Goodness Sakes! What Are You Waiting For--close The Sale Already!
Congratulations--you found a suspect! You have several conversations. The suspect now expresses some interest and an appointment is set. You are excited! Now the suspect has developed into your prospect. Your appointment goes well with the prospect. The prospect asks to see and hear more. You confirm them for the next hotel meeting. The prospect attends the hotel meeting and asks more questions. You have their questions and objections addressed satisfactorily by a third party at the meeting. Still no sign-up. Why? What happened? What’s next?
Everyone talks about closing the sale. You’ve heard it before. Well, guess what? Before you close it, you’ve got to open it!
Let's explore four simple steps to find out how to open and close the sale.
1. Build rapport with your prospect. You have to connect. If your prospect doesn't feel comfortable with you or trust you, no sale is going to take place no matter how wonderful your opportunity or product might be.
2. Build a relationship with your prospect. Rapport can be established by relating with your prospect. This can be on a personal or professional level. Find out what you have in common and use that to establish the relationship. Be light-hearted and casual.
3. Analyze your prospect needs and wants. Get your prospect to tell you what they like about your offering. How do they see themselves benefiting from your offering. That information is what you will use to drive them home. Be convincing about your ability to
assist them in that achievement--posture yourself as the expert.
4. Ask your prospect for the sale. Don't pass up this simple, yet important step. If you don't ask, you shall not receive. Many prospects want you to do just that--ASK. This can be done in a very matter of fact, indirect way such as, "so what name and address do you want on your checks, which one of your credit cards would you like to use or let's get started right away so you can get your first check by _____."
Starting out I introduced my opportunity to many suspects that turned into interested prospects. They attended the various home and hotel meetings, conference calls, 3-way calls, listened to CD/DVDs but I had few sign-ups. However, the first time I used these techniques, it happened for me. I established rapport, formed a relationship, discovered their needs, asked for the sale--and I got it, just like that!
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