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Pre-closing ?

Think of pre-closing as a few phrases or sentences that we say early in our conversations with prospects.
This all happens before we start our official presentation.
These words prepare our prospects to think,
“Yes, I want this!” With pre-closing, the end of our presentation feels more normal.
No high-pressure close is needed. No more begging.
No more pushing.

Pre-closing makes the end of our presentations easier for us and for our prospects.
Why pre-close? Because our prospects make up their minds quickly.
One of the first decisions our prospects will make is:
“Should I believe what you say ?
Or should I resist and disbelieve everything you say ?”
This happens right away. Here is reality. We say to our prospects,
“Come with me to this business opportunity meeting.” Our prospects think back to the last time they heard that phrase.

They think, “Oh no! I went to my friend’s house and someone gave a three-hour business opportunity presentation.
Then, they high-pressured me to buy some overpriced stuff I didn’t want.
”Our prospects make a “no” decision, based upon past experiences.

Pre-closing? A good idea. Because we want open-minded prospects who will listen to what we’re offering. We want them to make a decision to turn off their salesman alarms and listen. Network marketing leader Wes Linden says,
“Our job isn’t to close people, it is to open them.”
And the sale might not be immediate.


Patricia Fripp says it another way.
“To build a long-term, successful enterprise, when you don't close a sale,
open a relationship.” Our prospects will make decisions before, during and after our presentation. Closing doesn’t just happen one time at the end of our presentations.
As we will soon see, most decisions happen before our presentations begin !
Focus on this: “Pre-closing. Get ‘yes’ decisions before the presentation.

Get agreements throughout the presentation.
Get commitment to buy or join at the end of the presentation.
Closing is what we do as salespeople.
Our job is to get our prospects to make decisions.
So let’s look at some ways to get our prospects to:
1. Make instant “yes” decisions.
2. Decide to listen with an open mind.
3. Believe the good things we say.
4. Turn off their salesman alarms, and more.

Want a little preview ?
Some examples of fun opening questions that help pre-close prospects ?
To keep things simple, all of these examples are for our business opportunity.
Each example can be modified for the products and services we sell. *
“Would it be okay if I share a little more about our business, while giving you a few ideas of where you can spend the extra money ?”

This little question gets people to imagine where they could spend their extra money. This puts prospects in a positive frame of mind while we explain our business.
Think about it. Would we want our prospects to be in a positive frame of mind or a negative frame of mind when we present our business ?

A positive one, of course. Another factor enters this conversation. In order to imagine where to spend the money, the prospect’s subconscious mind makes a decision to join the business. If not, this dreaming wouldn’t make much sense. So for the moment, our prospect is immediately in the frame of mind that this business would be good for him.

* “Would you like to know how I put away a bunch of money ?
Everyone would like to know this. We can describe how we took our monthly bonus checks and saved or invested them over time. Our explanation might take just a few sentences. But again, our prospects feel good about their possibilities.

They see hope. * “Staying here at our job until we die, and not changing anything,
is a plan. But I don't feel that it is a good plan for me.

Health and Personal Care
What about you?
This question is a bit more aggressive, but may be appropriate with prospects we have a good relationship with. Our prospects might be in a rut. This question could shock our prospects into looking at their life plans. There is nothing to disagree with in this statement. We only mention that staying at the job is “a” plan. Not the only plan.

Anyone could agree with that statement. *
“Why do you think extra income would be a good idea?
When our prospects answer this question, they sell themselves on wanting an extra check. And who is a better salesman for our prospects ?
They are. They can sell themselves that this is their idea.

They will convince themselves to say “yes” to an extra paycheck. *
“So, do you think keeping your current plan, working at your job, is going to be the answer?” Of course the current plan isn’t working. If our prospects’ current plan worked, they wouldn’t be talking to us.

The prospects respond, “Yes, the current plan isn’t working.”
Now they open their minds, and look for a new solution. We should be that solution.
Who do you think cares how much is in our savings account ten years from now ?
Say this, and then wait. Don’t break the silence.

Allow our prospects to mentally see how few people care about their situation.
This helps our prospects overcome the “I wonder what other people will think about me?” objection that nags them from the back of their minds. *

“How long will you receive a salary after you leave your job ?
Will your company still benefit from your work after you leave ?
Residual income is hard for prospects to grasp.

Yes, it sounds good, but it doesn’t seem real.
Our prospects think, “When I stop working, my salary stops immediately!”
Now we can help our prospects see things from a whole new perspective.
We want them to think, “Yes, I would like to do good work now, and get paid over and over again.” This is a great mindset for our prospects when we start our presentation.

