8 Major Secrets to Prospecting and Closing

Eight Major Secrets to Prospecting and Closing

'AM I A PROFESSIONAL OR AN NEWBIE? WHICH DO I WANT TO BE?'

Here are 8 major systemss that a large amount of people don't know about Prospecting and Closing. Most people stay on an amateur level because they never receive the data from a mentor which has been in the trenches and made a huge organization. I'm going to share notes that I received from my mentor.

93% OF ALL COMMUNICATION IS NON-VERBAL. If i'm not totally convicted this will change their lives. If i'm not sure- they will not believe, because I don't believe.

Smiling shows that you suspect. 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 couldn't 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 speaking so you can build trust with them. Knowing that they are selfish- I ask them key questions to FORM them in order that they can talk about themselves.

EX : Oh, so you waitress. What kind of a waitress? What's your job like?

EX : Prospect asserts : I'm a mechanic. You are saying : Really. Keep them talking about themselves for three to five mins. Ask questions to find their interests, wishes and goals, and then guide them to work out if this is truly going to be a match.

Trust is built the quickest by getting them to talk, and to manage where it goes. Ask open-ended questions like : What do you like about your job? Really? Let me know 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 chum with when you have found something exciting and need to share with them.

Be real- Be you. People have made six & seven figures just being themselves. You do not want to be any one else but YOU. People can sense that something isn't right when you are not being yourself. Record yourself and see whether you sound like you. Remember : if i'm comfortable, then they're happy 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, wishes, and Goals. Find this out. You'll get a 90% closing ratio. Don't lead with your product. Concentrate on their sign and lead them to your product.

EX : Kim, ensure that you take really good notes, because on this internet site is the data that you requested so you can have a way to pay off the debt that you are under, and be in a position to finally take your youngsters on the vacation that you have waited so long to do.

Market their wants in front of their face.

EX : so that you will be in a position to get out from under the boss that you can not stand. Record yourself and listen side by side the Prospect and Close CD's.

6. Calling back in a couple of days shows that your message isn't important and not insistent.

they're going to forget about it. There is no pressure in one hour or tomorrow. Urgency creates excitement and curiosity. They want to come to a decision instantly. They want it NOW! Use now as the option, not the week after next.

Lead hole /not having enough folks to chat to. 25 dials = two chats x five days = 15 folks in one weeks time.

Tip : if you're not leveraging your time with the internet- you want to do 200 leads per week to keep your business moving forward and allows you to Master your talent.

150 leads every day is Full Time builder

Fifty leads per day is part-time builder

*The Leads isn't the problem.. It's YOU!

Chase up. Master this ability. Particularly the serious ones and your clients. Learn this art so they're forced to want to send you business.

For more info visit www.TammyAMorton.com.