I’m not just talking about Frankenstein here, I am referring to a master closer in the direct sales & network marketing industry by picking up the phone and connecting with prospects.
You see, I work directly with some of the biggest names in our industry who know how to close sales (up to 50% of their prospects) by following the 4 R’s as I like to remember them – they are on the same wavelength as these top gurus but I find this easier to learn.
1) Rapport – not only should your prospects know who you are before you even pick up the phone, but you must be able to lower any kind of resistance in the conversation by making it more relaxed for your prospect.
You will also want to build rapport because it will allow you to dig deep to find any problems they have that you may solve, which leads to the next step.
2) Respond – so by now you have asked your prospects a few questions and have learnt enough about them to understand what they’re seeking from you. This is the time to respond to their questions and to paint pictures for your prospects; don’t explain or sell anything, that’s not your job! Talk about the benefits and NOT features e.g.
Feature: My XYZ system lets you create 16 high converting custom capture pages.
Benefit: You will convert more website visitors into leads that are sold on you and your offer, branding YOU as a leader (not branding the system).
3) Rectify – so you’ve identified the problem and now you have to offer the solution! This can be your business, product or service that solves their problem. This is similar to step #2 but now you are telling your prospect what the benefit is and how it solves their problem.
4) Results – this is the point of the conversation where they’re entering the process of signing up with you, whether you sent them to a website of they’re in front of a presentation. This is the actual close of the sale that people may typically miss out on because they have a fear of asking for money; you must overcome this and you can let go starting from today.
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http://www.SebBrantigan.net
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