These little opening statements are fun.
Pre-closing is powerful.
But pre-closing solves other problems too. Let’s look at one of these problems.
Tell our prospects that it is okay to say “no” to our offer. Maybe our team members are having trouble with prospects saying, “I want to think it over.”

But when is the best time to prevent this from happening ?
At the start of our presentation. We can teach our team to do a pre-closing statement before they explain their product, service or opportunity. For example, they could say, “I will show you our business, but it is entirely up to you.

After I show you our business, you can decide not to participate, and keep things in your life as they are.
Or, you can decide to start now, and begin the countdown to firing your boss.
Sound okay ?”
What would our prospects naturally say to this offer ?
This relaxes prospects, but also tells our prospects that they have to make a decision when we finish. And, the “I need to think it over” decision is a “no” decision.
Now prospects know that. This gets even better.

Because of our opening statement, our prospects don’t feel pressured.
We gave our prospects permission to reject our presentation or offer.
The prospects can now focus on our presentation and how it can help them.
What if we don’t relax our prospects with this kind of language ?
Then our prospects will look for objections.
Why ?

Because our prospects feel that they will need objections to justify a “no”
decision. Our prospects will be preparing themselves for a battle with us at the end of our presentation. Want another simple way of removing the “I need to think it over” objection ?
Prospects hate making decisions.

They are afraid of making a wrong decision.
So what do they do ?
They pretend to delay the decision by saying that they need to think it over.
All we have to do is tell prospects:
“You can make a decision to start today, or you can make a decision not to start today and keep your life exactly like it is right now.”
This helps prospects realize that there is always a decision made.
Delaying a decision is just another way of saying “no” to the offer.

Health and Personal Care

We can enhance the effect of this even more by reminding our prospects of their problems. For example, we could add: “Suffering day after day at a job we hate is bad, especially if we make a decision to continue doing this for months or years before we do anything about it.” Pre-closing makes closing easy.

There are many ways to pre-close prospects.
There will be at least one way that we will love.
We don’t have to use all of the pre-closing techniques we will learn in this book, but we will have to use some.
Why ?
Because they work.
Let’s build our network marketing business faster by using pre-closing skills when talking to prospects. “Let’s sort it out.” Let’s learn another quick pre-closing technique now. Are you a little bit shy ?
Or do you hate being pushy ?
Try this easy phrase: “Let’s sort it out now.” Let’s say that you sold utility services. Here is an example of a conversation that pre-closes prospects, before the presentation begins. Distributor: “Do you get an electricity bill?” Prospect: “Yes.”

Distributor: “Would you like them to send you a lower bill?” Prospect: “Sure.” Distributor: “Okay. Let’s sit down and sort this out now.” Done. This conversation got to the point … immediately. Most people are happy to make a quick “yes” or “no” decision. They want to invest their limited and precious brainpower into other tasks. They want us to get to the point so they can make an immediate decision.

Want some more examples? Distributor: “Do you want to lose an extra 10 pounds in the next few weeks?” Prospect: “Yes.” Distributor: “Would it be okay if all you had to do is change what you have for breakfast?” Prospect: “Sure.” Distributor: “Okay. Let’s sit down and sort this out now.” Distributor: “Do you want to stop commuting to that job you hate ?
” Prospect: “Yes.” Distributor:

Beautiful Young Ladies Store

“Would it be okay if we start your own business now, so next year you can
work from home?” Prospect: “Sure.” Distributor:
“Okay. Let’s sit down and sort this out now.”
Distributor: “Do you find it hard to get by on one paycheck?”

Prospect: “Yes.” Distributor:
“Would it be okay if we start your own business now, so in 60 days you can have two paychecks instead of one ?
Prospect: “Sure.” Distributor: “Okay. Let’s sit down and sort this out now.”
Distributor: “Do you want to keep that job you hate for the rest of your life ?”

Prospect: “No.” Distributor:
“Would it be okay if we got you started in a business tonight so you could start your training this weekend ?
”Prospect: “Sure.” Distributor:
“Okay. Let’s sit down and sort this out now.”
Distributor: “Do you want to keep your skin from wrinkling while you sleep ?
”Prospect: “Yes, of course.”
Distributor: “Would it be okay if you tried our special night-time miracle cream for 30 days to see how much of a difference it would make ?
”Prospect: “Sure.” Distributor: “Okay. Let’s sit down and sort this out now.”
Distributor: “Do you find it hard to cover everything with just one paycheck ?”
Prospect: “Yes, of course.”

