This article is from Train the Trainer Email Course:
Module 3: Closing (Part 2 of 2)
How to close?
Just ask.That's it.
Really!
You see, during the presentation, the pressure is on the trainer. He/she needs to explain well that the prospect should be able to understand.
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| How to close a deal |
Once the prospect says I like the membership benefits, I like the savings program.
Then close:
"Since you like the benefits, let's process it now?"
Then watch and enjoy the show.
Closing rule 1: ask and then wait for the reply.After asking, just wait for the reply. This is the fun part.
Prospect: "Do I have to pay now?"
You: "Do you have P3,700 (or whatever the price is) now? If so, yes. If none, we accept, cash, check, credit card. There's also an ATM below the building, I can accompany you in withdrawing."
If the prospect looks interested outside (but internally isn't) he/she will then spew tons of excuses.
"I don't have money."
"I'm busy"
"I'll think it over."
However, if the prospect is really interested, he/she will have maybe a few questions, before he/she joins and/or saves.
You: "which part of the presentation did you not fully understand? So we can address it now. "
If the prospect has money, he/she will pay right away granting we have handled all his/her concerns, objections and even maybe complains. (Look forward to Module 4 as we will tackle handling objections)
Closing Rule 2: Always assume the prospect can pay right there and then (not pressure or force).and by assuming it means, you are ready to receive their payments. That's why it is vital to have:
For manual processing:
1. Membership forms
2. Kaiser forms
3. Acknowledgement receipt
4. and ofcourse, Pen
For online processing:
1. Tablet or Laptop
2. Internet Connection
You: "Since you are interested, I will be getting your details so that once you are ready, we can submit the forms right away. By the way, what's your complete name?"
Then fill-out the membership form for your prospect. By filling up the forms for your prospect, it shows that you are there to give your service to them. (Though sometimes, they will say: "Aku na mag.fill-up nyan.")
After filling up the form.
You (ask again): "Let's process it now?"
If he prospect really doesn't have money.
Prospect: "Wala pa kasi akong pera ngayon."
You: "So, kailan ba yung sweldo mo? Is it this coming 15th?"
Prospect: "Uu"
You: "Sige, so I will just write it here on top ng membership form: 2/15/2017. Eto yung commitment mo to join."
You: "By the way, don't let money be a hindrance not to start doing the advocacy in IMG. You can now start to bring your friends and families here sa office para ma.share din natin sa kanila ang ating advocacy."
Optional: Ask for Referrals
"Also, can I ask some few names probably 5 to 10 with their contact info. People who you think will also benefit from this presentation."
As discussed in Module 1: This is friendship borrowing.
Closing Rule 3: Always ask (or close) 5 to 7 times or even more.Just like in boxing, you don't just hit with a jab. You do a combination of jab-jab-right hook-uppercut!
So you must have an arsenal of different ways of asking your prospect to pay. As I shared in this email:
- Direct Asking: "Since you like the benefits, let's process it now?"
- Suggestive Closing: "Do you have P3,700 (or whatever the price is) now? If so, yes. If none, we accept, cash, check, credit card. There's also an ATM below the building, I can accompany you in withdrawing."
- Clarifying and Handling Concerns: "which part of the presentation did you not fully understand? So we can address it now. "
Most people don't join or buy when there is something they don't fully understand
- Handling too much questions: A lot of prospects have a lot of questions but sometimes, they are just asking for the sake of asking. Normally I limit a prospect's questions to 3, after that I'd say:
"If I answer that question, you will join now?"
or
"Once you become a member of IMG, we have a lecture for that. Let's process your membership now so you can attend an exclusive for member's training about that."
- Filling up forms for commitment: "Since you are interested, I will be getting your details so that once you are ready, we can submit the forms right away. By the way, what's your complete name?"
- Getting the commitment: "So, kailan ba yung sweldo mo? Is it this coming 15th?" - "Sige, so I will just write it here on top ng membership form: 2/15/2017. Eto yung commitment mo to join."
And a lot more. Just be creative in asking for the close.
THE PSYCHOLOGY OF CLOSING
As I shared in the previous module, the best presentation is your story.
You see in selling, it is all about influencing your prospect. You want to transfer your belief about your product, service or advocacy.
That's why in closing, the best way to also close is to "transfer your feelings" to the prospect.
How?
By practicing what you preach.
“I became a member of IMG because I have always been a saver and I wanted to learn how to save and invest the right way. I also want to be part of a community encouraging people how to save and invest.
How about you friend, do you want to save and invest the right way? Do you want to be part of a community that will help you and guide you achieve your dreams?
If you said yes, then be a member of IMG.”
You see, you can close right away by sharing your story.
"I got my Kaiser savings program because when my father had a mild stroke, he didn't have a healthcare at all. Me and my siblings contributed our savings for his hospitalization.
Thus, I got my own healthcare so that I will not be a burden to my future kids. How about you friend? That's why you should also start your own savings program."
Always remember:
Facts tell. BUT stories sell.That's it!
I hope you learn a lot from this module! Hit me an email if you have more closing techniques and experiences so we can also share with our community.
See you in my next email module: How to handle objections.
Invest in your growth,
Tiyo Pilo
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