I am currently expanding my operations and one of the things I have learned is that you never stop learning. And by the law of fivefold success (you are the average of the five people you associate with most) I am still trying to further enhance my closing skills as I believe I could improve them even more. So I want to learn from YOU while also offering you what I've learned.
I use a four question method, and it's been getting me a LOT of signups to my new business. I'd like to share it with you.
So many people ask the question "So, are you interested?" outright at the point of signup or at the end of the presentation and FAIL at this point that it's almost sickening to watch. I've found that by following the method I learned from one of the masters - Eric Worre - that my signups have more than tripled in the last three months. So because I'm in such a good mood and because my aim in life is to enrich other people's lives by setting them free and educating them, I've decided to share it with you. This set of closing questions should be used once you have the prospect in a place where you think they are ready to commit and just need a little "nudge".
Based on what you've just seen, if you were to get started even on a part time basis, how much would you need to earn each month in order to make this worthwhile for you?
This question sets expectations and allows the prospect a chance to decide how much they want to make.
Approximately how many hours couldyou devote each week to develop this kind of income?
Now we allow the prospect to decide how committed they want to be.
How many months would you be willing to work those hours to develop the income you want?
This gives the prospect a chance to decide how much of their life they want to use up in order to get to the income mentioned in Q1. And then we wrap it up.
Question 4. - Wrapping it up.
If I could show you how to develop a business making [answer to Q1], working [answer to Q2] hours a week over [answer to Q3] months, would you be ready to get started right now?
Rather than trying to get them to sign on the line outright, you just let them know that you are there to help them achieve question 4, but that you aren't there to do it for them. If after question 4 they aren't sure, don't let them go! Keep on educating them, invite them to another video presentation, ask if you can send them another DVD, magazine or presentation. Some signups will take years to bring in, while others will happen at your first encounter.
So, your turn - what closing method works best for you?