Closing the sale!
So many of us still say, ’I don’t want to appear pushy’, or, ‘I’m not really a sales person’. I have heard this used so often as a reason for not closing a sale and, frankly, it worries me.
Many social/direct sellers work really hard at their business but…not actually closing a conversation is what I call ’working hard…not smart’.
Read on to find out how simple it is to ’close the sale’ with potential recruits, potential hosts – and even indecisive customers!
1. When you meet with someone who is interested in knowing more about your business opportunity, then it is up to you to close the sale. At the end of a business opportunity meeting (formal presentation, or informal coffee and chat) you need to extract a ’yes’ a ’no’ or a ’maybe’ from your potential recruit. This is simple to do and, although not always the decision you had hoped for, if handled well, any of these three responses can lead to growth of your business.
All you need to say (after explaining how the business works, and the personal benefits to your prospect) is,
’So would you like to join my team?’
If that sounds too scary you could try,
‘On a scale of 1-10 – where 10 means you are ready to join – where are you now?’
Those two simple questions will help you to close the sale!
If you get a ‘yes’ then simply start the process of ordering their kit whilst giving dates for ’new consultant training’ and any upcoming meetings.
If, your prospect says, ’No’, assure them that that’s O.K, but ask who they know that might be looking for an opportunity. Also ask if they will host a product presentation for you in the next couple of weeks (explain that although the opportunity is not for them just now, they may have friends who would be keen to fill your vacancy).
If ’Maybe’ is their response then ask them what else they need to know to come to a firm decision. You may be able to cover their ’concern’ there and then, or it may be that you need to give them twenty-four hours to think about/talk things over with someone. With a ’maybe’ it is really, really, important to agree a follow-up call (date and time within twenty-four hours max) with your prospect. Don’t leave them to call you – they may feel too embarrassed to do so – or they may just forget!
2. When chatting to someone with whom you would like to book a product presentation, you need to ensure you have your diary and some ’host’ information to hand. This makes it easy to then say, ’Let’s get a provisional date in the diary now, and I’ll call you tomorrow just to confirm everything, and to go through a few details to ensure that you have a great experience’. If they are reluctant to book a date there and then, arrange to call them within twenty-four hours. You need to (very nicely) make the point that this is a business for you – and if you don’t go to work you don’t earn!
3. When you have spent a while with a customer going through several products that they are interested in, yet they can’t decide which to buy, you clearly need to help them. Ask open-ended questions, such as ’Which products do you feel would be most beneficial to you right now?’ Note, I say products…not product. It’s not for us to decide how many products someone wants, or how much money our customers want to spend. If they place an order for say, two or three products, don’t be tempted to say, ‘Great, that’s a total of £xxx’. Ask, ‘Is there anything else you want to add to your order/I can help you with?’ When your customer tells you, ‘That’s all’, thank them for their order and mention that you will most likely give them a call in a week or so to see how they are getting on with their purchases. This ‘customer care call’ often leads to another order – or a referral – in addition to building customer relations, so is well worth making.
So, in a nutshell, closing the sale is professional and essential with everyone you do business with. It’s not pushy at all. It provides clarity to those you are communicating with – and helps you to develop your business through working smart!