Distributor: “Would it be okay if we had lunch with a friend of mine, and we
could see how you could get an extra paycheck also ?
”Prospect: “Sure.”
Distributor: “Okay. Let’s sit down and sort out a time now.
”Distributor: “Do you want to be your own boss, instead of working someone
else’s hours ?” Prospect: “Yes.
”Distributor: “Would it be okay if you joined me in a new part-time business
I am starting ?
It would be fun to work together.”

Prospect: “Sure.” Distributor: “Okay. Let’s sit down and sort this out now.
”Are all conversations this easy ?
No. But many are. Most prospects want to make a decision quickly and get on with their lives. Let’s give them that option.

But what if they want to know more details ?
Great! That means they have already made a “yes” decision in their minds. If their answer was a “no” decision, they wouldn’t be asking us to torture them with additional information. Is “Let’s sort this out” the only phrase we can use ?

Certainly not. Let’s try a few other examples using slightly different wording. Distributor:
Do you have electricity in your home ?
”Prospect: “Yes, of course.” Distributor: “Would it be okay if they sent you a lower bill?” Prospect: “That would be great.” Distributor: “Let me fix that for you now.” Distributor:
“Have you ever noticed that getting old really hurts ?

”Prospect: “I notice that every day !” Distributor: “Would it be okay if you could feel younger by drinking a shot of this every morning ?
” Prospect: “If that is all it takes, sure.” Distributor: “Let me order you a few bottles now.” Distributor: “Waiting in the freezing rain for the train to work is miserable.” Prospect: “I completely agree.
”Distributor: “Should we make an escape plan for our jobs ?
”Prospect: “I would love to, but I don’t know where to start.
”Distributor: “Let’s have coffee with my sponsor on Saturday.
He has some ideas.” Pre-closing magic.
Ask any prospect,
“Would you like a long presentation or a short presentation ?
”The answer ?
“Please, give me the short presentation … right now.” It only takes prospects a few sentences to decide if they want to join or not. It is the same with customers.

They will know immediately if they want our offer or not.
We shorten our offer to just the basics and everyone is happy.
When we simplify our offer, we simplify the decision for our prospects.
We are in the “closing business.” What is our job description as network marketers ?
To get prospects to make a decision to buy our products and services, or to join our
business. That is it. We are not in the education business.

Our companies don't pay us to educate people who don't buy or join.
We are not in the presentation business.
We don't earn commissions on prospects who don't buy or join.
We don't get paid for making lists of prospects, calling for appointments, sending
strangers to watch videos, having relatives listen to audios, sharing and caring, reading brochures to bored prospects as if they are reading-impaired, or passing out endless
samples until we are bankrupt.

The only thing we get paid for is … getting “yes” decisions from our prospects.
Until we embrace this reality, we will waste hours doing activities that don't lead to “yes” decisions. Okay, that makes sense.
If we get people to make “yes” decisions, we get paid. That sums up our career.


But the real question in our minds should be,
“How do prospects make their decisions ?
”The answer to this question might be the most fascinating discovery in our career.
Understanding the “how and when” of prospects’ decisions is more important than reading sales training books for the rest of our career. Let's get started.

#1. Why do people hate to sell ?
Because they believe in the 1960s sales model of pushing products and services
on other people. The old model worked like this:
Make cold calls. Lots of cold calls. Pitch anyone and everyone who will listen.
And if we get an appointment, dump on the prospect everything that we know about our product or service. Sell, sell, sell.
After we beat our glazed-eyed prospects into submission, then we go for the close.
We use trial closes, hard closes, any close that could shame our prospects into buying.

And if they don't buy immediately ?
Then we follow up.
We harass our prospects until they buy or die !
Does that sound like fun ?
Of course not. Nobody wants to sell that way.
Yet many people today are still using the old way of selling.
This is not how prospects buy anyway. It is out of sync with the buying process.
Would we like to be sold this way ?
This is not how we buy, is it ?
This explains call reluctance, fear of prospects, and why people don't want to join our business. But there is a new way of selling. It’s a way of selling that is in sync with how our prospects want to buy. Once we embrace it, everything gets easy.

So ask yourself, “Do I want to continue using the selling practices of the 1960s ?
Or would it be more fun if I talk to prospects so they want to buy ?
”Here is the short story. Prospects want to know the big picture first.
They can immediately make a decision, based upon the stored programs in their minds. If the answer is “yes,” then, and only then, should we begin a presentation.

Yes, in the first 20 seconds we know if we want something or not.
If this seems strange, it is because we are stuck in the mindset of the 1960s.
Not good. If this seems reasonable - that our prospects can make their final decision within the first 20 seconds - then we are in sync with our prospects.

