Want to know the best way to close prospects after a presentation?
“Strike while the iron is hot” is an expression that is so vital and true in our selling and recruiting world. When blacksmiths put a piece of iron in the fire, it turns red hot and becomes malleable. This means it can be bent or shaped. Once the iron is red hot, it is taken out of the fire and the blacksmith immediately goes to work on it. As the red turns darker and soon back to black, it becomes nearly impossible to change its shape. This is why that expression is all about acting with urgency.
The same holds true with your prospects. You put them “in the fire” by showing them a presentation. At the end of the presentation is when they will be the most interested. Every minute that ticks by post-presentation, their interest wanes. Therefore, it is imperative that you follow up immediately after they have seen the information to ask “What did you like most about what you heard?” I mentioned this phrase earlier in the book and I want to re-emphasize that you should always ask this question, seeking a positive answer, because you get what you ask for. If you ask them, “So what did you think?” they will tell you their thoughts. We don’t want their thoughts. We want to know exactly what resonated with them so we can zero in on that and expand on it.
Here are two extremely effective closing tips:
Brian Carruthers has helped thousands of business associates to become successful business owners and get out of the corporate world rat-race, and begin to spend real time with their families and doing the things that are really important to them. Brian is one of the top trainers in the network marketing industry and actually does what he teaches.