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How do you ask a question that would close prospects on a purchase?
You’ve just met with a qualified prospect that says they will buy your solution soon, what do you do?
You’ve probably encountered this many times where a prospect would say ‘I’ll get back to you.’ or ‘We’re going to buy this next week.’
Many people jump up and high five their colleague and say, “Now, we already pocketing this “win”.”
They’re often in for a bad surprise: something unexpectedly came up, and next week turns into next month.
Then there are budgeting issues, or other more urgent and pressing priorities need to be taken care of on the prospect’s side, and blah, blah, blah… the deal is lost.
If you have ever experienced such before, be calm… Perhaps you have come to the solution line.
You can prepare your mind ahead to ask what I have called ‘THE STATE OF THE ECONOMY CLOSE’
Although there are more power closes in my new book called “HOW TO MASTER THE ART OF CLOSING A PROSPECT FOR ASPIRING CHAMPIONS.”
In my new book, you will get acquainted with more than 10 power closes for aspiring champions…
One of them is the NO close.
So if I come across such a prospect today, this is what I will do.
Far too many people today are living in a state of fear.
In fact, the care and feeding of fear is one of this periods fastest growing industries.
Some people are determined optimist.
Others are equally determined pessimist.
But most of the public swing back and forth.
Without question, the news media’s soothsayer-of-doom attitude has immobilized much of the decision-making power that thousands of influential people have.
With the vast majority of people who vacillate between fear and enthusiasm by the hour or even by the minute.
You can break that decision making power loose.
This post is designed to do that.
However, it won’t reach a confirmed pessimist.
But, they are in the minority and you can’t sell them anything except bullets and bad news anyway… Lol
‘Yes, I know that the media is constantly selling everyone on fear during this recession and inflationary period – and that fear itself is creating a deeper recession, don’t you agree?
That’s the first closing question
Wait a bit for it to sink into their mind, then you begin again.
‘Tell me if you have ever had the media explain this truth : a great percentage of today’s giant corporations, of today’s outstanding marketers, and of today’s foremost salespeople, gained their original momentum during a period of economic upset.
‘That original momentum then carried them to greatness. Yes, while others were saying no to everything, these great ones learned the yes habit. Did you realize this truth?’
Pause for a response….He will say yes. (Here, you’re conditioning him.)
‘It seems to boil down to this: No has always been the first two letters of nothing. I don’t like what nothing implies. Would I be right in assuming that you don’t like the meaning of No either?’
The prospect should say Yes!
Then you continue, ‘Mr. (put his name), there are many salespeople representing many products and they all have good and persuasive reasons for you to invest in their products or services, haven’t they?
He should reply you with yes. Then, you continue.
‘And you, Mr (put his name), can say no to any or all of them, can’t you?
‘My position as a (name your product or service) professional is quite different.
‘You see, my experience representing (your company’s name) has taught me an overwhelming truth: No one can say no to me – they can only say no to themselves or their company.
‘How can I accept that kind of no? Tell me, Mr (put his name), if you were me, would you let Mr (put his name) say no to anything that is so important to his….?
(End this statement with the word or phrase that has the greatest emotional power to describe the benefits you’re there to sell. Use such terms as : life, health, happiness, family, financial growth, success, personal achievement etc.)
Then you close with this powerful word finally…
‘WHAT ELSE DO YOU NEED TO KNOW BEFORE WE GET STARTED?’
If the prospect is really committed to buying or getting started, there’s no reason for not closing the deal right now.
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IF YOU WANT TO BE ANYWHERE, LISTEN TO THE PEOPLE THAT HAVE BEEN THERE, AND DO WHAT THEY SAID TO YOU AND YOU WILL GET THERE.