| In this article, we are going to cover closing | | | | companies have a movie or a comp plan that you |
| questions and much more. What is closing? Closing | | | | go over with them or they listen to the |
| is the ability to ask for the order. What is Trial | | | | presentation, right? This is when you hammer |
| Closing? What Questions do you ask when | | | | home the income potential and you say, "Do you |
| closing? How to ask for the Sale? When do you | | | | see how you can make that $1000 a week |
| ask for the sale? Closing is asking for the order | | | | working 10-20 hours a week?" |
| and not talking afterwards. I have a couple of | | | | Of course they will say yes...This is the Critical |
| acronyms that I use when I talk about closing. | | | | moment....The next words out of your mouth |
| ABC - Always be Closing and CEO - Close Early | | | | must be these.... |
| & Often. Closing is a series of questions that | | | | "Are you ready to get started?" |
| leads you to the closing question. | | | | At this point you got them...Now they may try to |
| Before you can close, you must know what to | | | | wiggle their way out of committing to you right |
| do or how to ask a series of questions to get | | | | then, however, once you learn how to overcome |
| your prospect to come to the conclusion that | | | | their objections, you got them. I'll make my next |
| they need and want your products and services. | | | | article about overcoming objections and when you |
| How do you get the conversation started? What | | | | put the two skills together, you will triple your |
| is your opening Question? This is a line that I've | | | | conversion ratio...I promise!!! |
| used to perfection. "Do you keep your options | | | | Closing is simply providing a solution to all their |
| open when it comes to multiple streams of | | | | needs with your business, products or service. |
| income?" it's a simple yes or no question that tells | | | | How much money are you looking to make? |
| you right away, do you have a suspect or a | | | | What would that do for you? When they answer |
| prospect? | | | | this question, what will this do for you? If they |
| If I get a lead from the internet or if someone | | | | try to wiggle out of the deal, and most of them |
| opts into your capture page or you buy a leads, | | | | will, you MUST bring them right back to what the |
| this will work every time. "I see that you are | | | | money will do for them. For example, I need to |
| interested in starting an Internet business and | | | | run it by the spouse; I don't have the money etc. |
| making money from the comfort of your own | | | | You can bring them right back to their statement |
| home, is that still true?" or another version of that | | | | of what the money will do for them and you can |
| is "I see that you are interested in making extra | | | | ask them, so you weren't really serious when you |
| income from the comfort of your own home, is | | | | told me that the $1000 will bring you... boat, car, |
| that still true? | | | | child care, private schools, college funds, etc. |
| If they say yes to any of the above questions, | | | | Remember when I told you to put your listening |
| the next thing you say is, "Great, I've got | | | | ears on, because you need to recite, almost word |
| something absolutely incredible that you deserve | | | | for word, what they said. When you do, you just |
| to take a look at." | | | | closed a deal. So listening is the Most important |
| By the way, "How much money are you looking | | | | thing when asking the questions. |
| to make?" Wait for the answer. Let's say they | | | | Let's recap. "You said you wanted to make $1000 |
| say $1000 week. What would that do for you? | | | | a week, You said you have 10-20 hours a week, |
| Let them talk and take mental notes, because | | | | you told what that money will do for you and |
| whatever they say here, you will remind them | | | | your family and you even said that you were |
| what they said later. Trust me on this one...So put | | | | dead serious about taking action if I could show |
| on your listening ears. | | | | you a business that will make that kind of money |
| By the way, "How much time can you spend on | | | | in that kind of time. So there really is no reason |
| your business?" Wait for the answer. Let's say | | | | for you not to get started, is there? You might |
| they say 10-20 hours a week. I'd say, "Awesome! | | | | get a "You're right, I'm ready. You say ok then, |
| So if I can show you a business where you can | | | | let's get started right now and we can finally do |
| make that $1000 a week, working 10-20 hours | | | | something to change your situation and get you |
| per week, are you serious about getting started?" | | | | what you want. Are you ready to make that |
| When they say "yes" you have a qualified | | | | change? If you don't get the "Yes" right there, |
| prospect and you have already been trial closing. | | | | you will probably get a "Yea But". If you get a |
| That's an ABC and a CEO...but you are still not | | | | "Yea But," start the process all over again and get |
| ready to go for the final close yet, there is still a | | | | good at overcoming objections. You'll learn about |
| lot more work involved, but it is simple to do and | | | | that in my next article. |
| you are probably already doing these things with | | | | We are looking for the "yes" Practice getting |
| one important ingredient that most people miss... | | | | them and they will come and you will soon expect |
| read on.... | | | | them to say yes. I always say this after I get a |
| When they say yes, they are serious; this is | | | | yes. Good for you. Congratulations! Let's go! I'm |
| when you take them to your website, phone | | | | here to help, We've already come up with a plan |
| number to call in or whatever the standard | | | | to get you that....(House Car, Vacation) to make |
| protocol is for closing a deal in your company.... | | | | that $$$ a month? Are you ready to make that |
| When you show them the website, most | | | | change? Good for you. Congratulations! Let's go! |