No more presentations until our prospect makes a “yes” decision. Want some examples of this more humane, new way of selling ?
Distributor: “I help families get an extra paycheck.

Would you like to know more ?
”Prospect: “Yes. Tell me more.” (Yes, I would like to have an extra paycheck.
Give me some details to support my eager “yes” decision.)
Distributor: “I show families how to get lower utility bills, so they have more money for other things. Would this be useful for you ?
”Prospect: “Yes. Tell me more.” (Yes, I am sold.
Give me the details.) Distributor: “I market a breakfast protein drink that helps us lose weight one time, and keep it off forever.

Is this something that sounds interesting ?
”Prospect: “Yes. Tell me more.” (I want to lose weight.
I will try anything!) Distributor: “I help retail clerks start a new career, so they never have to work weekends again. Is this something that you would like to talk about ?
”Prospect: “Yes. Tell me more.” (I don’t want this job for the rest of my life.

Can we talk in the food court during my coffee break ?
Wait a minute. This doesn’t seem right! Feels a little strange, doesn’t it ?
Why would people mentally make an instant “yes”
Decision before they hear the details ?
This goes against our beliefs about how people make up their minds.
But it is “what we don't know” that holds us back.
If we keep operating on what we know, then our results will stay the same.

We want different results.
So we will have to explore and find “what we don't know” to move our career
forward. Is there any shame in not knowing how to do a business before we start ?
Of course not. The only shame is to join a new profession, and then refuse to learn the new skills that the profession requires.


#2. Let’s go to the movies. Our good friend comes to our home and says, “Let's go to the movies. The new Disney movie opens today.” We drive to the movie theater.

After standing in line for several minutes, we buy our overpriced tickets. Once inside, we see tasty snacks at “value pricing.” So we invest in some popcorn with extra butter, a giant soda, and a few candy bars to hold us over during the movie.

We take our seats, and immediately the theater starts showing us commercials !
Yes, we paid for our overpriced tickets and snacks, and now they are trying to sell us more with their commercials. After 15 minutes of commercials, we want to riot. But thankfully, now the trailers for the upcoming movies begin to show.

The new movies look exciting. The mega-decibel speakers make our eardrums hurt. However, we enjoy the action on the screen. Finally, the new Disney movie begins.
For the next 90 minutes we are swept away in a fantasy world. We love movies.
When the movie finishes, the credits scroll down the screen.

They tell us who produced the movie, who directed the movie, who did the lighting, who made the refreshments for the production crew, the locations in the filming, the names of all the major actors and minor actors, the year the movie was made, that Disney owns all rights, and way more information than we have any interest in.
Now, here is the question.

We have a timeline from when our friend came to our home all the way to the credits scrolling on the screen at the end of the movie. Let's think about this. “At what point during this timeline, between our friend coming over and the movie finale, did we
make our final decision to go to the movie ?”
And the answer is … immediately !

We made our final decision to go to that movie before we bought our tickets, and before we saw the movie. All the details and information happened after we made
the decision to go to that movie. In fact, most of the details and information about
the movie happened after we saw the movie!

#3. Women hate this. The husband relaxes to watch television.
He grabs his favorite tool, the remote control. Then what happens ?
Click. Click. Click … and more clicks.
The husband mindlessly clicks through every channel looking for something
hewants to watch.
How long does it take the husband to make a decision for each channel ?
Less than a few seconds. The man makes his final decision with almost no facts, almost no information. The man doesn’t watch the entire show. He decides in less than two seconds if that show is for him or not. We think, “Hey, that’s not fair.

He needs to know more. He needs to watch the channel longer.” Well, it may not be fair, but that’s how it is. The man has a mechanism inside of his brain that automatically makes the final decision about that channel, and this mechanism works in seconds.

No facts needed. Our prospects use this same mechanism to make their final decision about our business. They don’t make their decision based on facts or information.
So please, let’s not irritate our prospects with facts and information when we are seeking a decision.

That would be rude. Let’s save our video and presentation book for later, after the decision. They will make excellent training tools if our prospects decide to join or buy. Wow! So let's ask ourselves this question,
“When do people make their final decision ?
After the information happens, or before ?”
It appears … before the information! Ouch.

This changes our beliefs about decisions.
Our observation shows us that information is not part of our prospects’ decision-making criteria. The information happens after our prospects’
final decision. And the “yes” or “no” decision happens … instantly ???
A new view. We should be feeling a little bit uncomfortable at this moment.

