Prospects and networkers have a psychological war during the entire business presentation. The networker gives reason after reason why he should join or buy. If the prospect doesn’t arm himself with faults about the product, he will have no defense when the networker closes.
(http://success-freeways NULL.info/mlm-close-before-you-start/how-to-mlm)Therefore, the prospect must concentrate on finding reasons not to buy, avoid trap commitments laid by the networker, and be on guard against any sales tricks that the networker may use to get him.
With all these problems the prospect does not have the time to really listen or weigh the good points why he should buy. No wonder networkers have such a hard time communicating with their prospects.
The solution to this universal sales problem is simple. Merely put the prospect at ease by telling him:
1. Most people buy your product.
2. The total cost of your product.
3. “Reasons” why he shouldn’t buy.
4. The facts and then it’s up to him.
The secret is to tell the prospect these four things BEFORE you make your sales presentation.
Here are two examples of the above technique:
Technique 1: Mr. Prospect, most people I talk with join my network marketing business because they see how this can really help their incomes. After all, the total cost of getting started in our program is only $150.
As a matter of fact, the only two reasons people don’t join are: they don’t really understand our program; or that times are so tough, they just can’t afford $150 right away.
What I’m going to do is just present to you the basic facts about our opportunity and if you like it, fine, we’ll get started. If you don’t, fine, that’s okay too. Fair enough?
Technique 2: Mr. Prospect, most people just love our products. They’re always telling their friends about it. After all, it only costs $10/bottle just equivalent to a light snack in a fat food joint.
You know, the only reasons people don’t buy our the fabulous juice is that they just can’t believe how well it works, or their budget just can’t set the S10 aside.
Anyway, let me show you how it works and if you like it, fine, buy one and surprise your wife. If you don’t like it, that’s okay too. Fair enough?
By using this simple four-step technique before your sales presentation, your closing ratio will increase dramatically.
Here is why this technique works wonders with your prospect:
1. You have told your prospect that most people buy your product or opportunity. Your prospect does not want to be the first one to try it. He wants to know if others have made the decision to buy. Since most people buy your product, the prospect’s natural tendency is to want to join the majority.
2. You have told your prospect the total cost of your product unlike most “networker” he has encountered. They usually hide the price and spring it out at the very end of their presentation. The prospect worries throughout the entire presentation when the price will be surprised on him and how much it will be. By revealing the price first, his mind is now clear to listen to your product’s features and benefits.
3. You build trust and confidence in your prospect by telling him the entire cost in the beginning. He looks upon you as an honest businessman, not as a networker that holds back information and tries to trick him. Even if your price is “high” or “shocking,” he will want to hear about your product to see why it is so good to command such a price.
4. This technique gives you a more “unbiased, low-pressure, I don’t care” approach versus the “high-pressure, you have to buy it” approach. The prospect’s defenses will go down when he sees that you are not attacking his jugular vein. When handled properly, this low-key approach motivates your prospect to want to qualify for your product. He starts selling himself.
5. By giving your prospect “reasons” not to buy, you have taken the pressure off. He doesn’t have to fight you why he should not buy, because he knows you’ll accept those reasons. By removing this fear, your prospect can now listen and concentrate on the features and benefits of your presentation.
6. If you plan properly, the “reasons” not to buy really force the prospect to buy. In the above two examples we have subtly said to the prospect, “Everyone buys unless he doesn’t understand or is too poor.” This also helps you isolate objections at the end of your presentation. Your prospect either needs more information or he just doesn’t have the money.
7. By telling your prospect that it’s okay if he buys or not, you again are relieving the sales pressure he naturally places on himself. However, by his agreeing to “Fair enough?” he is committing himself to a decision now. This helps prevent the “I’ll think it over” objection when used properly.
Pass this techniques to people you entered into the business.