Your Travel Biz Source

Let’s cover some specific techniques:

• Ask your prospect some questions to get a better idea of who they are and what they are looking for. Then, with your products/services or business opportunity, solve one or more of their problems. People don’t care about your company or the benefits unless you can help them with some answers to their problems.

• You want to lead people into making a decision. Like, “What else do you need to know to (buy your product – or – join your business)?” Before you follow up with them again, make sure you both understand and commit to what will take place on the next call. For example, “If I get you the information you are looking for and you like what you see, will you be ready to… (order your product - or – join your business)?”

• Part of your closing technique may be to 3-way to your mentor / coach or another team member. This will provide credibility and let the prospect know there are others that will help them as well.

• Say things like:
  
• “Based on the information you have received, where do you see yourself?”
  
• “Based on what you told me, here is what I recommend…”

• Leave the door open, get permission to follow up in 6 months to update them on new products/services and to see if they are in a better position to take a look at your business.
  

Remember, no matter how good your get at this, there will still be a lot of people that don’t join your business or buy your products/services. When people say no, most of the time it is because they just aren’t ready for what you are offering. You don’t buy everything in the store just because they have it. You only buy what you want/need at that time.

Rick Clifton - Your Travel Biz

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