How to close the sale
I know that it is fairly popular in network marketing today that we don’t sell anything. We “share” things with others. We aren’t salespeople, we are sharers of information. Yeah, that’s great.
I guess at some level, the whole “sharing” thing is correct. You recommend a product to a friend and they buy from you. Sharing? Selling? It’s such fine line.
I say we sell stuff. We sell products or services. We sell business opportunities. We sell dreams. We are salespeople! What’s wrong with that? Accept it. Sales is the highest paid profession!
You think you can’t sell stuff? I bet you can! Have you ever gotten a kid to eat their vegetables? Yeah, then you’re a salesperson! Trust me, you have to be a pretty good salesperson to get that kid to eat vegetables!
You’ve probably heard the old saying, “Close early. Close often!” What does that mean, anyway?
To me, it means that you want to at least be setting yourself up for an opportunity to close the sale. Closing the sale is the actual selling of your product, service or your business opportunity. Basically, it means that you get someone to purchase the products or services that you have to offer. Or you get someone to sign up as a distributor in your business.
There are any number of closing techniques. If you were to go out and ask 100 salespeople, how to close the sale, you’d probably get 200 answers. There are “soft close” techniques. There are “hard sell” closing techniques. There are basic, intermediate and advanced methods to close the sale. I’ve never taught anyone to be a “pushy salesperson.” I don’t like the “hard sell” techniques when they are used on me and I don’t want people, that work with me to be pushy, like that!
I will center on showing you my favorite, “soft closing” technique. I think that most people, most network marketers would be comfortable using.
Most salespeople, even professional salespeople are not very good at asking for the sale. They won’t actually ask the prospect to make a decision about buying the product or service. Seems strange that they would have any problem with that, at all. After all, that is their job, right? The thought of asking someone to buy something from them is, in their mind, being too pushy.
Our job, in network marketing, is to collect decisions. Does the prospect think that what you have to offer will help them? It really isn’t any more complicated than that.
When you give the actual invitation to someone to attend a business presentation or product demonstration, you will want to lay the groundwork for the closing of the sale. You will want to say something like this:
“It will take about 30 minutes for me to show you exactly what I do. If you like what you see, we can talk about the next steps that you should take. Does that sound fair enough?”
The “talk about the next steps …” is laying the ground work to close the sale with them. This is a hint or a signal of what is to come. The “Does that sound fair enough?” part is a signal that you are a fair person and that you pose no threat to them. This will help you to keep them open and not on their guard.
We may be salespeople but, we want to be friendly salespeople! We want to be building rapport with the prospect. We want them to get to know us. Like us and start to trust us. You can read about building rapport fast, here, “How to build rapport … fast!”, and here, “Building rapport … Part 2.”
With all things being equal, it is easier for us to sell stuff to people who know, like and trust us!
If you are setting yourself up to try to close the sale, you are drop hints that you are going to be asking the person to buy something or to make a decision.
Putting them at ease
I had written a post on the psychology of the home meeting. You can read about that here, “The top 15 tips for holding a home meeting.” In that post I mentioned that you have a few minutes before you start any kind of presentation, where the person or persons you are do the presentation for, will be relaxed and open to suggestions. The proper verbiage to use, is to say, “Before we get started …”
This is a signal to their brains that it is not yet time to cross their arms and get into self preservation mode.
You would take a couple of minutes, before the meeting starts, to say something like:
“Before we get started, I wanted to let you know that I am not here to sell you anything. My goal is to show you what I can do for you and why so many people love this business or product. All I ask is that you keep an open mind as I go over the details, and be thinking about whether this product, [service or opportunity] would be a good solution for your [problem]. Then after I’ve explained this, you can tell me what you’ve decided. Does that sound fair enough?”
In the brackets above, you will need to fill in the blanks. Your may be doing a business presentation or a product or service demonstration. Where I have the word “problem,” fill in whatever the problem or pain that prospect had told you about. This is where it is absolutely critical to have built some rapport with them. You NEED to know what problem or pain they are looking to solve. You will be using this information in your “close,” as well.
I would say to stay on topic during the presentation or demonstration. You can drop hints that are leading to the “close,” if you are comfortable with that. If you aren’t comfortable, then don’t worry about it. Just get to the point. Tell them what you do and how you get paid. What ever your particular company presentation is will be fine.
I like to keep it short and to the point. For the most part, the prospects will only remember a few things like, what you do, how you get paid and do they think they can do it. They do seem to remember just enough to be able to tell you why they can’t do it.
As soon as you are done with your presentation, you will be trying to “close the sale.”
You will say, “I hope you liked what you saw. Do you see that this will [solve your problem]?
Again, fill in the blank.
“I hope you liked what you saw. Do you see how this will give you the extra money you need to send your children to college?”
This plays on your prospect’s emotions. If they are going to try to answer “No, this won’t solve my problem.” Then they are faced with the thought of “there might never be a solution.”
If they answer yes, that they see how this can solve their problems, then you ask them, “How soon would you like to get started [solving your problem]?”
This is a simple and soft closing technique. Yet, it is highly effective. It is an “emotional close.” Most people are emotional buyers. I always like to use an emotional close because of this fact.
Questions and objections
Even if your prospect says that they see that this IS the solution to their problem, they still may have questions or objections.
Once they ask their question, then you ask them “Is that all the information that you’ll need to get started today?” They may say “No,” that they have other questions. If they have other questions, then this is the time to get them all out into the open. They may have a multitude of questions. That’s okay. Take your time and answer them to the best of your ability. If you really don’t know the answer to a question, then just admit it. Assure them that you may not know the answer but, you will find out for them. This will give you a reason to follow up later.
If they say that they have a question and it IS all the information that they need to make a decision, then answer the question and sign them up, on the spot!
No matter what kind of objections that hey may come up with, you will ask them just one of two questions. “How does that make you feel?” “If you keep doing what you are doing now, will you ever …?”
The objections you will hear most often are, “I don’t have the money.” and “I don’t have the time.”
Take your pick of questions to respond to them.
“I don’t have to the money.”
How does that make you feel to not have the $300 to start your own business that would [solve your problem]?”
“I don’t have the time to do this.”
“If you keep doing what you are doing now, will you ever have the time to [solve your problem]?”
I understand that you may not feel comfortable using these questions at the end of your presentation. They are tough questions that really can put people, on the spot. You will be making them face the idea of never being able to solve their problems. It’s because they are tough questions, questions that most people don’t want to answer, that makes them so effective.
If you use these questions to answer objections you may just close the sale. If you do sign someone up after asking a question like that, you better reassure them that you will be there for them. To help them, to train them and to answer their questions as they go along!
How to close the sale? You have to be willing to ask them to make a decision!
I have looked at several ways of closing a sale. I hope that some of them have helped you in your business!
Please share this article with your downline! It might help them!
If you liked this article about, how to close the sale in network marketing, please +1 it for Google and be part of the conversation by leaving a comment below.
I you know someone who would benefit from this article, please share it with your Facebook friends and your Twitter followers.
There is also code in the box below, if you want to link to this article. Just copy and paste it on your blog or site. Thank you!
Link to this post using the following HTML: