In this article I will explain Closing your prospect into Action. The Inviting Formula is:
Greet
Qualify
Invite
Handle any Questions/Objections
Close to Action
Follow-up or Follow-through Dont confuse Close to Action with closing techniques. This discussion is exclusively about closing people into action during the invite call (or in person). Not, closing someone to buy something or closing someone to sign a distributor agreement. Although similar, that is not what I am discussing here. Pretend or envision that you call a prospect and greet them with a fun hello and several other niceties she in turn asks how youre doing so theres a nice exchange between the two of you. You ask how her job is going and she says, Ohokay I guess. You: You dont sound very enthused about it is something not right? Her: Well, Im just tired of the same old grind. Day-in, day-out. I just really thought Id be in a different place in my life by now. You: I know how you feel. Where did you think you would be by now? Her: Well I certainly didnt think I would spend my life working like a dog just trying to cover bills I didnt think I would marry the man of my dreams only to have us wave bye to each other every morning and rarely see him just everything is a struggle; you know what I mean? You: I absolutely know what you mean. Have you thought of doing something else? Do you see this changing anytime soon? Her: Yeah, Ive thought about it but jeez, were just so invested in our careers I feel trapped! You: Jenny, you and I are very similar. What youve said about youre not where you wanted to be I can so relate to. I think you would benefit from seeing a DVD that is purely educational. If I order this for you will you watch it? Her: Yeah whats it about? ------POINT ONE------
You: Its about what weve been talking about! Its about not working like a dog and spending time with the man of your dreams! Ill see to it that you get the DVD in the next 24 hours you watch it - then you and I will talk about it. I want to help you solve this trapped feeling! Deal? Her: Deal! ------POINT TWO------
You: Alright, Ill overnight this to you. You will get it tomorrow - Tuesday. You watch it and lets talk Wednesday about 11am does that work for you? Her: That works thanks! POINT ONE is the Close.
What youre doing in the Close is concluding the conversation. POINT TWO is the Action
What youre doing in the Action is creating agreeable steps to help the prospect get what theyve stated they need, want or dont-want. Jenny very clearly stated that she didnt want to work like a dog. She wants to spend time with the man of her dreams and she doesnt like feeling trapped. You smartly gathered this valuable information because you followed the Inviting Formula and very effectively executed the Qualify step. You didnt prematurely blurt out a solution when she first said her job was, Ohokay I guess. You used her exact words in the Invite and Close to action steps. It was like magic. When these steps are executed EXACTLY as Ive described you will not have or will very rarely have, I didnt watch it. Much respect and admiration, Tim Sales |
