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The Psychology of Closing – Part 1

Contributors: Rob Sperry and Lance Conrad

One of the hardest things for a new or experienced distributor to master is the close. It’s time to get over it. Do yourself and your prospect a favor and close them!

closing

Closing is an Obligation

Let’s examine several reasons why closing is your obligation. Eighty seven percent of Americans hate what they do for a living. Your posture should come from the fact that almost 9 out of 10 people you meet went to bed last night praying that they could find something better this morning. You have something better for them. You have an opportunity that can bring hope and change their life.

Be bold and share your opportunity with confidence. The worst thing you can do after a presentation is to not ask them to join your business or buy your products. They will not get more excited if you give them time to think about it. They are either excited or not after a presentation. If you don’t ask for the business, you will find yourself trying to track them down. They will know why you are calling and will avoid the contact. This is awkward and uncomfortable for both parties.

Do both you and your friend a favor and ask for the business! By asking for the business, you will begin the process of discovering concerns. Most contacts will not volunteer their concerns until they are forced to make a decision. Resolving concerns is part of the close. The best in the business have learned their ABCs (Always Be Closing). Close, resolve concerns, close again. If the prospect is not interested, only by closing will you find closure on the process. Closing isn’t convincing someone to do something they don’t want to do. Closing is helping someone who has indicated they want to join your business but still have trouble overcoming their fears. You are there to empower them and help them overcome that fear.

Close Everybody

You’ve heard the saying, “You can’t say the wrong thing to the right person.” Yes you can!

Don’t worry, this isn’t about adopting techniques to hard close someone, or techniques on how to trick someone. We want to teach you how to better “perfect: the close. Understand this: you can’t be a perfectionist and succeed in this business. You have to learn the business by doing it. You learn principles from articles like these, but then you have to go out and truly learn this business by implementing what you have learned.

There is a great quote in network marketing that says, “Training doesn’t work. Work trains.” The point is: it doesn’t matter how great the training is unless you implement it. Real life training is by far the best teacher.

So let’s take a look at the psychology behind the close. Every close is different, but don’t get overwhelmed by all this information. Our goal is to teach you principles that you can apply to help you in your business. Pick something from this entire article and implement it.

Remember, to become great at anything it takes 10,000 hours of deliberate practice. Many of you have some of those hours logged in. As kids you probably practiced to close whenever you wanted to play with friends, wanted money, or as a child wanted a special desert. Yes, it is a little bit different in each industry, but we will teach some of the basics that will help you take your business to the next level.

At the beginning you will want to use your upline more as they have more confidence, credibility, and experience. If you do not have an upline, you will have to step up your game. No excuses! If you don’t have an upline, it will force you to learn quicker and in the end you can use that as an advantage. Everything can be used as an advantage!

Also ReadThe Psychology of Closing – Part 2. You will learn all about the Trial Close and other principles for helping your prospect reach a decision.

Rob SperryRob Sperry has been a dynamic network marketing leader for over 10 years. He is a master at creating systems to help the average person succeed. He loves empowering people to become better than they ever thought they could be. Follow him on periscope at roblsperry. 

Lance ConradLance Conrad has traveled the world teaching people how to find financial freedom through success principles. He trains the individual on principles that will enhance all aspects of their lives. He consults with companies on how to create a culture of attraction. He loves to help people break through barriers. He is most proud of his wife of 17 years Tanya and his 3 daughters Sierra 15, Kianna 12, and Faith 8. Follow Lance on periscope at lanceconrad5

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