MLM Training - Closing Your Prospect to Action
In this article I will explain Closing your prospect into
Action.
The Inviting Formula is:
Greet
Qualify
Invite
Handle any Questions/Objections
Close to Action
Follow-up or Follow-through
Don't confuse Close to Action with "closing techniques." This
discussion is exclusively about closing people into action
during the invite call (or in person). Not, closing someone to
buy something or closing someone to sign a distributor
agreement. Although similar, that is not what I am discussing
here.
Pretend... or envision that you call a prospect and greet them
with a fun hello and several other niceties - she in turn asks
how you're doing - so there's a nice exchange between the two of
you. You ask how her job is going and she says, "Oh...okay I
guess."
You: You don't sound very enthused about it - is something not
right?
Her: Well, I'm just tired of the same old grind. Day-in,
day-out. I just really thought I'd be in a different place in my
life by now.
You: I know how you feel. Where did you think you would be by
now?
Her: Well - I certainly didn't think I would spend my life
working like a dog just trying to cover bills - I didn't think I
would marry the man of my dreams only to have us wave bye to
each other every morning and rarely see him - just everything is
a struggle; you know what I mean?
You: I absolutely know what you mean. Have you thought of doing
something else? Do you see this changing anytime soon?
Her: Yeah, I've thought about it... but jeez, we're just so
invested in our careers - I feel trapped!
You: Jenny, you and I are very similar. What you've said about
you're not where you wanted to be - I can so relate to. I think
you would benefit from seeing a DVD that is purely educational.
If I order this for you - will you watch it?
Her: Yeah - what's it about?
------POINT ONE------
You: It's about what we've been talking about! It's about not
working like a dog and spending time with the man of your
dreams! I'll see to it that you get the DVD in the next 24 hours
- you watch it - then you and I will talk about it. I want to
help you solve this trapped feeling! Deal?
Her: Deal!
------POINT TWO------
You: Alright, I'll overnight this to you. You will get it
tomorrow - Tuesday. You watch it and let's talk Wednesday about
11am - does that work for you?
Her: That works - thanks!
POINT ONE is the Close. What you're doing in the Close is
"concluding" the conversation.
POINT TWO is the Action What you're doing in the Action is
creating agreeable steps to help the prospect get what they've
stated they need, want or don't-want.
Jenny very clearly stated that she didn't want to work like a
"dog." She wants to spend time with the man of her dreams and
she doesn't like feeling trapped. You smartly gathered this
valuable information because you followed the Inviting Formula
and very effectively executed the Qualify step. You didn't
prematurely blurt out a solution when she first said her job
was, "Oh...okay I guess." You used her exact words in the Invite
and Close to action steps. It was like "magic."
When these steps are executed EXACTLY as I've described you will
not have or will very rarely have, "I didn't watch it."
Much respect and admiration,
Tim Sales
www.brilliantexchange.com
www.mlmbrilliance.com
www.professionalinviter
.com
www.timsalesnewsletter.c
om
The article above makes reference to the Inviting Formula, -
which training is included in the CD series "Professional
Inviter," which teaches network marketers how to say the right
thing to every prospect. In this set, you eavesdrop into Tim's
live prospecting calls and hear exactly what he says to
prospects to get them interested in his MLM business. Listen to
a sample live prospecting call by going to www.professionalinviter
.com
About Tim: In 1989, near the end of an 11-year tour with the US
Navy Underwater Bomb Squad Team, Tim answered an ad in the
Washington Post newspaper that led him to his first and only
network marketing company. Five years later his network
marketing income rose to over $150,000 per month with over
56,000 people in his organization. His most noted contribution
to the Network Marketing Industry is the "Brilliant
Compensation" presentation and he is a highly respected mentor
and trainer for the entire MLM industry. Be sure to get his free
monthly MLM training newsletter, filled with the practical and
proven strategies Tim used to successfully build a downline of
56,000 people around the globe. Get the newsletter and have the
first issue sent immediately to you by going to www.brilliantexchange.com