1. Create a State of Agreement

As you demonstrate the different benefits your company’s business opportunity offers, ask feedback questions that cause your prospects to say yes (or something comparable to yes) at each step of your presentation. The more times you can get positive responses throughout your recruiting presentation, the more likely your prospect will decide to enroll in your program.

Ask questions like:

“How does this look so far? Do you like this part of the program? Do you see the value of this feature? Would this be worthwhile? Will this give you the freedom you were looking for? Do you feel comfortable with this part of the program?”

Every time you get a yes, you create a minor close that supports the final close that comes later.

 

2. The Summary

Whenever you finish giving your presentation, it’s a very good idea to summarize the benefits of your program, and especially the benefits that address your prospect’s specific needs. You could start by saying:

“You told me that you needed time freedom [more money, better working conditions, security, more time with family, etc.]. Let me briefly summarize the program for you.”

 

3. Test Questions

I like to ask a couple of test questions before I attempt to close. I want to know in advance that my prospects are ready to make the final decision. Here are a couple of neat questions that you can ask that will reveal to you that they are ready to go forward:

“If this program is everything that I’ve been saying it is, do you see how it will go a long way in helping you folks [name the solutions/benefits they told you they wanted and needed]?”

“Do you see how you will benefit by being an independent distributor/dealer with [name your company]?”

When your prospect says yes to these two questions, you can be sure that it’s time to write them up.

 

4. Transition

I don’t like jerky language when I close. So, I use a transition statement that makes the actual enrollment process sound a little smoother:

“Richard, before we can get started, I need just a little more information.”

This will lead you to an Assumptive (and basic) Close.

 

5. Easily Answered Questions

This is where it gets good. As you slowly take your distributor agreement out of your briefcase, ask them an easily answered question. Write the answer they give you in a blank space of your application. Example:

“Connie, what’s today’s date?” (Is that question easy or what?) If she gives you the date, her answer confirms that she has already mentally enrolled into your program! You then ask her another easily answered question and write that answer down on the paperwork too. (“Connie, what is the correct spelling of your full name?”)

Saving the more difficult and complex questions for last, you simply keep asking questions and writing the answers into the blank spaces of your agreement until you complete all of the paperwork. (This is called “The Assumptive Close.”)

 

6. The Review

After you complete the enrollment application by asking questions and filling in all of the blanks, then you ask permission to review the “agreement” with him or her. (If you’re presenting to a husband and wife together, ask permission to sit between the two of them.) Show them where you wrote down the information they gave you, exactly as they dictated it to you. Point to everything you wrote in, step by step, reviewing and reminding them as you go along that this is what they told you.

“Here is today’s date. Are these the correct spelling of your names? As you recall… You folks agreed to… As you said… You told me that you wanted….” As you review the contract with your prospects this way, they will be nodding in agreement as you explain everything you wrote down. You can reinforce this procedure by asking “tie down” questions like:

“Do you agree? Isn’t that right? You recall that, right? Isn’t that what you said?”

 

7. A Question of Understanding

When you finish going over all of the paperwork with them, look directly at them and ask:

“Is this the way you both understood the program?” They will nod and say yes.

 

8. Any Questions?

Your next step is to shrug your shoulders like there’s nothing else left to discuss and ask:

“Any questions?” (They will shrug their shoulders, too, and say, “Nope.”)

 

9. The Signature

Swing the application around to one of your prospects and hand it to one of them with your pen. Pointing to where you want then to sign, simply instruct them:

“I need your approval right here.”

 

10. And Then Shut Up!

It’s important that when you ask for the signature, you don’t come across as sounding desperate. That will happen if you continue to run your mouth at the final closing question.

So, shut up!

Although the silent time span between the time you hand them your pen and when they actually sign the agreement will seem like an eternity, you must remain quiet and wait. They will sign the contract.

HILTON JOHNSON is on the faculty of Networking University;
to learn more about the skills described in this article, visit
Hilton’s Networking University Webinars or go to

www.networkingtimes.com/link/johnson