New Page 1<Closing Techniques and Handling Objections> </head> <body> <div align="center"> <table border="0" cellpadding="5" width="650" bgcolor="#FFFFFF" id="table1"> <tr> <td> Closing Techniques & How To Handle Objections... The most critical time during a sales presentation is during the "close". Most RTAs do not ask for the signup... or don't handle the prospect's objections and questions properly. Consequently they waste a lot of effort making a presentation and then don't get the enrollment. One technique that works for many seasoned and successful recruiters is to try a "trial close" several times while answering their prospect's questions and objections. That way you can find out exactly what their objections really are. The secret on making any good recruiting presentation is to posture posture yourself so that you are assuming that the sale has already been made... and that you are merely taking care of the details. This is referred to as an "assumed close". Also, most seasoned recruiters never ask for a direct "Yes" or "No" ... they always offer the prospect a choice of options instead. When talking with a prospective RTA and/or Rep, it is suggested that you have a sheet in front of you to capture all of the registration information that you will need. Here is an example... <a href="http://www.bestplanyet.com/signup-info-generic.doc">Sign Up Information</a> Following are a few closing statements that are working ... <ul> <li>To get you started making money in the next few days, all I need is your address where we can ship your Tool Kit to... (after they give you that information, just fill in the blanks with the other information by continuing to ask the other questions on the form) </li> <li>It sounds like you are already on our Team, _____. All we need to do to make it official is to get you registered in our computer. What name have you decided on for your new 'Travel Store'? </li> <li>All I need {firstname}, is the way you want your name to read on your paychecks... </li> <li>Let's start making some money ... what address do you want your checks sent to? </li> <li>Let me confirm your address so we can deliver your Tool Kit... </li> <li>What address are we going to ship your Tool Kit to, {firstname}? </li> <li>Let's go make some money ... are we going to use your name or your spouse's to signup? </li> <li>All I need is the name you desire on your website </li> <li>{firstname}, what name did you decide on for your Travel Store? </li> <li>would you like to put this on your Visa or MasterCard ... or would you prefer to use your checking account?</li> </ul> Following are the most common objections that we hear and some rebuttals... I don't have the money - <ul> <li>I got started using 'OPM'... not opium... OPM... "other people's money". Which card would you like to use? </li> <li>is that today, next week or next month? </li> <li>is it that you really don't have any money...or that you don't have enough information to make your decision? </li> <li>Let me ask you {firstname}, do you have an Internet connection? Obviously you have a phone. So, {firstname}, you have all the tools you need to plug into our simple system. Let's get you started today so that you'll never have to say "I don't have the money" again. All I need is your...... (closing) </li> <li> <div> How long did you say you have been working your current job? (wait for their answer) So, {firstname}, what you are saying is that you have been on that job for X years and you have no extra cash...right? Does that make sense to you? Would you like to change it in the future? Let me ask you, {firstname}. Can you see yourself making twice what you are making now at your current job by this time next year? Would that be of interest to you?</div> <div> </div> <div> Super! All I need is address you wish to have your checks mailed to...(close)</div> </li> </ul> I don't have the time - <ul> <li>most people start with us part-time </li> <li>are you telling me you don't have time to provide financial freedom for your family? </li> <li>are you telling me that you don't have 5 to 10 hours per week to invest in your future? </li> <li> <div> I know exactly how you feel and I respect that. So let me get this straight, {firstname}. If I understand you correctly, you are saying that you completed our questionnaire because you are seeking a better income and lifestyle but don't really have the time...is that correct? (they answer)</div> <div> </div> <div> How many hours a week do you work now? (after they answer, share your story about your previous job and how you started with YTB part-time)</div> <div> </div> <div> When was your last vacation? (their answer) The few days prior to leaving for vacation, you had to do some preparation. You had to prioritize your time getting matters in order like packing and mapping out your drive or ordering airfare right? {firstname}, do you see what you did? You prioritized your time during your busy schedule and still had time for your vacation. Do you see where I'm going with this, {firstname}?</div> <div> </div> <div> Great! If you will allow me, I can show you how with only a few hours a week of effort for the next year or so you can have more than __ vacations a year and a major change in your lifestyle. That's exactly how most of us started. Does that make sense to you, {firstname}? </div> <div> </div> <div> Terrific! All I need is the address you wish your checks mailed to... (close)</div> </li> </ul> I have to think it over - <ul> <li>what part do you need to think about...the saving money part or the making money part? </li> <li>excuse me {firstname}, but what is it that you really need to think about? </li> <li>is that the only thing stopping you from making a decision today? </li> <li>All we need to get you started is to get your address where we can mail your checks...