Expose And Close...Learn How Or Go Broke!

Hi folks, Jeff Gergic here. Lets continue on this journey of prospecting. If we break it down, we only get paid when we get a yes. We don’t get paid to watch training, create marketing materials, show people the products, educate people on the business and most other activities that Reps do. The only thing we get paid for is getting “Yes” decisions from our prospects and customers. Until you embrace this reality, you will waste hours upon hours and make no money.

Please understand, we realize you must do some of those non-paying activities to get to that “yes”, but my point is your paycheck is getting to the “yes” as quick and professionally as possible. Get your mind right, it’s a numbers game. Get them in the funnel and get them out with a decision as quick as possible.

We use a method that is the quickest and most professional way to prospect called the 5-minute paycheck method. That’s the expose part, I’m sure you have your methods you were taught. I’ll save our 5-minute paycheck for another time. Now let’s talk about how do we close?

The first step is the follow up. If you have done the prospecting right, you have a specific time to call them back. This is the part that freaks people out. Most fail, because most won’t call people back. They think if the prospect is interested, they will call them. The truth is people, maybe you, are afraid to hear NO.  

Lets take care of this problem right now. Getting a NO is NO big deal. In most cases, it’s actually a good thing. Remember, we are not pre-judging anyone. So you may have prospected a person that wouldn’t be any good at this. There are a ton of reasons why people say NO. Don’t worry about that now; I addressed objections in a previous post.

The point of this post is to get you to get the prospect to some kind of decision. Yes, No, or No with an excuse like I need more info.

Remember, prospecting is a process, not an event. So here is the next step.  

You call back your prospect at the agreed upon time. This is important. Be on time and be professional. It would go something like this. “Hi john, it’s Jeff. Thanks for taking my call. Let me ask you, what did you like best about what you saw.” That’s it, shut up. Let them talk. The best salesman for our product or business is them. After they answer that question, the conversation can go into many different directions. The best direction is. “I Love It. How do I get started! Reality check, that doesn’t happen very often. The other end of the spectrum is they say No I’m not interested. If they say that and give you no excuse as to why, say thanks and ask them to send anyone your way that they think would be a customer or rep.

Most conversations will land in the middle. They will be interested but need more info, or they will say they like it but, and throw out one or more personal excuses. At this point you can try to answer their objections. I would suggest a different course. Your next best step is to set up a 3-way call ASAP. Try not to let too much time pass before you set this up, 24 hours or less. So when the conversation lands in the middle, your best next step is the 3-way call with your upline.

Top income earners will follow that to a tee. If you do some of those steps, you may have some success. Bottom line, how many exposures and 3-way calls will you do each day? Your success depends on the process. It really is simple.

Look this business can be hard, but it is extremely simple. My goal is to help as many people become successful in this industry as possible. I don’t care what company they work. Why would I do that? Simple, if you succeed, the industry gets better, if the industry is better, my business will get better.

I have a FREE Ebook that will make a major difference in your business. If you are struggling or have never found success, then I want to talk to help you personally. Your first step is to read the short EBook. You can get it here. http://www.NoMlmHype.com  

Don’t worry, I WILL NOT ask you for you contact info, I WILL NOT upsell you. It’s yours – FREE – no obligation ever. Go get your download and start making money!