This is not how we thought prospects made decisions. Instant decisions based
on no information means … oh my ! My wonderfully-crafted presentation may not
be as important as I thought it was. In fact, it may be meaningless in our pursuit of getting a decision from our prospects. Hard to believe ?
We can doubt brain science.

We can be skeptical about all the psychological research. But it is difficult to dismiss our honest observation of the facts. People make decisions instantly, based upon little or no information.

#4. Let's go grocery shopping. It is time for our weekly trip to the grocery store.

As we grab the cart, we head down the first aisle. Immediately to our left, we see a carton of milk. Would we think this ?
“All right! Milk! I hope the milk company has a video explaining the history of cows. Maybe the video can show me pictures of their farm and the cows they milk.


I wonder if the company founder always loved the cow business.
Is there some online audio where I can hear the milking machines in action ?
I need to check the back of the milk carton to see if they have a list of the awards
they won in milk-grading contests.

There doesn't seem to be a PowerPoint presentation, but maybe there are audio testimonials of people who drink their milk. If their milk was patented, that would be impressive.” If those are the thoughts that cross our mind, we have a problem.
People don't think this way.

We simply look at the carton of milk and make an instant decision to buy it or not. Then, we continue walking and looking at more grocery items.
As we walk, our mind continues making these instant decisions.
“No, no, no, yes to those candy bars, no, no, yes to those snacks, no, no, no.”
Is there any thinking involved ? No.

All of these instant decisions were made by stored programs in our minds.
If we did not make decisions this way, and needed an hour-long presentation about each item in the aisle, we would starve before we got to the end of the grocery store aisle. Thankfully, our minds don’t work like that. We can’t deny the obvious.

Our prospects make instant and immediate decisions based upon little or no information. The decisions to buy or join happen early in the conversation.
These decisions do not happen after a 45-minute, mind-numbing presentation.
If information was enough, then network marketing companies would not need us.

The Internet is full of information.
Add to that brochures and catalogs by the millions.
But … don't prospects need information ?
Information is the weight that holds us back and slows our career growth.
Prospects don't need information. Information is not what prospects use to make decisions. Want proof ? Let's talk about overweight people.

I am one of them. As an overweight person, I have brochures, research reports,
audios, videos, and documentaries on how to lose weight. I live next to weight-loss clinics, gyms, and diet consultants. Every day I see dieting information on television and on the Internet. I have been preached to and lectured to on how to lose weight.

Every overweight person in the universe, including me, has the information on how to lose weight. Ask any overweight person, “How do you lose weight ?
” What will they say? “Eat less food, and exercise more.” Every overweight person in the universe got the information !

So here is the question.
If people made decisions on information, and every overweight person in the universe has the information, wouldn't that mean that there would be no overweight people ?
Ouch! All that information has nothing to do with the decisions people make.
So every time we see an overweight person over the next two weeks, simply say to ourselves (inside our minds, please, not out loud),

“People don't make decisions based on information.” There we have it.
Every time we see someone who is overweight, it proves to us that information has nothing to do with decisions.
Will everyone on your team accept that decisions work this way ?
No. Amateur distributors won’t believe their presentations have nothing to do with
their prospect’s decision.


They will argue:
* “‘But they have to know the name of the company.”
* “They need to know about our patented products.”
* “How can they decide without first seeing our compensation plan ?”
* “We are the best. They have to know that first.”
* “Our scientist can beat up other companies’ scientists.”
* “Nobody decides until they see the facts.”
* “Our wonderful company video is what sells prospects.”
* “My 3-D laminated flip chart presentation is what causes them to decide.”
It is hard to argue with amateur distributors.
They don’t know what they don’t know - yet.
So what would we do ?
Tell them, “Figure it out.” Give them these two examples.
They either “get it,” or they doom themselves to long, boring,
Useless presentations.

Here are the examples.
Example #1. We invite a prospect to our opportunity meeting.
He doesn’t come.
Has he made his decision ?
Yes. What was his decision? “No.” He decided not to join and he hasn’t seen a single fact or bit of information.
Example #2. We invite a prospect to our opportunity meeting.
He decides not to have dinner with his family.
He decides not to watch television that evening. He decides not to rest after a hard day’s work. Instead, he decides to give up his entire evening so that he can come to our meeting and start his own business.

And he hopes we don’t talk him out of it with a long, boring presentation.
When did he make his decision ?
Before he came to our meeting.
Yes, prospects make the final decision before the facts.
This goes against all our amateur distributors’ beliefs.
They will resist adjusting their business to take advantage of this fact.
People hate to change their beliefs.
Our amateur distributors will continue to force presentations on prospects
who make “no” decisions.This is impolite,
And wastes the time of everyone involved.
The result ?
Frustration for both the prospect and the amateur distributor.
Pre-closing? Now, that makes sense.
Prospects make their final decision based on no information,
And before our presentation begins.
So how we use the time before the presentation can determine whether we get
that final “yes” decision. Pre-closing works in our favor.

