How To Successfully Follow Up And Close Your Prospect
Do you have difficulty following up and closing your prospect successfully? If that is the case, I have some suggestions that may be helpful.
There are several things that you have to be clear on first. You have to make the decision that no matter what, you are not returning to a life of despair. It doesnt matter what others may say about what you are doing. You are the one that has to have faith in your abilities to succeed. You have to make up your mind that you will finish what you have started. You have to believe without a doubt that you can do this and along the way, help others succeed as well.
You have to be sold personally on your product, service and the business that you are marketing. You have to believe in your future. You also have to understand that you are not a salesman selling a product. You are a business developer, someone who is building relationships and helping others succeed.
You have to be convinced that this will work for you and the ones that apply themselves to this business will succeed. If your prospect gives you an objection and you start arguing with them, you arent convinced or sold on your product yourself. Just follow through and calmly answer their objections.
Never sell after you have given the presentation. The presentation is where the product and compensation package is discussed so never beg or try to convince people to purchase your product. At this point you will sort through the unqualified people to find those few that are qualified that you want to work with. Always smile no matter what the objection may be. Be sure to qualify the objection and always ask the closing questions.
What is really important is that you come from a service angle and not a sales angle. You need to be fair and consider your prospects needs and their concerns. Dont ever grow weak during your close but remain strong and continue to sound like you know what youre doing, even if you dont.
If your prospect starts to give you excuses and objections be sure to qualify the objection. What this means is if they start telling you that theyve tried this before and it doesnt work, ask them what they mean by that. They will start giving you all their excuses. After they have given you their concerns you may say to them that it sounds to me like you may have some questions so what is your first question. Be sure to get at least three objections from them and let them tell you what those are first. After you have their questions written down, ask them that if you can answer all of their questions and they are totally satisfied with your answers, are they ready to get started. At that point they usually will say yes. Answer all their questions to their satisfaction. After you have finished, ask them if they ready to sign up.
If you are following up with your prospect in a group presentation, in a face to face meeting or a phone call, always use your script and stay strictly by that script. You may ask why because you dont want to come off as unprofessional. What you have to understand that by using a script, you are proving to your prospect that if you can do this and be successful, so can they. If you have everything memorized and come off as a know it all, they will doubt their abilities to do the same. People want to be able to duplicate. If you can do it, they can do it. Dont make it any harder then it is.
By sticking with your script, the prospect will end up selling himself with their goals, their dreams, their wants and their desires. That is how you successfully follow up and close your prospect.
Adrienne Smith is an internet marketing consultant and work at home business owner. She enjoys helping others succeed in all areas of their life. To read more about her, please visit her website at adriennesmith.net.
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