Production begins with the end
Quality People Quickly To Your Organization
~ Quick Closing Tips
Production begins with the end
Quite possibly, the most challenging aspect of business building is the CLOSE. Let’s face it, finishing is tough!
Or, is it?
Bottom line: You have to finish what you start!
There’s no sense in going through the motions of building your business if you aren’t going to learn to control
one of the most important aspects of your opportunity. It’s all about PRODUCTION. Where does it begin?
It begins with the end, with the finish: the CLOSE. Your production really begins when you enroll someone
into your business. You see, we define production as a tangible result, something that can be measured.
I’m not at all suggesting that the activities that keep us busy leading to the close aren’t productive.
They are. In fact, they are what produced the opportunity for us to close.
Here we are, faced with a prospect going through our information. Now, it’s time to complete our mission.
To collect a decision, get an answer, onward and upward or move on to the NEXT person.
But, how do you get good at the close? How do you recognize the right time? How do you come up with the
right words? How do you get more rather than less? How?
This is a challenging arena for many. But there’s good news. Really! YOU can learn to do this, and learn it well.
Imagine controlling, truly controlling the prospecting process and feeling comfortable about every move you make,
to feel you finally have total control over it. Mastery! Trust me, you can have it. It CAN be developed.
Here are some Quick Tips for helping you begin to master the close:
Listen for it. In fact, listen period. Pay attention. Use your ears and connect them to your mind. Internalize
and really hear what is happening. You will pick up on clues that most people miss out on. Make sure you are present.
So many people aren’t even there when they think they are. Seriously. Clue in. BE THERE. This is your chance to get it done. Don’t blow it. Be there with your prospect. Mentally connect with what is happening. Thinking about something or doing something else rather than being completely in that moment, that opportunity to create the business is just bad business that leads to no business. I know we’re all busy with way too many things going on in our lives, too much responsibility, too much clutter, stuff, interruptions…but this is just too important to he half way.
Feel for signs. Use your intuition. Feel around. Not physically. Get a feel for where the prospect is about your opportunity. And…listen to your feelings. What you are feeling is probably right. Don’t keep working on bringing someone into your business when you are already ‘feeling’ like they’re not it. You’re just wasting your time.
Ask Questions. Guess what? Some of the best closers in the world aren’t really that great. They just know to ask!
Remember, ask and ye shall receive. Ask questions that lead to the close as well as what create the close.
How are you feeling about what you’ve heard so far? Pretty cool concept, isn’t it? Can you see yourself making
that kind of money? When would you like to start making more money? Are you ready to get started? How soon are you
ready to start making money? You’re getting the picture. Ask. By the way, once you ask…stop talking! That is one of
the oldest rules in the book. Some of you know it, some may have never heard it. Teach your people this stuff too.
Ask…then shhhhhh! Quiet. The first one who talks loses.
Stop working so hard! You’ll close so much more business if you just stop working so hard on it! Don’t push.
Closing isn’t pushing. Yes, a little pressure, positive pressure, but not pushing. Don’t act desperate. Even if you
think you’re hiding your utter desperation to sponsor a new rep, they can feel it. They know. So, why bother pushing
out of fear and desperation. It just doesn’t work.
Relax. It’s just a conversation between two living, breathing homo-sapiens. This isn’t an alien talk show.
Blood, flesh…that’s it. You’re not talking on stage in front of 7000 people doing a speech on something you know
nothing about. All you’re doing is talking…interacting. The close will happen more easily when you chill out and stop
stressing out about what may or may not happen in your prospecting efforts. Really…what’s there to worry about? If you
deeply think about it, you’re really not risking anything so significant that you should be spending time worrying about it.
Just breathe easy and enjoy the experience.
These are just a few tips to help you understand why closers close and why others don’t. Relax. Let it happen!
Success=Action
Ron Outlaw
http://www.cashin2000.com/
P.S. Credits given to my mentor:
Todd Falcone
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