Wednesday, July 20, 2016

How To Close Prospects

You are in a coffee shop and you have a hot prospect. "It's a ground floor opportunity", you say. "Let me tell you every last detail about my company and what it can do for you! I am so excited about this opportunity, it changed my life!" Blah, blah, blah. The prospect's eyes begin to glaze over and she is trying to figure out a way to leave this meeting and not hurt your feelings. She is overwhelmed and has made up her mind. This is not for her.
Why isn't this what the prospect needs to hear? She needs to be educated, right? She needs to know what an amazing company and opportunity she has stumbled upon, right? Well, that's what I thought too. But don't worry, with a simple tweak, you can close more people and help them fulfill their needs.
So what should you do? First ask her, "Jane, why are you checking this business out?" Now, IT'S TIME TO BE QUIET AND LISTEN! Listen? Yes! Listen! You need to find out WHY your prospect is checking you and  your opportunity out. Why is she interested in the business in the first place? What need is this filling for her? How can your opportunity help her? What is her urgency at this moment?
Once you find out this information, repeat it back to her and validate what she has said. "So what you are saying is, this business could really help you with....". "What I hear you saying is you are really in need of.....and this business could help you achieve that."
When the prospect answers yes in agreement, you have discovered her why. Now it is time to show her how you can help her achieve what she is seeking. As you share more information, keep it brief. Use third party validation like a company video, or website. Let her connect the dots, don't do it for her. Let her ask questions. Let her come to her own conclusions. Don't talk about yourself. Keep it about her and keep it simple.
We are not in the convincing business. We are in the sharing business. It is up to the prospect to make up her own mind. I promise you, if you listen more, and talk less, you will close more business partners.
Go get 'em network marketers!

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