Why? Because it is comfortable for our prospects.
High-pressure closing techniques at the end of the presentation just don't make sense.
The reality of our first contact.
Our prospects have many decisions to make every second.
* Should I stand or sit ?

* Do I pay attention to that car across the street ?
* Will I get home in time to watch my favorite shows?
* Am I hungry? Let me check.

* Do I have time to think about my spouse’s birthday present now ?
* Was my boss honest in my job review ?
When we meet prospects, they want to make a decision about us and our offer as quickly
as possible.
They have too many other decisions fighting for their attention.
That is why they rush their initial mental “yes” or “no” decision.
This is how we think. This is how our prospects think.

So why not use words and phrases that will make it easy for our prospects to make a quick decision ? Less stress, less rejection, happier prospects.
Can you recruit 100 people in one week ?
Belief is important, but it is only the first step. We get a telephone call.
The person says, “Are you an investment banker ?
Can you raise money ? Could you get $500,000 together that I can borrow next Thursday ?” Our answer ? “I can't do that. I am not trained in raising capital.

I don't even have friends that have extra money.”
Because we don't believe that it is possible, we won't even try.
Belief is the first step. If we don't believe, all the skills in the world will not help us.
Now imagine this scenario. We get a telephone call.
The person says, “I kidnapped your child.

I will release your child on Thursday for $500,000.” What do we say ?
We wouldn’t say, “Oh, I am not a professional that can raise money.
Sorry.” We say, “I will have $500,000 by Thursday.”
What was the difference ?
Did we get new training ?
No. The difference was belief.
Without belief, we won't try.

Even though we don't know how to raise $500,000 now, we believe that we could learn new skills and figure out a way before Thursday. The first step is … belief. Believing that we can is only the first step. It is a necessary step, but there is another. The second step is learning what to say to our prospects. For all the people who believe that just thinking positively about something will make it happen, I share this story.
The “We need skills” story.

The prospect says, “No.” And our reply ?
We say, “No? Are you kidding ?
But I chanted affirmations this morning! And I have new pictures on my vision board. Yesterday I worked on my mindset. My goals are better than your goals. I attended two company conventions and yelled with enthusiasm. I jumped higher than everyone else.
I believe so hard. I am passionate! So how can you refuse my offer ???”
Okay, that’s a ridiculous reply.

But it does point out that getting our heads right is only the first step towards success.
Yes, it is a very important first step. But we have to do more.
Step #2: Learn the skills of our profession. Unless we learn the skills of how to get our prospects to make “yes” decisions, we don’t have a business. We have hope.

We have wishes. But not a solid business. Our financial security and success depends on learning the skills of our profession. So let’s ask ourselves, “When would be a good time to start learning these skills?” Hopefully … now! We must master pre-closing so our prospects will make “yes” decisions instead of “no” decisions.

Let’s learn a few more easy techniques now.

Press on the picture to Purchase
Or to Know More, Or Click ..
Knowledge is Power
Health and Personal Care

Closing for networks marketing
Is there a magic one-sentence close ?
My prospects said, “Sure, go ahead and explain how it works.”
Things started well. As I explained the background of the company, I noticed a slightly glazed look in the husband's eyes.

That didn't bother me.
I cranked up my enthusiasm another notch.
As I explained the company's mission statement, the wife began giving herself a manicure. I sensed things were deteriorating. But it would get worse.
And worse. Ten minutes into my presentation, I looked at their faces.

The husband's face began to twist.
He looked like he had a parasitic worm painfully eating the inside of his brain.
His wife wouldn't even make eye contact. No worries. Just 30 more minutes of mind-numbing data and I was sure they would change their minds. Well, my presentation did not convince them. Here was my last hope.

Yes, I would go for the “close.” Can you guess what happened ?
They said, “No!” But it was my best close. How could they refuse ?
I heard this close at a sales convention and the speaker said it worked for him.
And here was my first lesson in closing.

Closing doesn't happen one time at the end of the presentation.
Closing happens before the presentation.
Then, their decision is re-considered in the middle of the presentation.
And yes, our prospects must confirm their decision at the end of the presentation.
Then, we can move forward.
Even though most prospects make their decisions early, we can still talk prospects out of joining with a boring presentation and an anti-social close.
I had just proved that.

