How to Close

There are a number of ways to accomplish the close. The number one rule however is to always ask leading questions, that is, don’t ask questions that can be answered with a yes or no. A leading question requires the prospect to give thoughtful answers; answers that you can use to clarify something or that you can restate to help emphasize your close. Leading questions usually start with words like, who, what, when, where, would and how. Some examples of leading questions would be:

• How would this fit into . . . ?
• Who do you know . . . ?
• What did you like best about what you saw?
• Tell me more about that. (Let them sell themselves. Take notes here; you should already have some notes from the first time you spoke with them). 
• Okay, PROSPECT’S NAME, do you want to make a little or a lot of money? 
• What for? 
• PROSPECT’S NAME, at your current job, how long will it take you to be able to (list the need, strengths and goals he or she just gave you)? 
• What products are you interested in? 

The point here is to get to the prospects true objections so they can be overcome.

One of the best ways I have found to pose a closing question is to take the prospects temperature.

• “On a scale of 1 to 10 with 1 being no interest and 10 being ready to get started, where are you?” Then follow up with, “How can I get you closer to a 10?”
• Or the A, B, C close, “Now that you have seen the presentation are you an A, B or C? An A is where most people are. An A sees the value and the potential and is ready to get started today. Then there are the B’s, they see the value or the potential but they have a few questions they want to get clarified before they start. Then there are they C’s, not too many people are C’s. They just don’t have any interest and see no value for themselves. Which are you an A, a B, or a C?

Of course, once you have an answer, if they say they are ready to get started shut up and start completing the affiliate application . . . “How would you like your name to appear on your check?”

If they have questions use more leading questions to get to the root of their objection.

Once you have their core questions answered I think the 4 question close is powerful and it brings their goals and how we can solve their goals into the close. The 4 question close goes as follows:

Question 1

“If you were to get started on a part time basis, approximately how much would you need to earn each month to make this worth your time?”

Question 2

“How many hours per week could you realistically commit to creating that type of income?”

Question 3

“How many months would you work to develop that type of income?”

Question 4

If I could show you how to make (answer from question 1) each month, working about (answer from question 2) hours a week for (answer from question 3) months, would you be ready to get started?

Here is another short video form Eric Worre covering the 4 question close:

Folks, learning how to become a professional in recruiting can’t be done in an hour a day. You need to completely immerse yourself in developing your skills, and then you need to practice it over and over and over and over again until you get it right. I strongly encourage you to take your education seriously. Plug into every type of self development program you can get your hands on. Take advantage of your up-line; take advantage of your company training program; take advantage of the other network marketing professionals and their books, CD’s, DVD’s and other tools; Take advantage of organizations like Toastmasters International. Continuing your education is an all the time proposition, if you decide to do it then you will be on your way to success as a network marketing professional.

Keith Abell, RPh MI

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