have to find out what their problem is and offer a solution. The only way for the prospect to trust you is build a relationship with that person.
Here's tip # 3: DESIRE OVERCOMES OBJECTIONS - Once you get your prospect to see that their "desire" is the real issue - not money, not a spouse or any other objection that surfaces is the key to closing the sale.
An objection is just a smoke screen. You must be trained to draw out the prospects desire to solve a problem. And your product is the most logical solution.
There is a simple 6 step process where you will learn how to identify, isolate and re-butt the ONLY two objections.
To Your Success,
Brad Mirtes
Marketing & Business Consultant