So, what do we currently say to close our prospects ?
Imagine this uncomfortable situation.
We are sitting with our best prospects, a husband and wife,
who seem to be interested in our business.
As we finish our presentation ... dead silence. No one talks.

More dead silence. Someone has to break the ice and say something.
Our prospects are content to sit and watch us sweat.
What are we going to say ?
We don't want to get rejected. We must say something.
Gathering our courage, we meekly say, “Do you want to join ?” “Please ?”
“Our baby needs shoes!” This is embarrassing.

If we don't learn what to say at the end of our presentations, this scene will repeat itself over and over during our career. We don't want to say something stupid to our relatives or they will make fun of us at the next family reunion. We can't be pushy or else our co-workers will walk on the other side of the street when they see us.

Now is the time to learn exactly what to say, word-for-word.
We must get our prospects to make decisions to move forward.
Some suggestions ?
Closing is important. Why ?
Because if we don’t close, we don’t get paid.
That should be a good enough reason.
If we don't have anything to say at closing, how will we handle objections ?
We hear: * “I want to think it over.”
* “I have to talk it over with my spouse.”
* “I don't have any money.”
* “I don't know anyone.”
* “I am too busy.” * “It is not for me.”
* “I am not a salesman.”
* “I don’t know how.”
* “It is too expensive.”
* “It is a pyramid.”
* “Do I have to sell something ?”
* “Is it one of those things ?”
* “It is too good to be true.”
* “So what is the catch ?”
* “I can’t talk to my friends.”
* “I tried that once and it didn’t work.”

If we don't have a great close now, then when we will create one ?
We don't want to be victims. We are proactive. That is why we learn better closing skills. Experienced networkers know that closing isn’t about an awesome final sentence.
However, we do have to say something at the end of our presentations.

Staring at our prospects is not a good plan.
A few years ago, we asked our newsletter subscribers to submit their best and worst
closing sentences.
Health and Personal Care

Would you like to know what others say at the end of their presentations ?
Here are some suggestions from the subscriber survey we did.
Subscriber-suggested final sentences.

* Which one would you prefer for your family ?
* Is this the opportunity to freedom for you ?
* If the economy gets better or worse in the future,
Wouldn't it be nice to know that it won't matter ?
Because you are now financially “set” for life.
* Well, that is it.
The choice is yours.
The freebie business or the fifty-dollar business ?
Which fits you best ?
Beautiful Young Ladies Store

* I have answered all your concerns, so when will we start working together ?
* Which part do you feel will benefit you the most ?
* Does this sound like a good fit for you ?
* Which plan fits your budget ?
* Do you see an opportunity for yourself ?
* What would you like to do as your next step ?
* My advice is not to join, but you never listen to me [smile].
* That is all there is to it.
The rest is up to you.
* So, which will be easier ?
Working until you are age 65 or older, or following a simple system to find 250 users of these products ?
* Are you ready to get started now ?
* Now I have answered all of your questions.
You have told me how much you like what our team and company do.
*Are you ready to join and start the journey toward the freedom
you spoke of so passionately ?
You said you would act if this met your criteria, and we have met your criteria.
Would you like the _________ or the __________? * Most people I show this to are impressed with the business model and join right away.

What impressed you the most?
* Would it make sense that if we can do what I said we could do,
That you would take the next step ?
* So, is there any reason why you can't get started now
and get yourself into training?
* I will personally work with you to build your business for the next 10 days. If you are not happy with the results, I will personally call the office and get you a full refund.

* Does this sound like something that would interest you ?
* Most people enjoy the presentation and respond favorably, but I am really interested in what you think.
* How can I help you make a good decision ?
* This is a pretty good deal, isn't it !
We might look at these closing sentences and think, “Hmmm, some are good.
Some have possibilities. Some would never work with my friends. Some are disgusting !” That is normal.

Beautiful Young Ladies Store

There isn’t one special close that will work every time, with every person, in every situation. We all have preferences.

But, we can improve! We can and should create new and better closes.
We also asked our subscribers to submit some closing sentences they hated.
Yes, they sent us high-pressure, anti-social, rude sales closes that are ugly.

Want to see what our subscribers submitted and have a laugh ?
Some are really, really bad. :)
Worst closing statements from subscribers.
Some of these are very rude and belong in trashy movies about sleazy salesmen.
* Do you want to pay with cash or a credit card ?
* So, what is it going to take to put you into this business today ?
* Any three-year-old can see it is a good opportunity.

