HOW TO CLOSE LIKE A PRO
Most time’s when we are prospecting prospects, we carry out the right method of prospecting with the prospects, with everything working as planned and all of a sudden as the conversation is about to end, things turn around and the prospects gives you a big NO.
‘I will think about it,’ ‘Give me some time.’ All these are NO’s and then you begin to wonder why it didn’t work, you keep on wondering what’s the exact step you’ve missed.
From the beginning you might be right but the problem most of the time is the ending which is best described or termed as closing, a good beginning and a poor closing will always lead to a big NO.
This post is made to show you how to close like a Pro, so you can have a big YES from your prospects almost always all the time.
As you proceed, you are going to realise what closing is, how to apply it and also have a big YES. Closing is sweet success. Closing is the process of helping people make decisions that are good for them.
In the art of closing, always remember that whoever ask questions is in control, always have your closing materials with you, you must be a good listener and the compensation plan of your company comes last as well as the prices of your products or services and you must be expectant of a big YES.
Having the ability to close strongly is, of course, a very good thing for you and your team players because it enables you to grow faster and duplicate people in many places. It also enables you to earn a large income. Closers are always in demand. If you know the techniques on how to close like a Pro, you can never run out of prospects or people to help change their lives.
You must not act as a salesman rather, act as a consultant, like a Pro which you are. A consultant will always close in this manner:
Prospect : Do you have the material in red?
Consultant : Would you like it in red?
Prospect : Yes.
Consultant : Let me quickly make a note of that (And the prospect gets his order)
When a salesman wants to close his own prospect, here’s what comes out :
Prospect : Do you have the material in red?
Salesman : If I can get it for you in red, will you buy it?
Prospect : No, I don’t think so. I don’t really know how it’s happening. Just leave your brochure and I will get back to you myself soon. Thank you.
People don’t like to be sold to, including you. The sentence, ‘if I can get it for you in red, will you buy it?’ is a say-no question.
Another common mistakes we make is that after sending them to the third party tools like company video, website or webinar etc, we normally ask our prospects, ‘What do you think about this?’ and the prospect in a confused manner will say, “I don’t know, I will get back to you,” “I will think about it,” and it will end there as a big NO in disguise. Any other attempt you make would be seen as disturbance, don’t make the mistake using that statement again.
After you have sent the tools at that point in time, what prospects wants most of the time is some leadership. The power of asking questions is an awesome force, questioning is selling also, acting as a consultant in a consultant posture with a consultant mindset is very important.
If you are acting like a sales person like pitching your business to your prospects, you won’t get anything because people don’t like to be sold to including you.
The concept is speak less and listen more, if you speak long you will certainly speak wrong so control your speech.
I learned how to close like a Pro from one of my mentors, in order to come up with a closing and get a YES demands some skills from you as a consultant.
Now lets assume the third party tool is sent. I will say, “Mr Edie based on what you see if you are to get started in this business on a part time basis about how much would you need to earn per month in order to make this business worth your time?” Then I will wait for a response from him.
This business can be very flexible for a lot of people, let’s assume Edie will like to earn 100,000 naira, the concept is this, you don’t tell them what the opportunity will be for them, let them tell you what it will be for them. Then you ask, “About how many hours per week do you think you can dedicate in building this business in order to make that 100,000 naira per month?” And you wait for answers.
Let’s assume he said 8 hours per week, then you reply with awesome.
Now, you will ask “How many months would you be willing to work for those 8 hours per week in order to develop 100,000 naira passive residual income.” Then you wait for the answer again.
Let’s still assume he said 6 months, at times they may give unreasonable answers but let’s assume it isn’t possible, as a consultant, you should say “look, I will tell you what, that’s not possible here, we may not be able to take you there, but if you can make the hours higher or the income lower, I can show you how to get there.” So, your duty is to teach them in order to set a reasonable expectations, when you are coaching them into a real possible expectations you will get credibility, honesty and dependability which are the hallmark of a good consultant.
Now what if 100,000 naira is possible? Just say. “If I can show you how to make 100,000 naira per month working 8 hours per week and you are really coachable over the course of the next 6 months is there anything you need to know to get started? wait for his answers.
I can assure you and promise you that 90% of the time they will tell you am ready to get started because you have let them created a reality that they can be motivated about.
IT TAKES INNER STRENGTH TO MAKE A SALE. If you can work on these concepts it will worth its weight more than gold and never forget this, “What is possible for one is possible for all.”
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I hope this is helpful to you?
Let me know what you think in the comments below. And, feel free to share this with your teammates.