Network Marketing Training: Closing

One of the topics that always garners high interest in any network marketing training meeting is that of closing.  That topic can be taught in detail over several hours, or can be summarized and encapsulated into a mind map in just a few minutes.  Obviously in this blog were going for the encapsulated teaching!

Network Marketing Closing is a Process With a Purpose

One of the first and most important ideas to grasp is that network marketing closing is not an event, it’s a process.  The purpose of the network marketing closing process is to set the prospect up to be successful as: 1. team member; 2. customer; 3. friend.  Let’s reiterate that purpose: the purpose of the closing process is to set the prospect up to be successful.  What a concept, huh?

As I have explained in previous blogs, the process is as shown below:

Each of these are different stages in the closing process, and each one has a process within.  Those processes are beyond the scope of this summary training, but can be found in other training modules.

The basic definition of each of the process modules is shown below:

Be Focused on the Closing Process NOT the Outcome

A very, very, very (have I made the point yet?) important point is to be focused on the network marketing closing process NOT the outcome.  A well executed network marketing closing process will increase the probability of a desirable outcome, but it does not guarantee that outcome.  Conversely, a poorly executed closing process will decrease the probability of a desirable outcome, but it does not guarantee a poor outcome.  The point: focus on the process and do not get preoccupied with the outcome.

When the conversation is done there will be an outcome.  You may not be satisfied with the outcome, but you must always strive to be satisfied with the process!  This is why I defined the network marketing closing as a process and not an event: the outcome is either desirable, undesirable, or indifferent, but the process must leave you feeling you’ve done the best you can do.

Focusing on the process also should force you to focus on the person.  Part of moving a person from lead to prospect is applying the  CLUE mindset (see this link http://www.danascranton.com/?p=2261).  From the very first contact you are trying to determine if and how you can help this person achieve success in a manner that is meaningful to them.

If you focus on the outcome you’ll find yourself getting frustrated at the process.  While there are going to be variables from person to person, if you focus on maintaining your focus on the process, that will minimize how those variables influence the outcome.  In other words, keep control of the conversation by focusing on the process!

The Basics of the Network Marketing Closing Process

Lead Stage: At this stage of the network marketing closing process the single most important thing to do is ask questions.  The purpose of doing so is to find out about the person with whom you are speaking.  Your objective is to find out what areas of dissatisfaction they have in their lives that would prompt them to look at your product, opportunity, or leadership as a solution.  The only way you can find out what their challenges (needs, wants, desires, problems, issues, dissatisfaction, etc.) are is to ask questions.  This is not about selling.  You want to move this person from a lead to a prospect.

Prospect Stage: People become a prospect for your network marketing business once you have qualified them by asking questions.  They are not a prospect until you have identified their challenges, and determined that your product, opportunity, and/or leadership can meet those challenges.  Once you have gotten to this stage of the process there are some very important things you need to do:

• Reiterate their challenges in the form a question back to them.
• Briefly explain that you feel you have one or more solutions to their challenges.
• Get their information so you can get information in their hands for review, and schedule a follow-up discussion.
• Break In Communication (BIC) – you end the discussion on a good note and terminate further discussion.  This is to keep you from saying too much!

Team Member/Customer/Friend Stage: In this stage you seek a decision from them.  However, before you get to that decision you’ll likely go through the following steps:

• Ask them what they liked best about what they saw/heard/read.
• Ask them if they can see themselves doing something like this (whatever “this” happens to be).
• Answer the objections that are probable at this stage of the process: do not argue, stay professional and in control, and always repeat their objection back to them in the form of a question.
• If they resist, ask them if they have another solution to the challenge that you reiterated at the beginning of this phase.
• Tell them what you believe about their compatibility with your product or opportunity, but don’t beg them to join.  State the facts as you feel them, and see what they do with that information.
• If they want more time to consider the situation, give it to them and schedule a follow up call.  Then move on.
• Make a decision whether they are going to be in or out (in whichever category they fit).

The steps in each of these three stages are abbreviated, because more extensive training will be coming in these areas.  However, I think you can easily see that this is a process and not an event.

Setting Your Network Marketing Prospect Up For Success

If you focus on the network marketing closing process and execute it properly, then you will understand what your prospects challenges are, the criteria by which they will judge whether they have been successful in meeting that challenge, and you will have set the expectations properly.

In the sales idiom this is known as setting and managing expectations.  By understanding how your customer is going to judge their success in this relationship you can then determine whether or not your product, opportunity, or leadership will meet those expectations.  If you think there is a mismatch, now is the time to correct that.

Do not define your prospects criteria for success for them.  Let them define it, make sure you do a reality check with them to ensure that it is a criteria that can in fact be realized, and then reinforce how your product or opportunity can meet that challenge.  That’s it.  Don’t over work the situation.  Keep it simple and keep it honest.

When the prospect joins your team, now your have the criteria to work with.  This will become a powerful and critical part of their network marketing business plan and mindset.  So make sure you write down what it is they are seeking to accomplish.  The same goes if they have become a customer.  There is a value you are adding, so make sure you know what that is and drive to over deliver.

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Here’s to fun, profit, and lifestyle in your network marketing business!

All the best,

Dana