One of the most valuable skills you will learn in your network marketing career is how to close a sale on the spot. Please understand that you’ll not be able to use these sales closing techniques every time. Many prospects require multiple exposures to your product or service. Typically, it takes between 4-6 exposures to get someone to join your network marketing business. This tip, however, can help you in closing the sale straight away because it does a couple of things. First, it forces your prospect to define the conditions around which he or she would be willing to get started today. Second, it positions you as more of an expert in your product or service because you can speak directly to your prospects objection.'I just don't have time' is a myth. They just don't see the value in investing the time.Click To Tweet
Closing Prospects Who Don’t Have The Time
First off, let’s get one thing straight. I just don’t have time is a myth. They have the exact same amount of time as Donald Trump or Bill Gates. What they’re really saying is that they just don’t see the value in investing the time in starting a network marketing business. The simple way to overcome this objection is learn this four step close. You are going to want to memorize these phrases and not change a single word because they are time tested and they work!There's no such thing as being too busy. If you really want something, you'll make time for it.Click To Tweet
- “If you were to get started on a part time basis, approximately how much would you need to make, per month, to make this worth your time?” It doesn’t matter what they answer here — write it down.
- “How many hours per week would you be willing to COMMIT to make that kind of income?” What you’re doing is giving them the parameters they need to decide that this is a worthy investment of time and energy.
- “How many months would you be willing to work those hours to make that kind of income?” Now you’re letting the person know that this isn’t going to happen overnight. They are going to need to commit to doing the work over a prolonged period of time. This is right around the point where they are going to decide SERIOUSLY if this is something they want to do (and you should be able to start picking up on that.
- “If I could show you a way to make (your amount of money) per month working (your number of hours) per week for (your number of months) months, would you be ready to get started right now?”
If they say anything but yes, they are not ready now (and that’s OK). Just thank them for their time and always follow up with them in the future. Studies show that people’s lives change every 6 months so check back with them and see if they’re ready then. If they say yes, this is where you need to do your homework on your product. You need to understand your compensation plan well enough to know how to show them how to achieve that goal (assuming it’s achievable at all and someone’s not just saying they want $10,000 a month and will work 2 hours a week for 2 months to get it).
For my business, I know that 1 person out of every 10 I show this to will get involved as a distributor. I know how much up front money a new distributor can make when they sell product bundles and I know how much residual money they will make on the monthly subscription. I can put all those numbers together (along with potential downline growth) and show them a realistic plan of how many exposures they will need to do, per week, to reach their goal.
At that point, they’ve told me their goal; hey have told me how much effort they are willing to put towards their goal and I’ve shown them a plan that will work with their effort. The goal of any network marketer is to keep searching for people who are ready to go right now. If you show them all this, and they still aren’t ready to get started right now, put them in your follow up file and move on to the next one.
After all, some will, some won’t, so what?, who’s next?