Closing A Sale

Two salesmen were talking to each other:

Salesman 1: "Today was a great day for me!! I met 50 people , gave presentations to 30 people and covered a lot of houses in my neighbourhood as well."

Salesman 2: "Ya man , so true ; even I couldnt do any sales today!! "

END OF DISCUSSION..

Moral to learn from here: Its's really imporatant to close a sale. We ( including network marketors and all those involved in direct sales ) don't get paid for arranging presentations and meetings. As it is said on the cover page of the bestselling book "YOU CAN SELL" by Mr. Shiv Khera-- EFFORTS DON'T COUNT, RESULTS DO!! In the above given conversation , what is to notice is that both the salesmen have the same paycheque at the end of the day , which is NO INCOME!! So it's important that one should arrange presentations and follow ups and other required activities but what is more important is that these efforts should end up in postively converted sales.

What I know from my encounters with various associates in my organisation is that they are really happy to learn the basics like presentations ans invitations, though they struggle to hit the final nail in the coffin and convert the positive prospects into associates ; And at the end of the day they turn disappointed as it's the figure in the paycheque which is the real motivation and not the efforts. So we must learn to convert our efforts into positive result and the best way to do that is by asking directly.

After one is the done with the presenting the plan , one must go and ask directly to the prospect about what he feels about the business plan presented to him and when he is signing himself up. A better question will be " By which bank you are getting your dd ?" because this question doesnt have an open end which could result in a NO.

So FINAL WORDS : Don't wait for your prospect to call and tell you that he is interested. you got to make the first 
move..

LIFE IS MEANT TO BE ABUNDANT -- ROHIT MATHUR

STARTING THE NETWORK-- MIND THESE POINTS

While talking to down lines who ve joined recently, make sure that the following basic points are always repeated with all of them:
1. The importance of regular missed calls--- it helps u learn something everyday directly from a person who is in the field and is facing the newest problems and has the immediate solutions.

2.All the new associates should be made to pass at least 1 comp course asap so that he learns two things:

  (I)How are the things there on the site , most of the associates don't know how to reg free students and how to read courses and give quiz. Learning these things help build confidence in the new associate and makes him familiar with the site as well.

 (II)Passing 1 course will give him a certificate which he get laminated after taking a print out and he can use it for invitations as well.

3.All the new associates should be made to register a free student in the first week itself, to save him from losing the sales if he forgets to register in first 6 months.

4.They should be given a copy of FACTS AND LEGALS of the company as well as the frequently asked questions (FAQs) present on the site. The seniors should rather conduct a meeting to explain the facts n legals and the FAQs to the associates. This will help them take personal follow ups in a better way and thus make ur business more stable.

5.Arrangement of training material is also a very important point to be kept in mind. And we should make sure that the new associate is going through those contents by indulging him into some activity where he has to read it or by conducting small small training meets to explain those points to them.

LIFE IS MEANT TO BE ABUNDANT -- ROHIT MATHUR

RETAINING THE WORK STRENGTH

• TOO MUCH FUN, LESS WORK -- GROUP WILL NOT BUILD.
• TOO MUCH WORK , LESS FUN -- GROUP WILL NOT BE RETAINED.

Everybody knows what he/she is supposed to do for riding bicycle, same with swimming, or any other activity which is supposed to be learned. The trick lies in finding the balance which is the key to success. Similarly in MLM one has to find the balance between the amount of work and the amount of fun to get the best results.

• More training you provide to your associates which includes the basic and most important work viz. inviting prospects, giving presentations, covering follow ups and trainings, greater is the chance of the associates working longer with u.
• Make sure that u are able to talk to / with them about the long term plans , shared dreams and visions taken together for the better life and make them understand the benefits of network marketing.
• A person will never leave network marketing if he stays long enough in this industry to start understanding the benefits himself.
• For the networks where there are students involved as distributors, examinations and holidays are the filtering process which always takes away the less trained and the less ambitious associates.Thus we should make it our duty to get all our associates well trained and ambitious before the filtering process starts.
• Once we teach our associates how to take dreams, BIG DREAMS , they will start treating the business as their own which usually they don't believe as their own and you as their upline will start getting the benefits in terms of financial freedom.

