Do you struggle with closing your prospects? Well, a couple of things here.
First, I think most of us have had problem with this closing of prospects at one time or another. You need to remember a couple of things. You need to have good posture. You need to ask good questions.
Eric Worre talks about what the pros do. What the pros do with closing is they remain emotionally detached from the outcome. Their goal is education and understanding.
They assume that the prospect wants to join them. They know that people are going to join them. They’re always prepared. Eric has a great six-step process that I’d like to go over for closing, and it’s in his book Go Pro.
Number one, what did you like best what you just saw? Number two, on the scale of 1 to 10, with 1 you have no interest and 10 that you have such interest you’re ready to get started, what number are you?
By the way, anything over a two is actually good because at least they have some interest. Now, if they were two, it may take some convincing.
Number three begins a series of four questions in hopes of closing the prospect. Number four, hypothetically, if you were to get started today on a part-time basis, how much money would you need per month in order to make it worth your while?
Number four, how many hours per week would you be able to put into the business?
Number five, how many months would you be able to work the business?
Number six, if I, would you? If I could show you how to make X number of dollars per month working X number of hours per week over X number of months, would you be ready to get started?
Let me tell you, the advantages of this six-step system is it gives the prospect back his specific needs, not how’d you like to make $5,000 a month, how’d you like to make $10,000 a month.
In other words, you’re saying to the prospect, if I could give you what you want, would you be ready to get started?
You’ll find that you’ll have a lot more people ready to get started. If they need more time or information, just schedule a followup visit.
Dr. Steve Sabo
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Check Out My Previous Blog Post: How Do You Deal With a Prospect Who Wants to do Business His Own Way?