Closing
Have your binder with enrollment forms with timing and placement on the back, income disclosure statements, magazines, DVDs, pens, opportunity summary handouts, computer, and other tools, etc…
That was awesome, wasn’t it?
What did you like best about what you saw?
What else did you like?
Are you ready to get started?
Use this Timing and Placement document.
Have the names of your next 10 exposures written on the form. Explain to your prospect that you will be exposing these individuals in the next 24 to 48 hours and that some of these people will get started and some of them will get placed under them if they secure their position right now.
Next move is yours
-give enrollment form -click pen
Are you ready?
-Move the paper (enrollment form) toward them
[Nod when you are asking questions]
See why I’m so excited?
Do you see why I’m so focused and embraced this thing?
Do you see why I’ve pushed my chips all in?
Makes sense doesn’t it?
-explain why it could make sense to other people
Are you ready to get started? [-Again & Again]
Anything else you need to know? Are you on board?
Do you want to come to play with us?
Closing phrases for different personality types:
Red: Competitive, wants to make BIG money, hard-charging win at all cost
Blue: Driven by FUN!, encouraging, always optimistic
Green: Analytical type, systematic, practical
Yellow: Driven by helping people. timid and shy loves animals (unicorns and lollipops etc..)
Red – Are you ready to make some money?
Blue – Are you ready to have some fun?
Green – Are you ready to get plugged into the system?
Yellow – Are you ready to join our team?
Yellow – Are you ready to help some people?
Get in tonight – secure your spot
Are we on the same page?
When I heard this from my friend and I heard it for the first time it hit me like a hammer because I knew I could keep the promises to my family.
There are 25 people that I’m going to call right now who are going to do this with me.
Follow me! Come with me! Let’s go do it together!
Objections
– Validate them
– Neutralize –Validate what they said
1. I’m with you
2. I understand I get what you’re saying
3. I get that
4. Thanks for sharing that with me
5. I get what you’re saying
6. I really appreciate you sharing that with me
7. Me too! That’s exactly what I thought when I saw it.
8. That’s exactly why you need to look at this company
9. Can I ask you a question? How does that make you feel?
10. Are you willing to stay with what you’re doing and have to have this conversation a year from now?
11. So which one do you think would be the right move for you tonight?
12. Next Move is yours
13. Are you with me?
14. What move do you think will be a better move for you at this time?
15. What do you think the best move is for you going forward?
Handling Objections (continued)
The Majority of objections are psychological smoke screens. Often times a smoke screen is thrown up because a person thinks they are not interested in what you have to offer, or because they have been approached unprofessionally or arrogantly before, or they have preconceived ideas of what you are trying to share with them.
Three Step Process: Validate, neutralize and move forward.
Always validate their objection. “I really appreciate you sharing that with me.”
You want to neutralize the objection, rather than handling the objection. In neutralizing objections, learn an automatic response. Saturate the objection with your own positive response. It is a known fact that people will do more out of a fear of loss than they will out of a desire to gain.
There Are Basically 8 Main Objections:
That is the exact reason you need to take a look at this.” If you don’t have enough time now, then is it possible that what you are doing to make a living is controlling your time rather than you controlling your own time? I can help you create more free time by using the leverage principle that is available with this business.
Would you like to be able to spend more time with your family? How about doing the things you choose, rather than working your life away, trading time for money and building someone else’s dream?
What I am talking about can enable you to spend much more quality time with your family. It can offer you the ability to create a future for your family that currently doesn’t exist, and give you options for your life that don’t currently exist.
I really appreciate you sharing that with me because let me be honest if I didn’t have the information that I know; I probably wouldn’t be interested either.
I know how you feel, I felt the same way myself, what I decided to do was at least give it the benefit of the doubt because I did not want to walk away from something that could potentially be worth a fortune. And it is. What if this could be worth a fortune to you and because you wouldn’t even give it an honest look, you missed an opportunity of a lifetime. What would that cost you and your family? It is important to me, for you, to just take a look.
“That is that exact reason you need to take a look at this.” “What would it be worth to you and your family if you never had to say those words again?”
I appreciate you sharing that with me, but let me ask how long have you been in the workforce? And you are telling me you don’t have the money to spend a few hundred dollars that could change your life. May I make an observation here? What you are doing to build financial security is not working.
I don’t want to get too personal, but how do you feel about that? Would you like to be in a position to never have to say you don’t have $366.00? That is the exact reason you need to take a look at this because I can help you get in a situation that you never have to say those words again.
Let me tell you this company has changed my life.
If you don’t have the money today, isn’t time to do something about that? I can help you change that by helping you create cash flow that you don’t currently have that can put you in a financial position that you are not currently in. Wouldn’t it be wise to take a look? It might cost you much more not to look.
Any business you ever start is going to cost money. It doesn’t cost anything to check it out and the startup is basically a deposit that is easily earned, with a minimum of effort. There is a lot of money on the table.
Find out their occupation then ask them, “Is there a right way and a wrong way to (sell real estate, write up a contract, fix a cavity in a tooth, etc)… well, there is a right way to do network marketing and a wrong way. I am here to help you do it the right way and be successful like the thousands of other successful people in this industry.
Great! We’re not looking for salespeople. Do you like to help people and share new ideas with people? That is all we do. We help and share. That is the exact reason you need to take a look at what we do because it will radically change your model of what you can do in your life. What if I showed you how to communicate in a style that helped you earn money? Would that be okay?
No. Pyramids are illegal. I wouldn’t get involved in anything illegal and I wouldn’t ask you to either. We are not a pyramid. We are simply a non-traditional business that provides the common man or woman with an uncommon opportunity and value.
Tell them that you prefer to refer to it as a “leveraged income matrix” because unlike other pyramid shaped organizations (government, church, military, and corporate America!) a new person getting involved can exceed everyone above him. At a traditional job, you’ll usually never make more than your boss.
That’s great. Let’s all get together. Two sets of eyes are better than one.
And you should. He/she should be in on any decision that can change your life like this can. Can we get together with them now?
That is the best part. You don’t need any, and they have free ongoing training. Hey, I didn’t have any either. Anyone can do this business.
If you are new in the business and are asked how much you are making, answer with one of the following responses:
I’m just getting started, but I feel it has great potential. Would you look at it and tell me what you think?
Oh, you wouldn’t make what I do! You might make ten times more, or you might make nothing. One thing I will share is that you will get paid what you’re worth, unlike most jobs out there.
I never say. It either intimidates people or it limits them on what they think they can do.
