Once you've mastered the art and science of the closing process, you can start to move into more advance closing. After you hear the first "objection" you must DIG in and find out the real reason your prospect isn't buying right that instant. The way to open up your prospect and find out the real reason is by asking a simple standard question: STEP 1
"I understand that, keep in mind it's not mandatory that you have to do this, you don't have to take advantage of this opportunity, it's just that a person of your potential and your desire to lose weight and create an immediate income, I just can't understand why you wouldn't want to take of the opportunity to begin living a better healthier lifestyle while creating that immediate income, starting TONIGHT? From that point moving forward in closing your lead you will be able to divide your prospect into two distinct categories, SKEPTICISM or PRICE. These are the ONLY two reasons people don't buy right away, everything else is simply an EXCUSE. You MUST understand this in order to help your prospects overcome their false perceptions of reality. Once you are able to distinguish between the 2, you'll close 50%-70% of all your prospects provided you invited them to take a look the right way.
STEP 2 - Advanced Closes Advanced PRICE Closes
Normal 0 MicrosoftInternetExplorer4 /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Table Normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-parent:""; mso-padding-alt:0in 5.4pt 0in 5.4pt; mso-para-margin:0in; mso-para-margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:10.0pt; font-family:"Times New Roman"; mso-fareast-font-family:"Times New Roman";} I can understand how 300 might be a whole lot of money to you, especially for a business that hasn't generated a nickel for you, Let me Ask you a question, If I could show you a way to get this done here tonight without risking a penny of your own money would the opportunity be something you would want to take advantage of here this evening? (Wait Til They Say YES!) Then Respond:
The best part about this program is that I can actually show you how to have anyone of your current credit card companies take care of the one time fee of $$$$$$$$ so you will have no out of pocket cost at all. Even better I can actually show you how to begin to generate cash flow immediately so you could use your profits to pay that invoice before you ever even receive the bill…. …I know for a fact if you come to our trainings and you use the scripts we'll provide you with and you go to work tonight that if you wanted to you could use all the tools that we provide and in addition to the fact that I would be your mentor and I could help put the other pieces of the puzzle together it would help you to begin to create cash flow with XYZ Company using those exact same tools starting tonight if that's what you really wanted to do. I don't need your credit card you see I'm authorized to do business using your credit card because I have already been checked out by a financial institution that is far greater than you and I combined in the resources and ability to make sure that I do good business and I stand behind my product or they wouldn't let me process the credit cards so the only thing I am going to ask from you (PERSONS NAME) is to put your trust and confidence with your credit card company where it has always been and give me the opportunity to help you grow your business. is that fair enough?
Don’t Want To Spend More Money how much money roughly have you spent on your business or any other entrepreneurial ventures would you say it's hundreds or thousands of dollars? (Wait for Response)
Let me as you a questions, If I could honestly offer you a chance to get every penny of those thousands of dollars back that you spent and lost on other ventures, would you want to take advantage of that offer? Here's the deal, I can't give you all those thousands of dollars back but what I can tell you is that I guarantee you if you don't move forward here you are never going to get those thousands of dollars back because if you keep doing what you are doing, you are going to keep getting what you're getting, there is no question about that, however if you get yourself educated and plug into our systems then all the money you have spent and lost at this point have in turn become an investment in the growth of your business, worst case scenario you plug into our systems and 1 year from now you lost $XXX and for whatever reason you weren't cut out for the home-business industry. best case scenario, not only do you have those thousands of dollars back in your pocket you will also have the knowledge to continue to grow you business and acheive all your hopes and dreams. So I have to ask you, what's more important to you, losing money or making money?(wait for a response) great hand over you mastercard and we'll make it happen...... Advanced Skepticism Closes I can understand that so let me ask you a questions it sounds to me like maybe you're just a little bit skeptical is that a fair statement? I don't blame you for being skeptical, but let me ask you another question, if I can honestly show you a way where we could get this done tonight without you risking a nickel is the opportunity something you would want to take advantage of tonight? The best part about this program is that XYZ Company is so confident in the the ability of the the products to help you (BENEFIT of Your Products/Opportunity) they provide a full 90 day money back guarantee in writing. Meaning that if you will simply use and apply these products into your daily routine and after 90 days if you aren't happy, They will refund your money in full.
TIME (to grow the business) How many hours a week if any could you spare for the growth of your business? (Listen to their response) well let me ask you this if I could show you a way to get this done tonight just using XX minutes a week would you want to take advantage of the opportunity tonight? Great we have everything online and on video so you can absorb the information as quick or as slow as you like just understand you aren't going to learn to grow a multi-million dollar business with only 30 minutes a week, but if that should stop you that would be silly. Would you agree? I do want to but I'm afraid of my wife... (for the business) how much money roughly have you spent on your business or any other entrepreneurial ventures would you say it's hundreds or thousands of dollars? You can't really blame her for frown upon her for doing these kinds of things right? I can see why she wouldn't want you to spend any more money on a business... If you could put me on hold and your wife was standing next to you and you could offer her a chance to get every nickel of those thousands of dollars back that you spent and lost on other ventures, do you think she would want to take advantage of that offer? ok, you probably would too right? Here's the deal, I can't give you all those thousands of dollars back but what I can tell you is that I guarantee you if you don't move forward here you are never going to get those thousands of dollars back because if you keep doing what you are doing, you are going to keep getting what you're getting, there is no question about that, however if you get yourself educated and plug into our systems then all the money you have spent and lost at this point have in turn become an investment in the growth of your business, worst case scenario you plug into our systems and 1 year from now you lost $299 and for whatever reason you weren't cut out for the home-business industry. best case scenario, not only do you have those thousands of dollars back in your pocket you will also have the knowledge to continue to grow you business and acheive all your hopes and dreams. So I have to ask you, what's more important to you, losing money or making money? great hand over you mastercard and we'll make it happen... In closing...
As you can see, the two types of closes are very similar yet different....they are both done with purpose and meaning. With a little practice these advance closes will work every single time. Obviously they can't prepare you for everything that you'll come across but they will give a good foundation and some building blocks to go on. I hope this helps point you in the right direction when it comes to closing your leads.
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