One example of pre-closing is getting our prospects to sell themselves. Here is a sample conversation starter:
Distributor: “So tell me, why do you think extra income would be a good idea?”
When the prospects answer, they sell themselves on wanting an extra income. And who are the best salespeople for our prospects? They are. They can sell themselves that this is their idea. They will convince themselves to say “yes” to an extra paycheck.Now the rest is easy.
One of my favorite word sequences is, “Well, you know how.” When we say these words, our prospects want to believe and relate to what we say next. This makes our conversation much shorter, as we don’t have to prove everything we say.
Prospects love these words. And prospects love us when we quickly get to the point. So here are a few examples:
- “Well, you know how it is difficult to lose weight?”
- “Well, you know how jobs interfere with the week?”
- “Well, you know how hard it is to get a raise now?”
“But, but … I don’t have time!”
Getting good at the four core skills means we can do our business in just 15 minutes a day. This is an excellent option for busy moms, people who work overtime, or people who have other obligations.