8 Major Secrets to Prospecting and Closing
“AM I A PROFESSIONAL OR AN AMATEUR? WHICH DO I WANT TO BE?”
Here are 8 major secrets that a lot of people don’t know about Prospecting and Closing. Most people stay on a Amateur level because they never receive the information from a Mentor that has been in the trenches and built a large organization. I will share notes that I received from my Mentor.
I hope that you find them useful if you are cold-calling and prospecting off-line:
1a. 93% OF ALL COMMUNICATION IS NON-VERBAL. If I’m not fully convicted that this will change their lives. If I’m not sure- they won’t believe, because I don’t believe.
1b. Smiling shows that you believe. It comes across on the phone. It adds enthusiasm when communicating while reading a script. Talk with my hands like you do when you speak with your friends.
2. Don’t put words in their mouths- EVER. They want to talk about themselves; they could care less about what you want or what you are calling about.
Core Rapport is part of F.O.R.M. Let them do all of the talking so that you can establish trust with them. Knowing that they are selfish- I ask them key questions to FORM them so that they can talk about themselves.
EX: Oh, so you waitress. What kind of a waitress? What is your job like?
Those questions Creates an eager desire in them.
3. Ask questions and don’t assume that you know what they are talking about.
EX: Prospect says: I’m a mechanic. You say: Really. What kind of Mechanic?
Keep them talking about themselves for 3 to 5 minutes. Ask questions to find their interests, needs and goals, and then guide them to see if this is really going to be a match.
Trust is built the quickest by getting them to talk, and to control where it goes. Ask open-ended questions like: What do you like about your job? Really? Tell me more about that.
4. Be yourself and enthusiastic. Don’t sound like a sports announcer or a network marketer!! Talk in the same tone that you call your best friend with when you’ve found something exciting and want to share with them.
Be real- Be you. People have made 6 & 7 figures just being themselves. You don’t need to be anyone else but YOU. People can sense that something is not right when you are not being yourself. Record yourself and see if you sound like you. Remember: If I’m comfortable, then they are comfortable with me!
Never use: Would you be Interested? NO!!!!! You are SELLING when you say this!! Study page X in your script book, and remember the words to use and the words NOT to use.
5a. Identify their Strengths, Interests, Needs, and Goals. Find this out. You will get a 90% closing ratio. Don’t lead with your product. Focus on their sign and lead them to your product.
EX: Kim, make sure that you take really good notes, because on this website is the information that you requested so that you can have a way to pay off the debt that you are under, and be able to finally take your kids on the vacation that you’ve waited so long to do.
Market their needs in front of their face.
EX: So that you will be able to get out from under the boss that you can not stand.
5b. You need to talk to 100’s of people and listen to the Prospect and Close CD. Record yourself and listen side by side the Prospect and Close CD’s.
6. Have urgency in the NOW when booking appointments. Calling back in a couple of days shows that your message is not important and not urgent.
They will forget about it. There’s no urgency in 1 hour or tomorrow. Urgency creates excitement and curiosity. They want to come to a decision immediately. They WANT it NOW! Use NOW as the option, not next week.
7. Lead Deficit /not having enough people to talk to. You don’t get enough practice and it makes you weak. 25 dials = 2 conversations x 5 days = 15 people in 1 weeks time. It’s in your voice and body language that says, ‘I am weak and in a weak position.’
Tip: If you are not leveraging your time with the internet- You need to do 200 leads per week to keep your business moving forward and allows you to Master your Skill.
150 leads per day is Full Time builder
50 leads per day is Part Time builder
*The Leads isn’t the problem….. it’s YOU!
Tip: Use Phoneburner to help you with your dials.
8. Follow up. Master this skill. The fortune is in the follow up. Especially the serious ones and your clients. Learn this art so they are compelled to want to send you business.
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