How do you close like a pro?
What are the psychology of closing in network marketing?
In this post I share all you need to know about the psychology of closing in network marketing.
Closing is one of the most difficult things for a lot of people in our profession.
This means, a lot of people found it hard to ask people to enroll in the business.
I know I had my own tough time asking people to join my company when I started in network marketing
It was just a wary situation.
I want to simplify closing for you in today’s training.
The first thing is, have fun with closing… The more fun you have when you are going to the closing process, the more likely other people are going to enroll.
If someone observes that you are nervous, they are less likely to join you.
This is because your prospect can smell your neediness, your hesitation and your incapability.
So, have fun…
No emotional attachment to make them join you.
This business is about sorting versus selling.
You’d have to sort to find the leader
We are not out to turn the chickens into eagles, we are out there looking for the eagles.
You are actually going to be searching for people who will enjoy working the business with you and not those people that you have to convince and convince until they do something that will take their business to the next level.
The next thing I will like you to know is that, you will need to convince yourself that you love to close.
I know someone who used to be nervous and after the presentation, he will ask the prospect “What do you think?” but he won’t ask them to join.
If you love something, you are more likely to do it.
So, as soon as you start telling yourself that you love to close, and that you really like to close, then your mind will start positioning you on the road to being a good closer.
So, the next thing is, you want to show them how to feel after the presentation.
If you are nervous, they are going to be nervous.
They will surely dance to your music.
So, once the presentation is over, you want to be excited, you want to be enthusiastic.
You know, it may be a new concept for them… Maybe they’ve never seen network marketing before and they might have never seen your opportunities before.
So they’re not sure cos they have been bombarded with a lot of information and this is e’en the more reason why you should keep it simple…
Here is a rule: people buy based on emotion more than they buy on logic.
So, here is what will happen if you ask someone a logical question; “What do you think?”
It access the logical side of their brain which happens to be the non buying brain.
Whenever you are done with the presentation, the last thing you want to ask them is, “What do you think?”
You should say something like, “What do you like best?” and as you ask this question you want to be excited so it can open up their emotional brain side of their head.
At this level, I will like you to assume that they are going to get started. Now, no one has 100% close ratio and I don’t even have 100% close ratio
By my mindset is this when I am showing someone my opportunity, my mind is they are crazy if they didn’t get started.
Always have the mind that they are going to get started and that you’re the one that will get them started.
I will like to let you know about three main questions people are asking themselves when they are looking at your opportunity.
1. Does it work?
2. Can I do it?
3. Will you help me?
You want to keep these 3 questions in your mind when you are going through the presentation.
You want to make sure that when you are presenting that what you are showing does work with success stories, you want to show that what you are doing is duplicatable and that they can do it, you are not acting as if you are a professional salesman and be affirming that you will surely help them.
One of the main ways people loose the sale is this, so the presentation is over and because you haven’t asked them to join the business, you feel like you want to keep talking…
This means when you talk long you talk wrong… It actually make them less likely to enroll and this is why.
Here is why, essentially what you are doing when the presentation is over you are being a salesperson and they are listening to you.
You might even be making the best point in the world but in their mind they are thinking, I have to know all that stuffs, I have to sell people when the presentation is over.
So, to put the sales at your luck, once the presentation is over, you immediately start to close. This means when you close early, you will close often.
I learn the following close from Matt Morris, immediately after the presentation is over, you should then say, “You are in right?” then immediately give the person high five.
As the presentation is over and they are still thinking what to say, you’d come to them, give them high five and say, “You are in right?”
This works so well.
Another one is this, “So are you ready to get started?” then you nod your head when you ask.
“Do you have any question or you are ready to get started?” afterwards, nod your head.
Another most powerful closing word in the world is the word “OK”
Once the presentation is over, you’d then say, “Let’s get you started OK?”
Maybe they have any questions after asking them those questions above, you will then answer their questions and at the end of answering you’d ask them if they have any other question like, “Do you have any other question or you are ready to get started?”
This is very simple and what anyone can do.
The number one reason why people do not join network marketing isn’t time, isn’t money, isn’t whether they want to think about it, and none of those objections.
The one reason why they don’t join is because they weren’t asked.
So, ask early, ask often.
Sort and don’t sell.
Everything is on you and never on your prospects.
I will see you at the top.
I hope you got some value out of today’s training. If so, can you do me a quick favor? Like, share, and comment below. It’d be great if you’d give me some feedback!
P.S.: The Feedback on The Cold Market Prospecting Formula has been awesome click here to check it out.
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.
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