</li> </ul> I need to speak with my spouse - <ul> <li>great, one thing we can do is to ship your kit to you today so that when it arrives you will have ALL the information and tools to show her/him </li> <li>good idea, so that she/he gets the complete story, would it be best for me to to call you back this afternoon or at 7:00pm this evening to share the information with them too? </li> <li>Great! That's probably a real smart thing to do {firstname}! Should I get back to you when he/she gets home in an hour ... or is there a time that would be better for you? </li> <li>Great, we call that 'wisdom' where I come from and we don't want to get you in the dog house. What is her/his name? We have hundreds of successful couples working this business together...sometimes two heads are better than one. When you share my site, please be sure to have them view our videos. I'll call you back and we can all visit together to answer your questions. Will tomorrow night be OK? Is 7pm alright...or would 8pm work better for you?</li> </ul> I don't like selling - <ul> <li>welcome to the club {firstname}, I don't like selling either... I'm glad that all I have to do is just provide information to people who ask for it. With our system, all you really have to do is to 'point' people to your websites. </li> <li>we really don't sell, we just provide information to people who ask for it </li> <li>if you can read and point people to your website you can do this, {firstname} </li> </ul> Is this a pyramid? <ul> <li>absolutely not, pyramids are illegal. Besides, do you think the Attorney Generals in all our 50 states would allow us to stay in business for over 6 years? </li> <li>what do you consider a pyramid, {firstname}?</li> </ul> Where am I going to get people to talk to? <ul> <li>we have a simple system that allows us to do this business many different ways. What we try to do after you have joined us is to show you several ways that people have been highly successful with us. </li> <li>actually {firstname}, we enroll prospects and we train RTAs. After you have signed up with us we will show you several great ways of having people to market to. </li> </ul> I'm not giving out my Social Security Number - <ul> <li>we're going to have to have your SSN to legally be able to pay you </li> <li>I understand your concerns {firstname}, but what about handing your credit card or check to a waiter in a restaurant...isn't that more dangerous? </li> <li>I can assure you {firstname} that only our home office support people will ever see your personal information </li> <li>any legitimate business is going to ask you for a SSN, {firstname}</li> </ul> Here are a few more ideas to help you get that signup... <ul> <li>On just about every category above, you can always refer to the (1) credibility of YTB, (2) the lack of risk with our business, (3) the value of our products and (4) that you are going to help them and train them to do this business. This will diffuse many of their objections </li> <li>Another technique to use is to re-state their objections and questions back to them ... and many times they will answer their own questions. </li> <li>One of the most powerful ways to support and close the sale is to say "that's a great question, {firstname}, would you mind holding on for just a minute?" Then, 3-way in your upline or one of your 3-way calling partners. </li> <li> Use the old "feel", "felt", "found" technique. For example: {firstname}, I know exactly how you feel, I've felt the same way in the past but I have found that with YTB's integrity, the huge potential that we have for our products, the personal step-by-step training we offer and the fact that there is absolutely no risk associated with our business ... it would be very difficult for you to fail if you commit to some consistent effort over a period of time! We even have a program that will guarantee your success! </li> <li>Use humor. what's funny to one person may not be funny to the next. Often, poking fun at yourself can break down barriers. You might joke "It says in my training manual that people say no six times before saying yes. This is my seventh call, and you're still saying no. Didn't you read the manual?" It's difficult for a customer to get mad when they're laughing at what you've said </li> </ul> Remember, 90% of sales are lost because of the failure of the Rep to ask for the business correctly. <div align="center"> <table border="1" cellpadding="5" width="98%" bgcolor="#FFFFFF" bordercolor="#808080" id="table2"> <tr> <td>Power Tip - Once you address and handle the objection you should transition into the next 'trial close' immediately. For example:<blockquote> Super, {firstname}. We can get your website set up in just a few minutes and get you plugged into our proven system immediately so that you can be making money with YTB this week. All I need is..... </blockquote> </td> </tr> </table> </div> Just assume that the sale has been made and take the application! Use this form to collect the necessary registration information: <a href="http://www.bestplanyet.com/signup-info-generic.doc">Sign Up Information</a> </td> </tr> </table> </div> </body> </html>

Closing Techniques & How To Handle Objections...

The most critical time during a sales presentation is during the "close". Most RTAs do not ask for the signup... or don't handle the prospect's objections and questions properly. Consequently they waste a lot of effort making a presentation and then don't get the enrollment.

One technique that works for many seasoned and successful recruiters is to try a 'trial close' several times while answering their prospect's questions and objections. That way you can find out exactly what their objections really are.

The secret on making any good recruiting presentation is to posture posture yourself so that you are assuming that the sale has already been made... and that you are merely taking care of the details. This is referred to as an "assumed close". Also, most seasoned recruiters never ask for a direct "Yes" or "No" ... they always offer the prospect a choice of options instead.

When talking with a prospective RTA and/or Rep, it is suggested that you have a sheet in front of you to capture all of the registration information that you will need. Here is an example... Sign Up Information

Following are a few closing statements that are working ...

To get you started making money in the next few days, all I need is your address where we can ship your Tool Kit to... (after they give you that information, just fill in the blanks with the other information by continuing to ask the other questions on the form)
It sounds like you are already on our Team, _____. All we need to do to make it official is to get you registered in our computer. What name have you decided on for your new 'Travel Store'?
All I need {firstname}, is the way you want your name to read on your paychecks...
Let's start making some money ... what address do you want your checks sent to?
Let me confirm your address so we can deliver your Tool Kit...
What address are we going to ship your Tool Kit to, {firstname}?
Let's go make some money ... are we going to use your name or your spouse's to signup?
All I need is the name you desire on your website
{firstname}, what name did you decide on for your Travel Store?
would you like to put this on your Visa or MasterCard ... or would you prefer to use your checking account?

Following are the most common objections that we hear and some rebuttals...

I don't have the money -

I got started using 'OPM'... not opium... OPM... "other people's money". Which card would you like to use?
is that today, next week or next month?
is it that you really don't have any money...or that you don't have enough information to make your decision?
Let me ask you {firstname}, do you have an Internet connection? Obviously you have a phone. So, {firstname}, you have all the tools you need to plug into our simple system. Let's get you started today so that you'll never have to say "I don't have the money" again. All I need is your...... (closing)
How long did you say you have been working your current job? (wait for their answer) So, {firstname}, what you are saying is that you have been on that job for X years and you have no extra cash...right? Does that make sense to you? Would you like to change it in the future? Let me ask you, {firstname}. Can you see yourself making twice what you are making now at your current job by this time next year? Would that be of interest to you?

Super! All I need is address you wish to have your checks mailed to...(close)

I don't have the time -

most people start with us part-time
are you telling me you don't have time to provide financial freedom for your family?
are you telling me that you don't have 5 to 10 hours per week to invest in your future?
I know exactly how you feel and I respect that. So let me get this straight, {firstname}. If I understand you correctly, you are saying that you completed our questionnaire because you are seeking a better income and lifestyle but don't really have the time...is that correct? (they answer)

How many hours a week do you work now? (after they answer, share your story about your previous job and how you started with YTB part-time)

When was your last vacation? (their answer) The few days prior to leaving for vacation, you had to do some preparation. You had to prioritize your time getting matters in order like packing and mapping out your drive or ordering airfare right? {firstname}, do you see what you did? You prioritized your time during your busy schedule and still had time for your vacation. Do you see where I'm going with this, {firstname}?

Great! If you will allow me, I can show you how with only a few hours a week of effort for the next year or so you can have more than __ vacations a year and a major change in your lifestyle. That's exactly how most of us started. Does that make sense to you, {firstname}?

Terrific! All I need is the address you wish your checks mailed to... (close)

I have to think it over -

what part do you need to think about...the saving money part or the making money part?
excuse me {firstname}, but what is it that you really need to think about?
is that the only thing stopping you from making a decision today?
All we need to get you started is to get your address where we can mail your checks...

I need to speak with my spouse -

great, one thing we can do is to ship your kit to you today so that when it arrives you will have ALL the information and tools to show her/him
good idea, so that she/he gets the complete story, would it be best for me to to call you back this afternoon or at 7:00pm this evening to share the information with them too?
Great! That's probably a real smart thing to do {firstname}! Should I get back to you when he/she gets home in an hour ... or is there a time that would be better for you?
Great, we call that 'wisdom' where I come from and we don't want to get you in the dog house. What is her/his name? We have hundreds of successful couples working this business together...sometimes two heads are better than one. When you share my site, please be sure to have them view our videos. I'll call you back and we can all visit together to answer your questions. Will tomorrow night be OK? Is 7pm alright...or would 8pm work better for you?

I don't like selling -

welcome to the club {firstname}, I don't like selling either... I'm glad that all I have to do is just provide information to people who ask for it. With our system, all you really have to do is to 'point' people to your websites.
we really don't sell, we just provide information to people who ask for it
if you can read and point people to your website you can do this, {firstname}

Is this a pyramid?

Would the SEC allow a pyramid scheme to stay in business for over 6 years and be traded on the stock exchange?
Would the Attorney Generals of all 50 states allow a pyramid scheme to stay in business for over 6 years and become one of the largest booking engines on the internet?
Could a pyramid scheme escape notice of booking over 360 million dollars in travel from any authority.
absolutely not, pyramids are illegal. Besides, do you think the Attorney Generals in all our 50 states would allow us to stay in business for over 6 years?
what do you consider a pyramid, {firstname}?

Where am I going to get people to talk to?

we have a simple system that allows us to do this business many different ways. What we try to do after you have joined us is to show you several ways that people have been highly successful with us.
actually {firstname}, we enroll prospects and we train RTAs. After you have signed up with us we will show you several great ways of having people to market to.

I'm not giving out my Social Security Number -

we're going to have to have your SSN to legally be able to pay you
I understand your concerns {firstname}, but what about handing your credit card or check to a waiter in a restaurant...isn't that more dangerous?
I can assure you {firstname} that only our home office support people will ever see your personal information
any legitimate business is going to ask you for a SSN, {firstname}

Here are a few more ideas to help you get that signup...

On just about every category above, you can always refer to the (1) credibility of YTB, (2) the lack of risk with our business, (3) the value of our products and (4) that you are going to help them and train them to do this business. This will diffuse many of their objections
Another technique to use is to re-state their objections and questions back to them ... and many times they will answer their own questions.
One of the most powerful ways to support and close the sale is to say "that's a great question, {firstname}, would you mind holding on for just a minute?" Then, 3-way in your upline or one of your 3-way calling partners.
Use the old "feel", "felt", "found" technique. For example: {firstname}, I know exactly how you feel, I've felt the same way in the past but I have found that with YTB's integrity, the huge potential that we have for our products, the personal step-by-step training we offer and the fact that there is absolutely no risk associated with our business ... it would be very difficult for you to fail if you commit to some consistent effort over a period of time! We even have a program that will guarantee your success!
Use humor. what's funny to one person may not be funny to the next. Often, poking fun at yourself can break down barriers. You might joke "It says in my training manual that people say no six times before saying yes. This is my seventh call, and you're still saying no. Didn't you read the manual?" It's difficult for a customer to get mad when they're laughing at what you've said

Remember, 90% of sales are lost because of the failure of the Rep to ask for the business correctly.

Power Tip - Once you address and handle the objection you should transition into the next 'trial close' immediately. For example:

Super, {firstname}. We can get your website set up in just a few minutes and get you plugged into our proven system immediately so that you can be making money with YTB this week. All I need is.....

Just assume that the sale has been made and take the application! Use this form to collect the necessary registration information: Sign Up Information