Posts Tagged ‘Purchasing’
How to Build a Successful Network Marketing Business
If you are in a Network Marketing business and you are selling or convincing your prospect to join you are doing it all wrong.
Building a successful network marketing business is not about selling its about education. However many people in the industry make the mistake of applying sales techniques to “Close the Sale” forcing the prospect into purchasing/joining their business and wondering why they are failing.
The Guided Purchase
Going for a guided close takes place during direct, person-to-person conversation which might be on the phone, or at the end of a meeting.
They have sat through a presentation, and now it’s your turn to go for the sale and “close” the deal … it’s decision time.
Many pros have mastered the guided purchase and they have developed a response for every objection. They have a list of their prospects desires, their wish list, and their emotional triggers which they acquired from the previous “interview” conversations.
They will personally “guide” them down a path that leads to a purchase.
If you are skilled at the guided purchase, that prospect is going to “buy” today whether they want to or not. However, it is NOT the best way for keeping sales as the person is buying for all the wrong reasons which always leads to buyer’s remorse shortly after.
There are several reasons why the guided approach doesn’t work and it comes down to one primary piece of psychology:
“A person convinced against their will is of the same opinion still.”
Many times during a guided purchase, the salesperson will get the prospects emotions flowing and they have no time to think logically which is the recipe that always leads to a sale which is why it’s the primary tool of choice for direct response marketers.
This “heart only” approach is extremely effective, but counter-productive for the Network Marketing industry because you are not making a one-time sale…
You are looking for the years of commitment it will take to build a successful network marketing business.
Unfortunately, when those emotions dissipate and logic sets in, the person may regret the decision they made and they usually end up quitting within days or weeks.
Personally I prefer the voluntary close. This works best for building a successful network marketing business as the prospect “sells themselves” and makes the decision to purchase on their own.
