Closing Sales |

8 Days To MLM Sales – Day 5, Create A Closing Script That Eliminates Objections

Closing the sale is my favorite part of a MLM marketing transaction and I hope that after today it will be yours too. I love closing the sale the most because this is where I get to help someone else make their life better. You see for me it isn’t about the money that I get, it’s about turning a prospect into a customer and giving that customer value.

The best part about learning 8 Days To MLM Sales is that if you have done days 1-4 correctly, your prospects will close themselves.

Let’s Review:

Day 1- Identify Your MLM Product – if you have a product that people want, you don’t have to convince your prospect to buy.
Day 2- Identify Your Target Market – if you know the characteristics of the people who purchase your product, then recognizing a good prospect is easy.
Day 3 – Create A Prospecting Script – if you have an effective prospecting script, you can sort through your leads efficiently and only invite those that are qualified to a presentation.
Day 4 – Prepare A Presentation That Converts Prospects Into MLM Customers – if you have created a presentation that holds your prospects interest and give them a solution to a want, need, or desire that THEY have, then your prospect will become a customer.

Now just so you know, not everyone will buy your MLM product even if you do everything perfectly. That’s just the way it is. However, a large percentage of your prospects will become customers without any objections if you have done everything right.

How do you handle the prospects with objections?

If you don’t have prospects telling you no for whatever reason, then you either have the most awesome product that everyone wants or (and this is the more likely reason) you aren’t talking to enough people. The harder you work, the more prospects that you talk to, the more likely you are to come across a few people that will need a little assistance in order to make a buying decision. One way to help your prospect to make that buying decision is to create A closing script.

Create A Closing Script That Eliminates Objections

There will definitely be a time when you will want to have a closing script in front of you when you are talking to a prospect. After you have invited a prospect to listen to your presentation they will either:

Call you back and buy your MLM product
Not call your back (some people just won’t, don’t take it personal)
Call you back and give you an objection

Obviously we all want the first scenario but that won’t always be the case. So let’s create a closing script so that we will know what to say to the prospects that have objections and also know what to say to the prospects that you will have to call back in order to get their answer. I’m going to be using a fuel saving product as my example for today.

As with all of your other scripts, you should start off with an introduction, so that your prospect knows who is calling them. It may look something like this:

Hello, this is Amy Howard. So, we had a chance to listen to the Gas Briefing. Let me ask you a question, when you were listening to the presentation, did you find yourself paying more attention to the product or the opportunity?

You are asking your prospect a question like this for two reasons. First, you want to make sure that they did in fact go to the presentation and second, you want to find out if they were only interested in your MLM product or if they were interested in your business opportunity as well.

Then you want to go into a little story about yourself (remember stories sell). So, the next part might go like this:

Fantastic, that’s what got my attention when I listened to the briefing too. Let me give you some background about me and why I got involved…

This is where you will have YOUR story. Your story should be short, just a couple of minutes and in it you will want to include:

Why you are, where you come from, what your life experiences are as it related to your MLM product
What you were looking for as it pertains to your MLM product
What got your attention about your MLM product
What were your objections
How you overcame those objections
What has been your result since using your MLM product

Make sure that your story contains value and benefits that you have seen with your MLM product. Don’t make up anything. Don’t fake your results (like some network marketers do when they are pushing the business opportunity) just give the facts as you see them. You are not only selling your MLM product but you are also selling yourself. People will only buy from those that have integrity and sincerity.

Once you have told a little about yourself and your experience with your MLM product, you will want to transition back to the prospect. So you ask them a question that may look like this:

You know, that’s enough about me, let’s talk about putting money into your pocket instead of your gas tank. Which of those packages got your interest the most?

Note: your presentation should contain 2-3 packages that you put together for your prospect. When they tell you which package they want to purchase, you finish up with something that may look like this:

That’s a great package. Now, let me verify your address, where do you want your product shipped to? Great, how would you like your name to appear? Now, are we going to do this with Visa or Mastercard? Great. Go ahead and grab your card, I’ll hold.

And that’s it. You brought out any objections during your story and how you overcame them. So, your prospect won’t be able to use those objections back on you and you just went straight into the close. You are selling yourself based on your belief and conviction in your MLM product or service, and you transfer this feeling to your prospect.

The biggest thing that you should have as a network marketer is confidence. Confidence in what you are selling and confidence in what you are saying. Using a script will help you to get that confidence. Actually having a system that works and turns prospects into customers will also help boost your confidence. Until next time, have a great MLM day!