What our prospects really want to hear.
Bill Jayne says it all in this famous quote:
“It doesn’t matter what you are selling. Your direct marketing should never be about the product. It should always be about the prospect.”
How much of our current opportunity presentation is about our company, products, and compensation plan?
How much of our current opportunity presentation is about our prospects?
Great sponsors know that their presentation should be about our prospects’ favorite subject: them.
If our current presentation is 100% about our company, products, and compensation plan – think about including more about our prospects. It works.
Procrastination? “I need to think it over?”
Here is a quick closing strategy anyone can use to fix this problem.
Prospects hate making decisions. They are afraid of making a wrong decision. So what do they do?
The pretend to delay the decision by saying that they need to think it over.
We can prevent this from happening by saying, “You can make a decision to start today, or you can make a decision not to start today, and keep your life exactly like it is right now.”
This helps prospects realize that there is always a decision made, and that delaying is a decision to refuse our offer.
What is better than great closing skills?
If we can close immediately, before the presentation, our prospects will love everything we say. Pre-closing is easy and rejection-free.
If you don’t know how to pre-close your prospects, here is an entire book of pre-closing techniques you can choose from.