Category: Training

Jul 16

Successfully Close Your Prospect

You’re in a conversation with your prospect, you’re excited about your business opportunity and you have been very successful with sharing that excitement in a very real way. Your prospect seems genuinely interested in your business opportunity but has yet to make that final decision. He still has to pull out his wallet and make that commitment. So how do you close the sale? Is that person someone you want to close and have as a part of your business team? Part of your home based business opportunity?

The success of top producers comes from them sponsoring top producers themselves. That’s why they call it networking, because it’s never just one person that produces all the results, it’s a team effort. Or at least that’s the way it’s suppose to work.

So how do you make sure you’re closing the right people who are going to be top producers and be a vaulable part of the team? That’s what I’m going to share with you here.

There are really only two basic approaches to “closing” a sale. Generally speaking these are “guided” and “voluntary”.

A guided close involves person to person contact. You have an answer to every objection, a list of your prospects desires and wishes, along with emotional triggers you have aquired from your previous interviews.

You personally “guide” the prospect down a path that leads to a purchase. Your skill makes it so that the person joins you whether they wanted to or not, because your guidance has lead your prospect to make that decision, to join your home based business opportunity.

The problem with the “guided” close is that the next morning the prospect awakens with buyers remorse, or worse yet makes a half hearted attempt at making the business work and then fails, spreading the negativity of his experience to all those in his sphere of enfluence.

But there is a better way – where a prospect “sells themselves” and makes a decision to purchase based on their own desires. With this approach the prospect is not put on the spot or asked to make a decision directly.

What makes this approach better is based on a bit of psychology – “A person convinced against their will is of the same opinion still.”

In a guided sale the motivation is coming from the wrong place. It is usually coming from pressure and triggers that have left the prospect feeling unstable and insecure, afraid that making the wrong decision will cause some kind of loss. There is no logic behind the decision making process and can be counter-productive creating a one time sale situation instead of a commitment that will last for years, which is what is required to build a successful home based business.

Buyers remorse sets in when logic makes it’s way to the forefront and the person regrets the decision because the decision was not built on the logical reasons why he should be joining your business.

In the voluntary close the prospect convinces themselves and then makes the purchase when the time is right for them. When they make their own choice by recognizing the true value in joining your business opportunity, they will work harder and stay dedicated because it was their idea.

Now the voluntary approach doesn’t mean you’re not going to sell your prospect. But you’re going to do it indirectly, over time, with your marketing tools, instead of personal pressure.

When you have a lead that has asked for more information your going to hit them with a new marketing peice every few days, whether it’s through email, a letter, a website, a post card, whatever you can.

You still want to push those emotional buttons, and ask for the sale, but you’re not going to do it through personal contact.

You apply indirect pressure through marketing which allows them to come to a decision on their own and then voluntarily “push the buy button”.

This drip marketing process over time allows the head to catch up with the heart and make a fully committed decision, one that is truly their own, which is so important to building a successful home based business.

Here is a step by step sponsoring process where you will need to believe you are a leader and can not come from a place of neediness.

Bottom line, you have to be willing to let the sale go…

Let me say that again, you must be completely willing to let a sale go.

1. Once the lead is generated a quick introductory phone call is made. The prospect needs to know you are a real person. Ask a few questions, but you’re not building up “ammo” like you would if you were planning a guided close.

You are asking questions because you want to find out if this is someone you want in your business. You are trying to determine if he has the qualities to be successful in a home based business. The wrong people will suck you dry of your energy and your assets and cost you much more than they are worth in the long run.

Your prospect will learn to respect you through this qualification process and will recognize your leadership qualities. If this prospect comes on board in your business he knows there will be a certain standard expected of him for him to be successful. He will not be depending on you to do it for him. Only to provide him with tools to build his own success.

See yourself as a leader and others will see you as a leader.

2. If the person fits the criteria of someone you want to work with then give them the address to the business overview via email. Let them know verbally and in the email to contact you when they are done to answer any questions they may have and to get started. Use the opportunity to ask for the sale.

At this point the ball is completely in the prospects court. In the voluntary close you never chase your prospect. You should see your business in a state of abundance and there is no neediness in the midst of abundance.

Continue to give the prospect opportunities to contact you through your marketing. Do not make follow up calls.

Follow-up when the prospect contacts you. If you have positioned yourself correctly, as the expert, they will be excited and feel privileged to have you contact them.

3. Once the prospect contacts you, they will have questions which you will answer in a friendly manner. This prospect is someone you wouldn’t mind working with, but let the prospect do the talking and keep the conversation going. Any awkward spots in the conversation are up to the prospect to fill. It’s not your responsibility to make the prospect feel comfortable. If they have called for more information it’s because they have begun to see the value of your business opportunity. Let them talk themselves into it. Answer their questions and just be quiet.

In any relationship, the person who cares the least holds the power. It’s not necessary to chase the prospect, he will join you or not. Don’t be attached to the outcome.

And then do you know what happens 9 times out of 10? The prospect fills the awkward silence with statements like, “So what’s next? How do I get started?” The prospect had already sold themselves on your business or they wouldn’t have contacted you. Leave them alone to finish the process.

If you want to learn more about how to handle your prospects you definitely want to take a look at “Black Belt Recruiting“. This program will empower you to handle your leads as a leader would. Black Belt Recruiting is a 6-CD audio set, and a 40 page written supplement that, in my humble opinion, represents the best training in the world when it comes to recruiting new distributors.

