Closing
After a BOM
After the presentation
• If one on one, sit opposite your guest and mirror
the way they are sitting – be subtle.
• Ask “What did you like about the presentation?”
Get Yes’s.
• Listen to what your guest has to say. If there is
an objection, use the “Feel, Felt, Found”
approach –
“I know how you feel, I felt the same, but do you
know what I found”…Company, Products,
Timing/Trends, Compensation Plan and
Leverage.
Objections
• If you guest then says “I can’t do it”, “I don’t
know about this network marketing stuff”, Lead
with the money.
• Ask “How much do you make a month and how
many hours would you have to put in a week to
make that? What if I could show you how to
make $3-5K a month in 4 months in just 5-10
hours a week.”
• Again, you want to get to a “Yes”. If they say No,
then you thank them for coming - Next!
• ABC!!! - Always Be Confident
Getting started
• When your guest says Yes to the money, then
show them how to get started.
• Register – they get and ID# to buy goods at
wholesale and get on ADP. They can also sell at
retail.
• Point out that being an Executive is the way to
make the most money. If your guest expresses
concern at the outlay, then say “If I told you that
your total loss is just $185 would you do it?” Get
to “Yes”.
Don’t waste your time!
• If your guest says he/she wants to think about it, say “If
you want to be a business partner, you need to make a
decision in the next two days but before you make a
decision either way, I want you to come out to our head
office so I can show you the company and our products.”
• Send them away with some homework to check a couple
of websites (SupplementWatch, GotYourNumber)
• The 2 days is crucial because you have given them a
sense of urgency and you’re not left waiting to see if they
will sign or not.
• Do not give them unlimited time to get back to you. Your
time is precious!
• If after they’ve met you at the office and they still have
concerns, DO NOT let them leave. Address their
concerns by going thru the 5 areas (Company, products,
comp plan, leverage, timing)
Why people don’t sign
• There is only one reason “FEAR”!
• You need to help them overcome this.
• Address their concerns one by one. Always
control the questions and conversation –
DO NOT waste your time with people who need
convincing.
Do NOT volunteer information unless asked.
• If they say they don’t have time, ask them “Out
of curiosity, why did you meet me” or “How much
time do you think you need to do this business?”
I don’t have the money
• Distinguish between whether they have no
money or they have the money but they
don’t want to spend it.
• If they have a credit card, they have the
money. If they have a job, they will get the
money on pay day!
Bonding
• 60-75% of your Close is in the bonding, the
remainder is on the presentation.
• Bond on occupation, family, recreation
• Occupational Bonding - questions on what they
do for a job –
eg if they say they’re a computer programmer,
then say “That must be really interesting and
exciting”.
99% of the time, they will talk down the level of
interest and excitement of their job.
They will want you to hear their pain.
If they agree with you, then ask “Just out of
curiosity, what made you come to tonight’s
meeting”
Congratulations – your guest has
signed!
• Get them to training within 48 hours!
• If you’ve signed them on Thursday, they must
attend training on Saturday.
• Do not let them invite any guests until they have
practiced their invite on you.
• If there is no training session within 48 hours
then organize a private training session with
them. You want them to help them succeed in
their first invite!
• Most Important – Work on an Action Plan with
them