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Make More Sales. Be a Millionaire Closer.

Guest post by: Cyle Greenwell

Article Overview: Millionaire Network Marketers have one thing in common. They are all great closers! Do you find yourself struggling on the phone or in-person to close the final sale? It is one of the biggest problems for home based business owners, and can ruin a business if one doesn't improve this skill. Here is the exact technique used by some of the world's wealthiest network marketers.

Make More Sales. Be a Millionaire Closer.

You are a great internet marketer! You are great at writing articles, making videos, writing blog posts! You spend several hundred dollars per week on pay-per-click advertising or some other source of direct response advertising! You drive thousands of visitors to your website and produce hundreds of leads daily! Like I said before, you are a great internet marketer! But, you suck at closing!

Is this you? You gotta have both to be extremely successful, don't you? You gotta start improving your conversion rate or you'll go insane or broke!

Some of the greatest closers in the network marketing industry don't actually talk to prospects themselves. They outsource. You can do this by hiring someone and training them to close prospects just as you would or you can hire a closing company. They probably don't call themselves a "closing" company, but that's essentially their job. If they never closed a sale for you, they wouldn't be in business very long.

I was watching American Idol the other night. One of the contestants went sliding across the stage and was bouncing around the stage and slapping the hands of the girls in the audience like he was some big rock star. Kara, one of the judges, actually called him out. She told him that he was far from being a rock star. And, until he was a star, he didn't deserve to act like one. Why do I mention this? Because you should feel the same way about your network marketing/internet marketing career and hiring a closer for you. Until you can close at ease, you probably should just concentrate on learning how before you start outsourcing it. I don't mean this to offend you, I mean this to make you a better marketer. You need to be able to teach your team to do the same!

Here is the method I learned from my millionaire marketing mentor and the method I use to make a very nice living myself.

• First of all, you need to be "un-offendable." Lots of people aren't like you! They don't think like you! They don't have the capability of being like you! You are better than so many people out there in the world because you are persuing a dream! You are creating your own destiny! You are writing your own paychecks! Most people work for a living and don't have dreams. They make other people rich through their own blood, sweat and tears. These people are not ENTREPRENEURS! So, you need to let them be employees. You are looking for entrepreneurs. When you engage someone on the phone, you may get some harsh replies and comments. Go ahead and hang up! More than likely they are just losers anyway. Don't let it bother you!

• Call #1

1. Call #1 should be no longer than 10 minutes long. During this call, you want to engage the prospect by asking specific, pre-planned, questions about THEM to establish the reasons why they are looking for an "opportunity." You need to establish with them their goals and dreams. With this information, you have the keys to their heart and soul. Talk about THEM often.
2. Most network marketing or mlm companies have a pre-recorded "business plan" somewhere online. Get your prospect to view the business plan. I failed to mention in the previous bullet point that you DO NOT want to attempt to describe the business plan yourself. There are highly paid people within your company that have created this for you and can probably explain it much better than you. Just get you prospect to log onto the website or get them on a live business overview call.
3. If your company has information for your prospect that is sent in the mail, tell your prospect to not wait for the material to arrive. GET THEM ON THE BUSINESS PLAN CALL IMMEDIATELY! You don't want to run the risk of turning a "hot" prospect into a "cold" prospect because they have time to sit around and re-think their decision. Most buying decision like this one are made on emotion. Your prospect may have had a really bad day at work, which caused them to come looking for you. Take full advantage of their current emotional state before they have time to "cool off." You and I both know that they will be much better taken care of if they start a home based business, so help them make that decision while they are in the right state of mind.
4. Finally, book an appointment for call #2. You want to preferably book a same-day follow-up, after your prospect has seen the business plan. Again, keep the emotion going!

• Call #2

1. Call #2 will be about 20 minutes. Why 20 minutes? Because that's enough time to close the sale without talking too much and talking your prospect out of the sale. The longer you chat, the more likely you will say something that scares them away.
2. 50% of your prospects will be a "no-show" for your scheduled follow-up call. It is VERY important to not get attached to anyone being there when you schedule them. Some will. Some won't. So what? Someone else is waiting next!
3. Get them at their computer, with a notepad. You will be walking them through the sign-up process during call #2, so being near a computer is very important. You may want to establish this criteria during call #1.
4. Re-affirm their desire to get out of whatever situation they are in. Re-affirm their goals and dreams.
5. Walk them through the sign-up process.
6. Give them a two or three day action plan.
7. Welcome them to your team!

Congratulations! You have just learned how millionaire marketers close more sales! Now, get out there and do the same!

Before you go, here are a few general tips that will come in handy during your calls:

1. Never say "Please" or "Thank You." As soon as you say either of these words, you make your prospect think that they have the upper hand. You make them think that it is your priviledge to talk to them. You give them the control. You want them to feel like you are the expert, because you are! Your time is limited because there are hundreds of people waiting to speak to you. It is their priviledge to be on the phone with you!
2. Don't talk about how much money you are making. Most people don't buy because they want to make more money. They buy because they want to live a better life. They want more time freedom. They want to fire their boss. They want to take more vacations. So, don't talk money! If you have a prospect that does ask about money, go back to what we talked about in call #1 and re-emphasis THEIR goals and dreams.
3. Ask them, "How serious are you?" It's a question that will make them think that you're serious. After all, if you're asking them how serious they are, it must mean that you are serious about this business. You will gain credibility.
4. Ask your prospect about family. Get family member's names. Write them down so that you will remember them. If you can remember and use family member's names in the current and future calls, it is a HUGE plus.
5. Don't ask your prospect if they have questions. If they ask you, that's fine. Answer them. But, you want them to feel like you are their leader and whatever you say is the best guidance for them. If you are truly presenting yourself in this way, your prospect will not ask too many questions. This is your goal. Besides, like I mentioned before, you want to leverage your company's business plan webinar or the company website to help you answer all the questions that may come up.

Potential Objection

• You are on call #2 with your prospect, about to walk them through the sign-up process. Your prospect says, "I've got to talk to my spouse." Here is your answer.....

"How does your wife feel about you starting a business? I respect that. I'm sure that with what you've seen, and after the conversation with your spouse, you'll both feel this is a good move. I'm going to walk you through how to get set up for when you are ready to move forward. Because I think you're the kind of leader this team is looking for, I'm going to give you a $100 discount, but you need to take action before tomorrow night at midnight. The code is *****. I'm going to schedule your 3-day action plan call on Monday, anyways. I've got a timeslot open at 4 and 6 pm. Which one will work for you?"

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Article Tags: home based business, how to close more phone sales, how to close more sales, how to make money online, how to make more money, network marketers



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