I want to talk to you today about one of my favorite topics, closing.
How would you like to get more prospects to say yes?
Inside today’s video, you will discover my four favorite questions to ask when talking to prospects about joining your home business as well as the psychology behind it.
I used to always say the exact same thing when closing a prospect to join my team until I realized that each situation is different. Your ability to be an effective closer depends on your posture and your ability to evaluate the facts so you can help people make the right decision.
After you watch the video, you’ll understand why I get a higher percentage of people to join my team.
4 Best Closing Questions for Network Marketers
If you don’t have a lot of people to “close”, you’ve got to get good at inviting. You’ve got to get good at getting people to sit down and look at the information.
Now most people are not effective closers because they turn into a sales person when that time comes. They try to sell people on joining their team instead of letting them do the talking.
Let’s adjust your mindset about closing. You are not a sales person. You are a business developer. You are interviewing people to find the qualified prospects for your organization.
Let your prospect do all the talking. If you are doing all the talking , you are losing.
Ask the right questions and let your prospects sell themselves on why they need to join your business. Doesn’t that sound so much easier?
4 Awesome Questions to Ask Your Prospects:
1. What did you like most about what you saw?
If they say, “I have some questions…”
Respond with, “Sounds great … what did you like most?”
Answers to this question will reveal their hot buttons. You want to know what they liked most. Was it the money? Was it the time freedom? Was it the fun? Was it helping people?
Don’t assume. Have them tell you exactly what it was in their words.
For every sale you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough. – Zig Ziglar
2. Tell me more about that … Why did you like <insert what they told you>?
They might say, “Well, because I want to fire my boss.”
You might say, “Why do you want to fire your boss?
Prospect: “Because I want to spend more time with my family. I want to travel the world.”
Prospect: “Because that to me would be the greatest thing in the world, to be able to wake up when I’m done sleeping. It would be amazing to travel to Paris with my family and not have to worry about the expense. Or, not have to worry about if, God forbid, something happens and there’s an emergency and the family needs some money, I can just stroke a check.”
All things being equal, people will do business with, and refer business to, those people they know, like, and trust. – Bob Burg
3. Where are you on a scale of 1 to 10? 10 being you’re ready to get started right now with the Top Pack, 1 being you just want to be a customer.
Instead of you guessing, just ask them point blank, where are you on a scale of 1 to 10?
If they say, “I’m a 7”, say, “What do we got to do to get you to be closer to a 10?”
That way they start giving you some of their questions or objections.
When you get objections (aka questions), qualify their objection first by asking this question:
“Are you serious about starting a home business and getting out of debt (or traveling the world, or paying off the student loans that you have, firing your boss, whatever they told you)?
Is it that you’re serious about that, or you’re not that serious, and you’re just worried about hurting my feelings? Because believe me, you won’t hurt my feelings. This is not for everyone.”
You see how you take it away from them?
The point is, be okay with them giving you objections. Don’t get defensive.
Questions are there to test your posture. Don’t shake in your boots. Don’t get all worked up. Qualify the objection first.
When they’re asking questions…
Answer a question with a question.
Prospect: How much time is this going to take?
You: How much time do you have?
Prospect: I have 5 hours a week.
You: Perfect. Let’s get the paperwork out of the way!
Welcome them to the team and move forward. Don’t keep talking. Sign them up. If they’re ready to join, sign them up.
4. Are you coachable?
The reason I like to ask people if they’re coachable is because I want to set that standard that we have a system. I built a lot of value in the system that we have in place because I want them to know that there’s a way to go about doing this the right way, and there’s the wrong way.
I hope this helped you. I hope you see some of the psychology behind the questions I ask and why I do what I do. But at the end of the day, you’ve got to ask more questions.
Believe me, you will get more yeses if you get good at this.
And don’t forget, a “no” is not a “no” forever. Continue cultivating relationships and don’t burn bridges!
Additional Resources to Help You Master Closing:
- How to Increase Your Chance of Hearing YES
- 15 Sources to Get Leads Today Resource Guide
- How to Close Prospects into Your Home Business
- The Ultimate Tool to Build a Global Online Home Business
- How to Follow Up with Unresponsive Prospects
If this post was helpful to you, let’s help some more people! Feel free to share this with anyone who might enjoy it and also comment below and share your favorite takeaway!
Email: firstname.lastname@example.org Skype: RealJohnMelton
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