Three questions to check our team's closing skills.
#1. "Are you scared or too shy to close your prospects?" Most will say "yes" to that question. They don't want rejection. They don't want to look like they are trying to make money off their friends. The result? They don't close.
#2. "Tell me your best one-sentence close." Prepare to hear silence or excuses. They don't have a good close that they are comfortable with.
#3. "Would you feel better about talking to people if you had a great close?" When we remove the fear from our team members, they feel better about talking to everyone.
Need a baby-step first close to teach the team? Simply teach them to say:
"This business either works for you, or not. So what would you like to do?"
The "bottom line" technique from the newest Big Al book.
Here is what happens when we say, "Here is the bottom line."
Our prospects think, "Okay. This will be short. I can listen."
• "Here is the bottom line. If we don’t start our own business, then we are sentenced to a lifetime of labor."
• "Here is the bottom line. Never go on a diet. Why? Because when you get off the diet, the weight will come screaming back."
• "Here is the bottom line. Nobody is going to get a 50% pay raise this year. We have to do something on our own to get ahead."
• "Here is the bottom line. We want to live longer. This can help."
• "Here is the bottom line. We eat junk food, and that makes us feel like junk."
• "Here is the bottom line. At 50 years old, you can’t save enough money to retire. You need a second income."
• "Here is the bottom line. You can continue paying more for your family holidays, or you can save huge money by booking them with us."
See all the Big Al books at http://www.BigAlBooks.com
Tom "Big Al" Schreiter