As I’ve said multiple times, the closing process actually begins way before the end of the presentation. In today’s post I’m going to share with you a three step process you can follow BEFORE the presentation that will help to increase your closing ratios when it comes time to close. Here we go:
Your why
People are tired of hype. They’re tired of fakeness. Before the presentation starts, you want to share with them your WHY, let them know that you’re all in, and finally, let them off the hook by telling them that it doesn’t matter whether or not they join, all that matters is that they take a look.
When sharing your why, you want to be authentic and truly tell them what had you open to looking and why you got started. I LOVE using something like this:
“As you know I’ve always loved to XYZ, the CHALLENGE is, it’s been getting harder and harder to do that. I’ve been stressed out, burned out with work
lately and just couldn’t see myself getting any closer to my goals and dreams. And so, I’ve been open to something else and I’ve gotta tell you man, I’ve found it.”
All-in
Let people know you’re all in. Y’see people follow strength, not weakness.If they think for ONE second that you’re just dipping your toe in the water or not that serious they won’t join because they don’t want to work with someone that’s wishy-washy about their success.
I say something along the lines of:
“This is the biggest thing I’ve ever seen in my life. I am all in.”
Doesn’t matter
Lastly, let them know that it doesn’t matter. If they love it, great. If they hate it, who cares. The main thing is that they take a look with no pressure, and hey, if they love it and wanna join, fantastic. Here’s what I say:
“Now listen, it doesn’t matter to me. If you love it great, if you don’t love it great. But if there’s anyone I want to be in partnership with, it’s YOU. Cool?”
Stick to this three step process before sharing the presentation and not only will your closing ratios will increase, but they people your sharing it with will actually respect the profession more and be glad you asked them to take a look.
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