Master Every Call
I completed a webinar entitled Recruiting Mastery, the speaker opened with this question.
“How would you like to make money from almost every call, whether thy purchase your product or not?”
He filled the webinar with examples customers and presenters often encounter when presented with a new offer.
He simply stated that, “People are open, receptive to Education with a step- by step learning format, rather than too an Opportunity.”
Examples
For the past year Mary, has worked with 9 different Marketing Companies.
Mary is on fire, with this present company, she wants to give her best friend Jane a presentation, because she knows this is the area of—Jane is struggling with.
Mary enthusiastically shares the good news of her new Company with Jane.
Saying Jane… I found the answer to your problem.
My Company produces—you’ve got to try It, I know it would work for you.
Jane looks at Mary thinking oh no, here we go again; another Marketing Company.
Instead, she tells Mary, I’m not interested in —anymore.
I’ve already abandoned that project long ago, I can’t be bothered.
SUGGESTION
Mary should approach JANE saying, I saw this video, with step-by-step instructions on how to —. Immediately I thought about you. (Shut up)
BENEFICIAL APPROACH
- It complements Jane
- Peaks her curiosity
- Shows consideration and thoughtfulness from Mary
- Lowers Jane’s resistance of saying NO.
Jane is now more receptive and open to review the program in its entirety.
Her curiosity is now peaked, to determine what Mary saw in the video that’s relevant to her.
Mary has a better opportunity to capture Jane’s full attention after she reviews the entire professional video. Jane is now poised without resistance to receive the information willingly.
TRUST WON
Should Jane like the product and begin to use it. Mary has won Jane’s trust and earned the sale.
The Speaker caution, don’t be too quick to assume that although Jane is using the product and is raving about the benefits; DO NOT assume she’s your next recruit.
URGENCY CREATE NEEDS
Mary has to listen attentively to Jane’s conversation to determine her needs, goals and aspirations. Mary must now determine which of Jane’s urgent need can be EASILY obtained through being recruited.
MARY’S APPROACH
Jane it’s amazing, we had a new recruit which joined the Company based upon the Step – Step Training Program. Her goal was to get a new roof also; her Up-Line said she guzzled the training. Last meeting she was over joyed, she made level two, which allowed her to pay for her new roof in cash.
Since then a few new recruits join because of personal urgent need such as yours. Occasionally we’ll have recruits joining for personal urgent need such as yours. Why not take a look at the training video to see if the Step –by Step Training can help you get your roof also…
He skillfully demonstrated how to capture the sale and the recruit by lowering the opportunity to say No.
The webinar was filled with simple nuggets; I took 7 pages of notes and I’ve replayed the video repeatedly, each time I’m getting something new.
Another tip, he cautions that often as it’s important to use the correct words, more importantly is the tonality in our delivery which makes the difference in the success of our objective. End
PS. If you would like to get a FREE copy of this amazing webinar CLICK HERE I hope this blog “Recruiting Mastery Wins Almost Every Call” sharpens your closing skill. Please share with your friends and like me on Face Book.
Sincerely Donna Richards
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