To close a sale means you’re asking for a commitment from your prospect.  This process should simply be a series of questions you ask leading to one final question, all of which should have an answer of yes.  In essence you’re looking for the correct series of yes’s that lead to a commitment.  This might be one of the hardest things for you to get over, but you should never be offering the product.  Ask them if they need the product, and then ask for a commitment.  Remember that fact tells, and story sells!

There are 4 basic types of questions that you might have to ask your prospects depending on where your relationship is prior to the phone call!  If you are a brand new relationship, you’ll probably want to go through all of the types of questions!  I know when I was using the script I received from my company, that  it used all 4 types of questions, and still use parts of that script for some of my phone calls.

1. Small Talk- To Break the Ice- How are you?  Where are you from?
2. Fact Finding- To find out more about your prospect-  How serious are you about making money online?  What kind of business are you in?  Do you have the money to get started??
3. Rapport building- To build a relationship with your prospect- What do you do for a living?    How are you just like I was in this industry????
4. Commitment-  Asking for the final step- Are you ready to start learning these techniques? Are you ready to start using my system?  Are you ready to stop failing in this industry??

Remember, when you’re on the phone you must be purpose driven, Stay the course of asking that series of questions that will lead to the result you want.  It might not be a sale, but rather a commitment to come to a webinar, or a commitment to talk with your sponsor, or it might be a sale.  Do not tell and talk on the phone, you will only talk yourself out of the sale.  Don’t’ talk yourself out of the calls, practice your skills until you become good at them.  Once you reach your goal of that phone call, you have to end it.  Tell your prospect that you’d love to continue to learn more about them and their business, but you have a lot of other team leaders to contact today!

On that note, let’s get into procrastination for a minute.  Why do we hesitate to sit down and call these people that have requested some information from us?  Are we afraid they won’t want to buy our product?  Are we afraid we might actually succeed?   Are we afraid that the phone conversation will not follow the script?  Whatever is holding you back from getting on the phone, get over it!  Without the phone, you’ll never achieve the connection that is necessary for most of your leads to want to purchase something from you or join your team.

Let go of control for a moment, and say what you truly feel, rather than sounding like a robot!   Anxieties keep us in our procrastinations.  Stop getting ready to get ready!!! Start marketing start asking and get in the game! Focus on what needs to be done!  The only 2 things that actually make you money in this industry are generating leads and closing sales.

You might be phenomenal at generating leads online, your marketing skills are off the wall, you have people giving you their phone numbers daily, but if you can’t get on the phone, you’ll never make it in this industry, and you might want to look for a job.

Call Leads and have new signups easier than ever before!

Read: 1 of my Best Prospecting Tips to Achieve MLM Success!

Gladly Your Teacher,

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Tags: Call Leads, Calling Prospects

This entry was posted on Wednesday, July 29th, 2009 at 2:28 PM and is filed under Prospecting. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.