March 3rd 2008 03:17 pm
How to know whether a prospect is interested
Listen to what the prospect says and watch her body language. These will indicate how she is feeling. Watch for signs of interest that say, ‘Yes, I want to join.’ For example, the prospect sits up in her chair and leans forward. She pages through the product brochures. She shows her agreement with the points you are making by nodding her head and smiling a lot. She rereads the product brochure and asks questions which indicate she is ready to join, such as: ‘How much money am I likely to make?’, ‘Do I get my money back if I don’t find network marketing to my liking?’,'Do you give free training?
Once you have these interest signals, all you have to do is satisfy the prospect: ‘Yes. You can make a lot of money, from R500 upwards in your first month. The starter kit does come with a buy-back guarantee. We provide free training sessions. When can you start?’ Give her a starter file or get her to sign the sponsor form, and arrange for training as soon as possible.
Verbal and non-verbal buying signals that say, ‘Yes, I am ready to buy’:
Verbal communication
- The customer asks questions such as:
- ‘How much does it cost a month?’
- ‘Is this gadget fully guaranteed?’
- ‘What support does the sponsor give me?’
- ‘Do you take orders on a Saturday?’
Body language (non-verbal communication)
The customer:
- sits up in her chair and leans forward
- fingers the products and smiles; it seems as if she does not want to let it go
- shows her agreement with the points you are making by nodding her head
- rereads the product brochure.
How to close the sale
Throughout your selling presentation you should make trial closes. A trial close can be something as harmless as the question, ‘What do you think of that?’ to the jocular comment, ‘How many dozen of these do you want?’ when you’re trying to sell one. In this way you can ‘test the
water’. From the response you can gauge what the prospect’s feelings are, you know where you stand and you can move forward from there.
If things are going well and you receive a strong buying signal, make a direct close: ‘If you get cracking now, you could make R2 000 in profit by the end of the month. How about it?’
Another approach is to give the prospect a choice. Any of these responses furthers the sale:
- ‘How much time could you give per week; about five or 10 hours?’
- ‘Would this be paid for in cash or by credit card?’
- ‘Would it suit you if I delivered the stock this Tuesday or would Thursday suit you better?’
Offering such a choice is called the ‘alternative close’.When things go well, it is not even necessary to ask for the order. Simply assume that the customer wants to sign up as a distributor (the ‘assumption close’): ‘Right, Mrs Jones, let’s get your businesss into action. I’ll need your signature on this application form.’ Start filling in the form. ‘Your full name is… Your address is…’ Complete the membership form.
- Use Networking objections to develop your network
- Ask for the order
- Handling Networking Objections
- How to contact prospects
- The contract is still to be signed
- How Will You Promote Your Product or Service?
- Advanced Selling Techniques
- Get sales leads from product users
- Targeting Your Plan continue...
- What All Plans Must Cover
No Comments yet »
