'How To Close On Resistance'

Suppose you've just finished your business presentation and your prospect
resists your
offer. For example, let's say that your prospect tells you she doesn't have
the time
to do network marketing. What do you say?

Give up?

Here is a simple language formula for increasing your closing ratio by 40%
when you
get resistance at the end of a presentation:

Step 1. Agree
Step 2. Listen
Step 3. Probe
Step 4. Create Disagreement
Step 5. Solution

Here's how it might play out:
Prospect: 'Thanks for showing me your program but I just don't have the
time to add anything to my
schedule right now.'

You: (Agree) 'Hey, no problem. I think you ought to pass on having a
part-time business that
doesn't fit within your present schedule.'

You: (Listen)
Prospect: 'I like your program though. It's just the time thing you see.'

You: (Probe) 'What do you like about the program?'

Prospect: 'Well, it looks like you have some really great products and they
could help a lot of people.
I've always wanted to have my own business and this one looks pretty good.'

You: (Create Disagreement) 'But you're not really serious about having your
own business are you?'

Prospect: 'Actually, I am. I know I'd be good at running my own business.
I'm very motivated to
make money and work for myself.'

You: (Offer Solution) 'May I make a suggestion?

('Yes') Why don't we get you started on a very limited schedule--one you
would feel totally
comfortable with. As your income grows, you can always add more hours. That
way it won't conflict
with your present schedule. How does that sound?'

Prospect: 'Yeah, I could handle that.'
Cha ching!

Author: Hilton Johnson