In network marketing, you usually only get one opportunity to close a prospect. With that in mind you must give it all that you have while you have that prospect’s attention. As I say this, I don’t want you to get the idea that I mean for you to hound your prospect to the point where they would rather get their eye poked out than to do business with you. That’s not what I mean at all.
Even someone that is good at closing may only close 20-30 percent of the time. You may be saying that 20 or 30 percent is a low number but in fact it isn’t that bad. Let’s put these numbers into perpective. For every 10 qualified prospects that you speak with, you will close two – three of them converting them into customers.
When you are closing, you are obligated to give it all that you have. If you are talking to a prospect at the closing stage they MUST want what you have or they wouldn’t even be there. You only have to HELP them to make up their mind.
The best way to do that is to make sure that you are comfortable with your closing skills and be in control of the conversation. People are more willing to buy from someone that has confidence and shows leadership in what they are doing.
Another thing that is good to know when you are trying to close the sale is that there are really only two objections that anyone can give you. They may be phrased in different ways but there are only two reasons that someone will give you for not wanting to buy your product or service.
Once you have identified your prospect’s reason for not wanting to buy, you need only follow a simple four step process to overcome that objection. The key ingredients to overcoming someone’s objection are leadership and confidence.
Learning to close a prospect may make you feel uncomfortable at first. After you have done it for a while it becomes no big deal. Most things that are worth doing are going to be uncomfortable in the beginning during the learning process.
The biggest thing to remember is that you should expect to hear the “no’s” and even the people that are good at closing a sale usually only close on average 20-30 percent of the time.