It’s a complete, A to Z program that will teach anyone exactly how to call their leads, what to say to them, how to handle objections, how to get prospects to sell themselves, how to get new reps started, and much more… This program is absolutely worth every penny and more.

Remember how I have said how important it is to educate yourself? Well this is an opportunity to educate yourself, learning from the best in the business.

Black Belt Recruiting works so well, that it will come with an INSANE guarantee…

If you’re not sponsoring at least 10 new reps per month using what you learn in Black Belt Recruiting, you can send it back for a full refund at anytime over the next YEAR.

If you don’t get results, you don’t pay. It’s that simple.

Don’t let your business suffer because you don’t know how to get your prospect over the buying threshold. Black Belt Recruiting can do that for you.

Go here and check it out. There’s a free one hour video just for looking. That one hour video is worth the time to go take a look.

Remember, you can build your home based business opportunity by actively growing yourself.

http://VisionsOfGreen.blackbeltrecruiting.com

Best Home Based Business Opportunities Theories by
Christy Ruffner
http://touchpeopleslives.com
(541)678-7005

email to: christy@organicmarketingsolutions.com

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Posted in Tips and Training, Training Black Belt Recruiting closing your prospect

Jun 05

Secret Bashing, the Law of Attraction

and Why Traditional Goal Setting Doesn’t Work

Secret Bashing, the Law of Attraction and Why Traditional Goal Setting Doesn’t Work mp3 version

“The Secret” was all the rage a while back, making you feel all warm and fuzzy about how all you had to do is have this positive attitude and think about what you wanted and “it” would all magically appear. You would attract it like a magnet, a moth to a flame; it was a universal law that had to happen. All you had to do is determine what your goals are, write them down, date them, reaffirm them morning, night, and throughout the day and magically, the money would start to flow. You could buy that house and that car. Your dreams would become a reality…yada, yada, yada, NOT!

There is so much more to setting and achieving your goals. Let’s give it to you in a nutshell and then I’ll elaborate.

Ø You must be clear on what you want. Not some vague notion, but precise desires that you could describe down to the most miniscule detail.

Ø You must be very clear on your why. You must know why you want it in the first place. Your why is your motivation, what will keep you going when all seems lost. It will hold your faith fast at your darkest hour just before the clouds break.

Ø You have to believe you can achieve it.

Ø You have to have faith that it’s already on its way. You just need to manifest it.

Ø You must to take MASSIVE action to get it.

This is not:

· Sit

· Wish

· Hope

Let me say one more thing before I elaborate. Let’s talk about the law of attraction.

Ø First, like attracts like. There is no negative attraction.

Ø What you think about is magnetized and pulled to you.

Ø What you think about with strong emotion increases the pull even more.

Ø Take responsibility for what you have created in your life and take the steps necessary to change things. Make your dream a reality.

To elaborate, if your why is not big enough and real enough your goal will never be met because you won’t DO what’s necessary to get the job done. None of it’s really hard, but it takes time, patience, dedication, persistence, and a huge piece of your deepest, inner most passion to get the job done.

It needs to be so real that you can see it, hear it, smell it, and feel the sensation of it on your skin! It needs to move you to tears, it’s so real. Play it like a movie, every detail of it in your mind, like a waking dream. Feel it in your gut.

If a fictional story can move us to tears of deep emotion, how much deeper could our own movie touch us, move us, inspire us!

So do this right now. Get a piece of paper and pen. Find a quiet place where you won’t be disturbed. No phone, no kids or spouse, no friends; just you and your blank sheet of paper and pen.

Sit quietly and let your mind go on a little fantasy trip and take a walk in your private dream world. See it before you in full color with all the sights, sounds and smells. Now, write what you see. Write it all down in intimate detail. Take your time, don’t rush it.

Where are you? What are you doing? Who else is there? Are you in your new home, driving your new car, on your dream vacation, working your dream job? This is your movie, live it how you want it to be, believe it to be. No limitations. What does the house look like; the color, the yard? Go inside and look around. Put yourself in the driver’s seat of your new car. Smell the smells, feel the upholstery. Is there a song playing on the radio? Where are you going?

Write down all the details and experience it. Take your time and don’t leave anything out. Just write it as you see it. Describe it like you were sharing it with your closest friend. Make it real.

When you’re done put it down and just sit quietly. Bask in the joy and good feeling the experience has brought. Feel the smile on your face clear down into your heart. Breath deeply.

Now, go back and read what you have written. Get swept back up into it all over again. See details you missed the first time, make it real.

Now, if you have a recording devise, use it to record your movie. Use this to play back your movie over and over again.

It is time for the next step, the step that is going to make all of this come true.

YOUR PLAN OF ACTION

What are you going to DO today to help make your dream a reality? Start big and work your way back to a single action. And be careful how you express it. Remember the Law of Attraction.

If you want to be Financially Free then it’s –

Be FINANCIALLY FREE

NOT

GET OUT OF DEBT

Focus on the freedom, not the debt. Focus on owning your own home, not paying off the mortgage. Focus on a fit and healthy body, not losing weight. The glass is half full, not the glass is half empty.

The goal has to be real to you, fill it with your why.

So, to end where we began:

1. You must first know what you want. You must know it so well that you can see it, taste it and smell it. You must be able to describe it down to the most miniscule detail.

2. You must know your why and there must be power behind it.

3. You must have a plan of action. You must take massive action starting today.

What’s your plan of action for today? Take a look at the big picture and plan your action for today. Each day after visiting your movie, take your next step in the plan.

Do you need help with your plan of action? Join our team!

We have the tools and the know how to help you achieve your greatest dreams.