15. SOME
FACTS...
80% of sales are made after the 5th Closing attempt.
Closing Attempt:
1. asking for the sale
2. Follow-up
Unfortunately, over 50% of people QUIT after the
2nd closing attempt.
16. Always ASK, ASK, ASK, ASK, ASK!
ASK at least 5 different ways to get started.
Examples:
1.Would you like to get started today?
2.What can I do to help you get started?
3.Do you have any questions before we move forward?
4.Would you like to give this a try?
5.What is the best way for me he help you get started today
80% of sales are made after the 5th Closing attempt.
17. The Fortune is in the
Follow-up
" There is NEVER a bad prospect, just the
wrong time for the right prospect. "
TRANSITION is
KEY!
18. ALWAYS Follow-up, Follow-up, Follow-up
Follow-up, Follow-up
80% of sales are made after the 5th Closing attempt.
The Fortune is in the
Follow-up
20. It takes 21 exposures for a Customer to BUY
1st - 10th time: They don't notice it
11th - 15th time: They notice it
16th - 20th time: They consider to buy
21th time: They finally Purchase
it
23. But... do you know WHY THEY
BUY?
How can you ask if you don't know why they will buy?
24. How to Close by Asking
Come up with 10 reasons why your prospects will buy
or pay in.
Example:
1. financial freedom
2. more family time
3. fire their boss
25. How to Close by Asking
For each reason, come up with 3 questions
that relates to that reason.
Example:
1. financial freedom
a. Do you want financial freedom?
b. Do you see how USANA can help you achieve financial freedom?
c. When is the best time for you to start working to achieve
financial freedom.
26. 3 Great Closing Questions
1. Are you interested to work from home?
2. Do you see how USANA can help you work from home?
3. When is the best time for you to start working from home?
You can use the format of these 3 questions for anything.
27. Asking Questions
Come up with at least 20 closing questions.
other examples:
1.What can we do to help you get started today?
2.Would you like to get started with the products or
with one of the packages?
3.Do you have any other questions before we get you
started today?
28. Lame Closing Questions
The worst:
" What do you think? "
The LAMEST:
" Do you want to join?
"
But it is still better than NOT asking.
31. Hidden Objections: The 3 Doubts
1. Is this for real? (MLM objection)
2. Can I do this? (doubt about training)
3. Will you help me? (trust)
You must help the prospect overcome this 3 doubts
by handling the objection.
32. After objection is handled...
...then its time to CLOSE again and
ask more Closing Questions.
33. The key is to NEVER QUIT.
Keep asking and asking and asking until
all objections are handled.
80% of sales are made after the 5th Closing attempt.
34. How to be a Top Sponsor
1. Learn to be a good communicator.
2. Learn to handle the Objections.
3. Have at least 20 Closing questions you
can use anytime.
35. If you can't help them the first time...
If they are "not interested"... don't forget
ALWAYS Follow-up, Follow-up, Follow-up
Follow-up, Follow-up
The Fortune is in the Follow-up
They may not be interested today, but what about
6 months from now? 1 year from now?
3 years from now?
36. Never stop asking...
Some of the best leaders in USANA
required numerous follow-up attempts before enrolling.
What would have happened if their
sponsors had stopped following up?
Would they be enjoying the lifestyle
they have today?
37. The Fortune is in the Follow-up
" There is NEVER a bad prospect, just the
wrong time for the right prospect. "
