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Mlm Training - The 5 Rules Of "Closing" That You Must Know - Articles Surfing
Today "closing" as it is called in the traditional Home Business circles, is many times not done correctly and thus the sale or recruit is lost. There are many reasons why people do not get the outcome that they want from the prospect, but there are 5 "rules" that we have always adhered to that have proven to be a great help with a lot of folks.
If you have ever been to one of our "Secrets of Extraordinary Closing Success" weekend seminars, you have heard us talk about these 5 things.
We will cover them very briefly.
Here are 5 "Rules that you MUST know in order to become an Extraordinary Closing Master:
1) Move Past the word "Close" and move up to a higher perspective of what it is.
Closing is something that most people do not do effectively. No matter what they say, they seem to not be able to get the sale or application.
Most people do not want to bring something to an end, and that is what they feel psychologically. They resist it subconciously. We train to do something different. We teach to use the phrase "Getting the Decision." You are in the business of collecting decisions. No matter what it is- get the Decision.
Yes, be persuasive and influential. But it is THEIR decision- not yours.
Make it happen. Get the Decision.
2) Never "Close" or go after the Decision TOO EARLY.
Many folks are "Trigger Happy" and want to go after the jugular almost the moment they open their mouth. They try and get the order or application way too early.
Give the prospect some time to connect to you and to feel comfortable in the process of conversation.
If you "Close" too early, you will most certainly lose them as a prospect as that will be seen as manipulation and pressure.
3) Do NOT Close or Get the Decision too late.
There is a bell curve in getting the decision-you MUST strike while the iron is still hot. Many people let the prospect cool off and the next thing they know...they are gone. History. Outta here. Hasta la vista.
Make sure you do not let the prospect cool off. If you do, it is a guaranteed former prospect in the making. There should never be more than 3 exposures before you start asking for a decision of some kind.
Strike while the iron still has some heat.
4) ZERO PRESSURE.
The Most powerful form of Pressure is NO Pressure. We call it "Magnetic pressure." It draws people towards you like a high speed vacuum cleaner on steriods. Many people seem to pressure their prospect. When you do that, you can come across as desperate and amateurish. You do NOT want that type of image being seen by your home business prospect.
Tell them, "I only want what is best for you, and your family. Whatever your decision is will be the right one for you."
5) Care about the Person. Not the result.
One of the biggest challenges that people face is being too emotionally attached to the result.
Let it go.
Here is a little secret: You are NOT in charge of results. You are in charge of getting better and better at getting the decision, but not the result.
Many people get a No and freak out. Don't freak out. Just accept it for what it is, and then get your list out. Look at the next name. Start calling that person and forget about the last No. You can keep in touch with them as things do change in their lives.
But what you are looking for is someone that is ready NOW for you and your business and product. Not next month or the following month.
Just keep focused on getting the decision that is right for the prospect. That is what professionals and Leaders do. And you should not worry about who you close and do not close.
All you need to worry about is who do you need to call next. That will be the greatest phone call you have ever made as you will be looking not for another prospect, but the RIGHT one.
Copyright © 1995 - Photius Coutsoukis (All Rights Reserved).
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