I talked a little about the closing in my presenting blog post. To quickly review, as soon as the presentation is finished, you ask “That was awesome right?” Then you ask the closing question, “So are you are you ready to get started with the business, the product, or both?” If they are ready to get started, then you enroll them. If they have questions, then get them on the phone with a third party expert to answer their questions. The longer you are in the company, the more you will know how to answer their questions. However, as we discussed, never answer their questions. Always let a third party expert answer the questions. It all comes back to everything you do has to be duplicatable.
If they say they don’t want to talk to your third party expert, then tell them, “I’m sorry, but the next step is for you to talk to them. Do you want your questions answered, or are you ready to get started?” If they want their questions answered, then make them talk to the third party expert. Be strong and don’t give into answering their questions. Stick to the system! If they enroll, they will do what you did! People do what you do, not what you say. I learned that the hard way!
If you follow the system, closing is almost as easy as presenting. The reason I say this is because if you are following the system and using a third party expert, then they are doing the closing for you.
Let’s say for some strange reason that your prospect has agreed to get started while on the phone with your third party expert. Then after getting off the phone they start giving you some objections. Here are a few objections and some responses you can use. Hopefully you don’t need them, but here they are just in case!
Handling objections can be one of the hardest parts of this business. I’m not going to cover every objection, but here are the top few. Remember to ask if they are ready to get started after you overcome an objection. Once you have answered a few objections, then resort back to the Polite No I discussed in this blog post.
- ‘I’m just not cut out for Network Marketing, I tried it before and it didn’t work’
I understand. That’s cool, I felt the same way. But let me ask you a question. Have you ever been to a restaurant and had a bad meal? Did you decide that you were never going to eat out again because of one bad meal?
Have you ever been out on a bad date? Did you decide you are not cut out for dating and you are going to be celibate the rest of your life?
- No Money
Let’s say you had money, is this something you can see yourself doing with me?
NO: That’s cool. Who do you know that does want to make money?
YES: If I can help you come up with the money, would you enroll? Cool. Let’s come up with 20 ways for you to get the money. Sell something, borrow $100 from 3 people, borrow $50 from 5 people, drive for Uber/Lyft, pawn something, etc…
- When can I expect to get my money back?
Answer: That depends on how much effort you put in.
- ‘I’m too busy’
Let’s say they claim to work 50+ hours week. You respond, “EWWW, how long are you going to do that?
I am showing you a way that in the next three to five years you could be earning more than enough money to have all the time you need to do the things you want to do. Are you tired of being too busy?
- ‘This is not for me’
Ok, that’s cool. Who do you know that loves to travel, or that would like to make money from home?
- ‘I’m not a salesman’
PERFECT, I’m not looking for sales people. They try and sell. I’m just looking for someone that can simply point people to a video. Can you do that?
- ‘Need to talk to my spouse’
I completely understand. When you got married you became one unit. Therefore, all decisions need to be made together. Right? When was the last time you bought something without asking your spouse? Perhaps new clothes, shoes, food? Well, this is something that will not only save you money and improve your life, but it is also a business asset that can make you money. I am showing you how to build generational wealth that can be passed down to you kids kids. This could forever change your family’s life all for $300-$400 bucks, with very little overhead. If your spouse knew how big this was don’t you think they would say yes?