The Psychology of Closing – Part 2

Read Psychology of Closing – Part 1

If you want to find out where your customer is mentally and emotionally at the end of your presentation, here are a couple of questions you can ask to take their temperature.

  • What was it that intrigued you most about the business?
  • What would be your biggest fear or biggest concern?

Don’t ask yes or no questions. They do not give you anywhere to go. You want to ask questions that open up a dialogue.

Understand there are 3 groups of people. Your goal is to gauge which group your prospect is in. To find out, here is what you need to ask after a presentation:

“Do you see yourself interested in the business, interested in being a customer, or just not interested?”

  1. Not Interested – Amateurs convince, experts sift and sort. If someone has no interest there is no need to belittle them. Make friends with them. Part on good terms. Who knows maybe they will be interested later, maybe they will give you a referral or maybe they will do neither, but make sure you do the right thing and part on good terms. My guess is you were also once a skeptic and not interested.
  1. Product User – We love customers. Customer demand creates a long-term residual income. Ask them to be a customer and follow up with them. Customers that love your products will frequently become your best distributors.
  1. Distributor – Inside of being a distributor there are again 3 groups of people:
  • Steady – A fun way to make extra money and get your product for free
  • Medium – Goals are typically to make a supplementary income.
  • Fast – Goals are typically to make a full time income.

To find out which group one is in, ask the person about their goals and how much time they plan on dedicating to the business.

The following is what I would do or say in most situations right after the first presentation. Yes, I know it takes on average multiple exposures before someone is ready to join your business, but there are also many who are ready right away. The important part is to state your intentions. Remember, no one wants to be sold. Our job is not to sell but to persuade.

“My goal is to give you enough information that you can make an educated decision. I would love to build this business with you.” 

Notice I said with you. Everyone likes to be part of teams, but many people fear they will be left to do this alone. Then continue with:

“On a scale 1-10 what is your interest level?”

Understand the scale and what each number typically means.

If someone says they are a 3, then ask questions like, “Just to make sure I understand you correctly, what is it that doesn’t interest you?”

If someone says they are at a 5 or 6, this typically means there is interest but they aren’t ready to sign up yet. A good follow-up question is, “What info do you need to get more excited?”

If someone says they are at a 7 or above, that typically means they want to do this as a business but are scared. They need you to reassure them of their decision. If you aren’t sure, they aren’t sure. If you aren’t confident, they aren’t confident. You must be assertive.

If they are 7 or above, they are ready to be closed. Be confident. Give them a game plan. Click To Tweet

If they are 7 or above, they are ready to be closed. Be confident. Give them a game plan. Assume the sale. People say this isn’t sales. That’s a nice way of telling you what you want to hear. Of course, it is sales. Everything is sales. Kids sell their parents on fruit snacks on a daily basis. Employees sell their boss on getting time off or a raise. Friends sell their friends to go hangout or see a certain movie. The difference is that this kind of sales is to communicate the information well enough that they can make an educated decision. The difference is that we don’t hard close anyone like other sales jobs.

You could say something along these lines:

“Here is what we are going to do. We are going to get you signed up. Then I am going to present the business to your first 5 people. You introduce and I will present the business. Our first major goal is to go make your money back. Let’s call right now and I will show you how to sign someone up by signing you up or let’s get your info now so I can walk you through it online.”

We hear people say, “I can’t do that.” You don’t have to do it exactly like I do. We are teaching you principles. Take those principles and apply them with your personality. Yes, the typical prospect will take multiple exposures before signing up but it never hurts to at least ask. Many are ready right away. We were and we know many others were.

Once you start with closing questions, you can get to their real concerns. Then you resolve concerns and close again. We mentioned this in part 1 of this article but is worth repeating. 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 has trouble overcoming their fears. You are there to empower them and help them overcome that fear.

Closing isn’t convincing someone to do something they don’t want to do. Click To Tweet

Make sure to finish the process by closing, which is nothing more or less than empowering everyone that they can do this!

 

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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