So your prospect has just finished watching or listening to your business opportunity presentation. Now it’s time to ask them to join your team. What to do? Here are a few simple ways to go for the close.
You can start with the ratings scale to find out exactly where they are. This will tell you whether to simply sign them up, or help them find out whether the business truly is for them.
“On a scale of 1-10, ‘one’ meaning you’re not interested in this business, and ‘ten’ meaning you’re ready to get started today, where do you see yourself?”
Of course, a 10 means “shut up and give me an application.” In which case, you may next want to find out whether they have 3 W’s. If they answer with less than 10, ask “What do you need to know before we get to a 10?”
Answer the question and ask, “What would you like to know next?”
Answer that question, and ask again, “What would you like to know next?” If they have any more questions, just keep going until they run out of questions.
Some people may not have any questions, or choose not to ask. In this case, you can give them a Big Al Schreiter word picture. A word picture is a short story that shows your prospect the consequences of not joining your business, while giving them an opportunity to turn it around at any time. The more descriptive and relatable your story is, the better. For instance, your prospect may say, “I just need some time to think it over.” You can say:
“Okay, no problem. But before you go, can you do me a favor?”
Pause to let them answer. Then continue with one of the following, or make your own:
“Tomorrow morning, when you wake up to go to work, and you get into your car at 7am, pull your car keys out of your pocket, and just before you put them in the ignition, just do me a favor. Would you just ask yourself this question? ‘Do I really want to be getting up and leaving my family at 7am and commuting to work and fighting all that traffic? And is this the car of my dreams?”
“After skipping breakfast to rush to the bus stop for work, and you end up standing on a crowded bus full of strangers stepping on your toes, ask yourself this question: ‘how much longer can I bear it?'”
“Next time you get your paycheck, take a moment to think about all the time you invested into getting it. All the days you had to wake up before you finished sleeping. All the times you had to miss big moments in your child’s life. Then hold your check up to the light, and ask yourself, ‘Is this money worth all of that?'”
By leaving a word picture, you’re speaking to your prospect’s subconscious mind. Now, whenever they wake up early for work, take public transportation to get there, and/or look at their paycheck, they’ll think of what you said. Eventually, enough will be enough, and they’ll be ready to join you.
When you think about it, your word picture helped them think it over even faster!
Make a nice day!