Everything is selling. If you go in for a job interview, then you are selling them on you and how well you can do that job. If you tell someone about a movie that you saw. That is selling-if you liked it or if you did not like it.
If you are selling something on the internet or off the internet (selling cars for example). Then you need to know how to close the sale. This is how you are going to earn your money. If you can not close the deal or the sale, then you do not earn the money.
Get to know these things inside and out. Then you will know how to close the sale. Practice, Practice, Practice with someone else or in front of the mirror. Then YOU become the expert at closing the sale.
1. If you are trying to get people to join the business that you are in for example, say this statement every time you talk to a new person (on the phone or in person.)
* "I see that you are interested in earning money from the comfort of your own home, are you still interested."
They will give you a "yes" or a "no". If it is no move on.
These are some examples of how that statement can be changed for other things that you might sell.
* "I see that you are interested in this car, is that right?
* "I see that you are interested in getting insurance, is that right?
* "I see that you have been to my web site looking for software, are you still interested? What software? (If it was yes.)
It can be changed for the product or service that you are providing.
When they answer the question "Yes" or "No" If it is no go to the next person you are not trying to push them into something they do not want. Others are out their waiting for you to ask the question to that are interested. If it is "yes" then go to step 2.
2. Ask them questions. These are the kinds of things that you need to know.
*Are you married? (If yes and you are on the phone see if they can get on the line as well.) It will get ride of an objection later-I will have to ask my husband or wife. If it is in person, meet with both of them at the same time.
* Do you have children?
* How much money do you want to earn?
* How much time can you spend on the business?
* What kinds of things do you like to do for fun?
* What kinds of things would you do with the extra money that you would earn?
* If I could show you a way to earn an extra $ 1000.00 a month or more would you do it?
3. Show or tell them the presentation. If it is a web site have them go to the web site as you are on the phone with them. Go though the presentation with them, answer any questions they might have. If it is in person go over the presentation with them at that time.
4. Ask if they are ready to get started right now?
If they hesitate, call them on the hesitation. Is it the service or product that makes you hesitate? Is it me or yourself that you are hesitant about? Then answer to that objection. They might have other objection. answer them one at a time. The questions that you asked in # 2 use them now to take down the objections. Some of the objections might be:
* I do not have the money. Your answer would be, Are you going to be better off 6 months from now or worse off by then? If you do not make some changes, will anything change for the better?
* I do not have the time. Your answer would be, You told me that you could spend 10 hours a week on a business, is that right?
* I do not have a credit card. Your answer would be, Get a business credit card, will you not need equipment and things for your business. Can you barrow the money from someone?
* I will have to think about it. Your answer would be, What are you unsure of. Go over some of the things again that you said in the presentation. Talk about the fun things that they would like to do with some extra money.
After the objections ask them again. Are you ready to start right now? Be confident in yourself that you do not hesitate to ask the question. They can say yes or no. If it is no ask why? Answer the objections. If it is still no move on. They might just come back later.
copyright 2009 Dan and Deanna Finlinson "Marketing Unscrambled"
http://moonlight1458@gmail.com
http://sunny.bundleproffits.com/makefortune
http://ddfinlinson0729.com
If you are selling something on the internet or off the internet (selling cars for example). Then you need to know how to close the sale. This is how you are going to earn your money. If you can not close the deal or the sale, then you do not earn the money.
Get to know these things inside and out. Then you will know how to close the sale. Practice, Practice, Practice with someone else or in front of the mirror. Then YOU become the expert at closing the sale.
1. If you are trying to get people to join the business that you are in for example, say this statement every time you talk to a new person (on the phone or in person.)
* "I see that you are interested in earning money from the comfort of your own home, are you still interested."
They will give you a "yes" or a "no". If it is no move on.
These are some examples of how that statement can be changed for other things that you might sell.
* "I see that you are interested in this car, is that right?
* "I see that you are interested in getting insurance, is that right?
* "I see that you have been to my web site looking for software, are you still interested? What software? (If it was yes.)
It can be changed for the product or service that you are providing.
When they answer the question "Yes" or "No" If it is no go to the next person you are not trying to push them into something they do not want. Others are out their waiting for you to ask the question to that are interested. If it is "yes" then go to step 2.
2. Ask them questions. These are the kinds of things that you need to know.
*Are you married? (If yes and you are on the phone see if they can get on the line as well.) It will get ride of an objection later-I will have to ask my husband or wife. If it is in person, meet with both of them at the same time.
* Do you have children?
* How much money do you want to earn?
* How much time can you spend on the business?
* What kinds of things do you like to do for fun?
* What kinds of things would you do with the extra money that you would earn?
* If I could show you a way to earn an extra $ 1000.00 a month or more would you do it?
3. Show or tell them the presentation. If it is a web site have them go to the web site as you are on the phone with them. Go though the presentation with them, answer any questions they might have. If it is in person go over the presentation with them at that time.
4. Ask if they are ready to get started right now?
If they hesitate, call them on the hesitation. Is it the service or product that makes you hesitate? Is it me or yourself that you are hesitant about? Then answer to that objection. They might have other objection. answer them one at a time. The questions that you asked in # 2 use them now to take down the objections. Some of the objections might be:
* I do not have the money. Your answer would be, Are you going to be better off 6 months from now or worse off by then? If you do not make some changes, will anything change for the better?
* I do not have the time. Your answer would be, You told me that you could spend 10 hours a week on a business, is that right?
* I do not have a credit card. Your answer would be, Get a business credit card, will you not need equipment and things for your business. Can you barrow the money from someone?
* I will have to think about it. Your answer would be, What are you unsure of. Go over some of the things again that you said in the presentation. Talk about the fun things that they would like to do with some extra money.
After the objections ask them again. Are you ready to start right now? Be confident in yourself that you do not hesitate to ask the question. They can say yes or no. If it is no ask why? Answer the objections. If it is still no move on. They might just come back later.
copyright 2009 Dan and Deanna Finlinson "Marketing Unscrambled"
http://moonlight1458@gmail.com
http://sunny.bundleproffits.com/makefortune
http://ddfinlinson0729.com
4 comments:
Good Summary of the process of Closing a Sale .. keeping the potential client on side is the important thing, while not wasting your own time
Thanks again for a good post -
Hilary - Be Positive Be Happy
Awesome useful step by step on closing. You did a fantastic on putting it all together for us here.
Thank you so much,
Giovanna Garcia
Imperfect Action is better than No Action
Hilary, That is so true. If you do not then you end up wasting a lot of time. You miss the ones that really would like the opportunity. You have to know when to cut your looses and move on to some one else.
Dan and Deanna "Marketing Unscrambled"
Giovanna, thank you for your comments. It really does help to know the step by step some times. It makes it easy to remember what to do and how to do it. Have a great day.
Dan and Deanna "Marketing Unscrambled"
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