Do you have a problem with that ?
* Which part of my presentation did you like best ?
* On a scale of one to ten, how do you see your enthusiasm?
* Don’t you love your family ?
* Losers think ... winners act !
* Now that I have shown you how to better your life, when are you starting ?
* Even the wimpiest wifey or hen-pecked hubby can make a fifty-dollar decision
without permission.
So, are you in or not ?
* What do you mean ?
After all the time we spent together, you are telling me that you have no interest in my opportunity ?
* Do you know what your life will be like without this wonderful product ?
* We have already discussed that, using different words.
Care to be honest with me here?
* Would you like to get rich now or never ?
* Why won't you join my business ?
* Do you want it in red or blue ?
* You know I love to collect autographs.

Just sign here.
* So which part of the opportunity didn't you like ?
The part where you can save children's lives, or the part where you will make
a lot of money ?
* I want to bless you with this opportunity to keep food on your table.
* Which part of my presentation didn’t you understand,

so that I can repeat it to you more slowly ?
* It only costs $2,500 to join.
* Do you want to be the only one on your block driving an outdated car ?
Of course not. Here is how we can change that.
* I can see you are salivating to get in this program.
* So, are you interested ?
No ? Okay. How about now ?
How about now ?
Now ? Now ? NOW ?
* Hmmm, I thought you would grab a good opportunity when you saw it.
* You want to go ahead and do this, don't you ?
* What name do you want on your bonus checks ?
* You would be great at this and you can make tons of money !
* You would be great at this and make me a ton of money !
* Do you want to join now or next Tuesday ?
Are you disgusted with those bad closing sentences ?
We need to improve not only our closing sentences, but also our entire timing
and strategy on closing.

After all, getting “yes” decisions is what we get paid for.
As professionals, we must move forward and learn a variety of closes. Not every close is appropriate in every situation. We want to have an inventory of closing sentences that help our prospects overcome their fear and procrastination.

Our products, services and opportunity can’t help our prospects unless they say “yes” to our offer. But let’s have some fun first !
Before we do any boring explanations, we will look at some quick and easy closes.

Ready for some basic closes we can use right away ?
Ask an easy question. When we close, we must get the other person to talk. If we do all the talking, nothing happens.
So how do we get other people to talk ?
By asking a question. Here is the problem with asking a question.
We hate rejection.

The solution ?
Instead of asking a direct “yes” or “no” question, we can ask a more subtle question
to get a commitment. Then, if our prospects say “no” to our question, we still have an opportunity to continue the conversation. I needed questions like these when I began my network marketing career. When I started network marketing, I was afraid to close.

Well, it was worse than that. I didn’t even know how to close. I had no clue what to say. It wasn’t my fault that I didn’t know how to close. They didn’t teach me how to close in school. But here is what happened when I joined network marketing.

The company assumed I already had the skills necessary to talk to people correctly.
Bad assumption. :) When we start our business, our confidence levels may not be high.
Plus, we will talk to our closest friends, so we want to be polite.

But, we still have to close and get that “yes” decision.
Here is an easy, polite, rejection-free close to start with. Is it the best close ?
Of course not. But at least it is a close we can use comfortably, without risking everything. Here is what we could say: “You seem to like what I showed you ... would you like to know how to get started ?” There. That wasn’t so bad, was it ?

No one should ever get mad or offended with that closing statement.
There are two possible answers to this question. Let's look at the options.
If our prospect gives us a “yes” answer, we can assume our prospect wants to join.
We can start with the sign-up process. Pretty simple. If our prospect gives us a “no” answer, it would sound something like this. “Not yet. I need to know more.

Could you explain ...”
This means our prospect still has some comfort issues about moving ahead.
No problem.
We can assist. What is the worst answer from a prospect ?
What is the maximum rejection we can get from this question? Here it is.
We say, “You seem to like what I showed you ... would you like to know how to get started ?” Our prospect replies, “No.
I don't want to go ahead with this. It is not for me.

I appreciate your time, but I don't feel like moving forward on this.” Gee.
That wasn't so bad. If this is the worst rejection we will ever get from this question, then our fears of closing should go away.

Sounds great, but are there more ways ?
In our book, The One-Minute Presentation, we discussed three mini-close phrases.
We can use these to put the decision directly on our prospects. Here they are:
* “Well, what do you think ?”
* “The rest is up to you.” * “And that’s it.”
All three of these phrases require our prospects to respond.

No more pressure on us.
The pressure is all on our prospects to reply with their decision.
Plus, these statements show our prospects we have confidence in our offering.

Prospects love that. If they are going to come with us on our journey, they want us to be confident that we will arrive safely.

To be continued "..." Soon


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