LIFE IS MEANT TO BE ABUNDANT -- ROHIT MATHUR

FOLLOW UP

Follow up is the doubt clearing session which continues from the day of presentation till the day that prospect joins.

TYPES OF FOLLOW UPS:

Immediate follow up (immediately after presentation)

• Clear the doubts like money problem, parent’s permission problem and time problem. Ask your senior uplines for answers to three most common and most simple doubts.
• Always use triple-F. Make him/her feel very comfortable.
• Explain him the “CONCEPT OF NO“.
• Explain him the LOSS OF DELAY very effectively using different testimonies.

e.g.

If you ask –when are you getting the dd done? He may answer in negative. It’s better to ask “From which bank are you making the demand draft (dd)? And give him options like ICICI bank or SBI and tell it will be better to go for SBI as it will save your 30-40 rs.

This makes him feel that you are really confident of the opportunity that you have showed him and he shouldn’t have any doubts left in him. If he has any doubts , clear them.

Net follow up (within 24 hours of the presentation)

• Call the prospect for showing him the courses on the internet.
• Show him the “HIGHEST EARNERS OF THE WEEK” and show your uplines’ names over there  and then those names which are from your city or state.
• Meanwhile you get another opportunity for clearing his/her doubts if any have crept in.
• Show them the facts and legal of the company as well.
• Show them the press releases and the photo gallery.

Professional follow up (within 48 hrs of the presentation)

• Call your guest to meet one of your senior uplines and get the follow up done by your senior upline very rigorously for half an hour which will remove all his doubts what so ever.

Emotional and personal follow up:  

This is the most important follow up session. You can give the guest confidence on yourself and your group. Remember he’ll not join the company, he’ll join you and thus the trust factor on you and your way of working is very important. These following three doubts are the most important doubts to be cleared by you:--

• Will I be able to do it?
• Will this person help me to achieve my dreams?
• Is this company and network marketing legal or not?

LIFE IS MEANT TO BE ABUNDANT -- ROHIT MATHUR

NEVER CONDEMN OR CRITICISE

Very truly network marketing can be termed more appropriately as "RELATIONSHIP MARKETING" and we all know the fact that appreciation and encouragement bring out better results than criticism and condemnation.


It doesn't mean that one should never criticise or should never try and correct the associates. But the criticism should be done in private and the appreciation should be done in public. 

While praising we should also take care of the fact we are not supposed to praise for the pity things as well. The appreciation should be done in such a way that it becomes a "prize to be earned" by the associates.


I still remember the days when i was working and the results weren't there to show and prove my efforts. There was a lot of criticism around in the college and family for choosing to do network marketing professionally full time, it was the whole hearted appreciation of my seniors uplines and colleagues which kept me going.


Remember -->praise when they good work, withhold praise when they don't do good work and never evrer criticise .Coach , Mentor but never Criticise. 




LIFE IS MEANT TO BE ABUNDANT-- ROHIT MATHUR.

DUPLICATION

IT DOESN'T MATTER WHAT WORKS, IT ONLY MATTERS WHAT DUPLICATES..

There are times when we want to do things which are fancy and makes us heroes. but the no. of people who can perform these fancy things like going and talking to the CEOs and top notches of many companies, going and meeting institutions' heads for carrying mass presentations and giving fancy testimonies and presentations, promoting ur product or business via emails.... etc etc, anything which is not easy and comfortable for majority of simple people--> it might work more than a few times but it will not give the benefit one comes to network marketing industry. Network Marketing is about a large group of people doing simple things for a sustained period of time.

Thus if u r a part of the multi level marketing industry or u are thinking of becoming a part of this industry then make sure that u do simple things to build ur business and do these things are all the time duplicable by 100 percent of people surrounding u ..

LIFE IS MEANT TO BE ABUNDANT -- ROHIT MATHUR