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.
Learning to close leads may seem like a difficult yet daunting task but it's like anything else... with a little practice you'll get better at it. If your scared or nervous, your prospects will sense it. You have to be sure of yourself and fully confident in your abilities. I know, I know, it's easier said than done but the reality is, if you don't pick up that phone and start calling and attempting to close leads into your business you'll never get to the level of success you so desire.
So how do I close leads?
After someone has listened to a presentation or overview and I get them on the phone I always ask standard questions in the following way....
"Hello Bob, this is Eric, so we had a chance to listen to the presentation? (wait for response then say) When you were listening to the presentation did you find yourself paying more attention to the products or the opportunity to make money with it?"
(At that moment I'm waiting for a response and qualifying my prospect so I know which direction to gear the rest of our conversation)
Once I get a response I give a BRIEF testimonial about why I got involved such as follows:
