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 Here's another great issue of
Art Jonak's . . .
One Minute Sponsoring Tips for Network Marketers
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"How to Close Your Presentation With Integrity
While Staying Within Your Comfort Zone."
From:
Dubai, United Arab Emirates
Saturday, 10:21 a.m.
The Burj Al Arab, walls of gold, Tiger Woods, submarine ride and more!
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Dear Friend and Subscriber,
Most people are afraid of closing because they've been
taught these stupid closes like:
- Pressure them:
You do love your family, don't you? Think about your family.
- Shame them:
Any 3rd grader can see this is a great opportunity
- Hype them:
That sounds great, doesn't it? Doesn't it? Of course it does!
- Manipulate them: Manipulate or trick
someone into buying
something they don't want, or can't afford. There's no
integrity in that.
I don't like those. I don't like them used
on me so I don't use them. I'm sure many of you feel the same way.
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Click here to see photos from the city of gold! |
What do you say at the end of your presentation? Or
at the end of the meeting? Or after a prospect has listened to the CD or
audio? Or after they heard the recorded message or conference call?
Here's are are some effective, yet friendly closes.
Closes that are within your comfort zone and maintain your integrity.
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| Close: |
"Well, what do you think?" |
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| Analysis:
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Why do I ask them what they think? Because I want to know what they think If I didn't, I'd ask them a different question! If they are adults, they can handle it.
Wouldn't you like to be treated like an adult? |
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| Close: |
"What would you like me to do next?" |
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| Analysis: |
This really puts the decision where it belongs, to
the prospects. Now the prospects must tell you exactly what they want. This
is clear, to-the-point communications. This is exactly what we want.
Instead of hiding behind false objections and
stalling techniques, prospects will now tell us things such as:
- Please leave. I want to talk it over
with my spouse in private.
- Give me an application. I might as
well start now.
- Enroll me in the next training
class. I want to start now.
- Help me build my prospect list.
I want a fast start.
- Bring me a 30-day supply of the
product to try. Then I can make my decision.
This question brings finality to your presentation.
Instead of idle chit-chat or uncomfortable silences, ask "What would you
like me to do next?" It's a natural, low-pressure ending to your
presentation.
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| Close: |
"Before you can make a decision, you need to know what it takes to build the business." |
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| Analysis: |
After making the above statement, the sponsor bridges directly into an explanation of the training program and the personal commitment needed to succeed. So even before the prospect spends a single penny, the sponsor knows how much time to allocate to the prospect's personal development. The statement also gives the sponsor one more chance to summarize the pertinent data from the presentation. |
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| Close: |
"Now, what would you like me to do."
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| Analysis: |
After finishing your presentation, it's time for the prospect to take the next step. You're giving the prospect the opportunity to make a decision. The prospect can:
- Ask you to leave (most aren't that rude).
- Ask for more information.
- Ask to join your network marketing program.
- Tell you he's not interested.
- Ask for more time to consider his options.
This is a low key, respectful ending to your benefit-laden presentation. You're treating the prospect as an adult, and your prospect appreciates it.
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| Close: |
"Folks, it takes $35 to say 'Yes' and $2.5 million to say 'No.' " |
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| Analysis:
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In other words, for $35 you can get into our MLM opportunity. That's cheap. However, if you say "No" and don't take advantage of our MLM opportunity, you could lose out on $2.5 million in future bonus checks. You can't afford to decline this opportunity.
As you know, I've talked about how the 'fear of loss' is greater than the 'desire for gain' in
previous issues of this newsletter and this close certainly utilizes this powerful principle to get people to try
your opportunity.
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| Close: |
"What would you like me to do now?"
"Is there anything else you need to know in order to get started?"
"If it could all be done tomorrow and it was free,
what would you like us to
do?" |
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| Analysis:
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These phrases put the decision back where it belongs — with the prospect. You are empowering the prospect to tell you what you must do to close the sale.
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Here are a few more closes I like to use:
- And, that's it!
- And, the rest is up to you.
- What did you like best about what you saw /
heard?
WThese statements do put a bit of pressure on the prospect for closure. In other words, now it is up to the prospect to call an end to the presentation by providing the information necessary to go ahead. This sure beats staring into space hoping that someone is willing to talk first.ouldn't
you agree these closes are within you comfort zone and maintain your integrity?
A word of caution.
Powerful closing statements make it easy to summarize your opportunity's benefits and to get people to join. However, there is a difference between a
decision of commitment and a decision of convenience.
Prospects who need the extra push to make a decision often are making a
decision of convenience. It's easier for them to say 'Yes' than it is to say 'No.'
This decision of convenience doesn't give them the commitment needed to overcome rejection and criticism. You'll have to supply more reasons later to help build your prospect's confidence.
Compare this type of prospect to a prospect who makes a
decision of commitment. When prospects are committed, they don't need artificial or powerful closing statements. They are already sold based upon your benefit-laden presentation. The closing has already occurred within your carefully crafted presentation.
What makes a powerful, benefit-laden presentation come alive and bring prospects to a decision of commitment?
Word pictures.
You can review the techniques and effectiveness of word pictures in
tape #2 in Big Al's Sponsoring Secrets 12-cassette tape album. Most listeners agree this is the most life-changing, business-changing tape among the 12 cassettes.
Click here to get Jerry Clark's $197 Album
Free when you buy Big Al's Sponsoring Secrets album.
These statements do put a bit of pressure on the prospect for closure. In other words, now it is up to the prospect to call an end to the presentation by providing the information necessary to go ahead. This sure beats staring into space hoping that someone is willing to talk first.
Can you imagine what your life could look like if you
and your team applied just some of my sponsoring tips? It might look
something like my lifestyle photos!
Subscribers as of this issue: 34,261. Only 65,739 to go.
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