This post is about HOW TO CLOSE WITH A THREE WAY CALL. In my previous article, I explained what you have to do to become a Master Closer and I gave you the various steps that you should follow to achieve that. If you have not read this post, I encourage you to do that HERE. The purpose of this article is to give you one essential additional “closing” recipe that will help you gain trust and confidence in your selling process.
WHAT IS A THREE WAY CALL?
It is a telephone or video call that will involve your prospect, your Senior Business Partner (SBP) or your Up Line and yourself.
WHEN USE THE THREE WAY CALL?
This method must be used when you feel that your prospect is a potential customer, who is not yet ready to sign up and when you have almost exhausted your own selling capacity. You want to use the three way call when you are new in Network Marketing, when you do not have real sales and closing experience and particularly when you do not like selling or when you feel uncomfortable talking to people.
WHY USE A THREE WAY CALL?
The three way call is the TRIANGLE OF TRUST between your prospect, your SBP and you. It is a MUST and it WORKS! Some people think that it is the “Old School” method. In fact it is a way to make more money that we can even expect, because you don't need to know everything before making money. You can let somebody else (your SBP) answer all the questions, still close the deal and learn at the same time.
WHAT DO YOU NEED TO DO A THREE WAY CALL?
You need a telephone system which accepts telephone and/or video CONFERENCE CALLS. It can be a classic telephone system or a VOIP (Voice Over Internet Protocol) system. I personally use Skype, because it offers telephone and video conference capacity plus lots of additional cool features.
HOW TO PREPARE A THREE WAY CALL?
First contact your SBP and inform him/her that you want to do a three way call to close your Prospect Bob. It is very important to prepare your SBP in advance because he/she is a busy person and her time is precious. He/she has to agree with you on the date and time of the call. If you have time, tell your SBP minimum details about Bob. If you don’t have time you will do that during the call introduction.
Second, prepare yourself, type and print your script including names and information that you have gathered from Bob.
Third, test your telephone/video equipment and rehearse several times with someone in your family, your kids (they will love it) or your Teddy Bear.
HOW TO MAKE THE TRANSITION FROM TWO TO THREE WAY CALL?
You want to make this quick because you have someone waiting on the line but you want to give some clues about Bob to your SBP if you have not done it yet. Just tell your SBP the BASIC HE/SHE NEEDS TO KNOW:
“Bob is very excited, he wants to make $1000 a month and he is already a CEO of a large corporation…”
You then put the call and make the INTRODUCTION. You want your prospect to understand HOW POWERFUL your SBP is. You want your SBP to understand how beneficial it will be to get Bob onboard your team.
Then YOU MUTE YOUR PHONE and ZIP YOUR LIPS! Let your SBP talk. DON'T EVER INTERRUPT your SBP.
WHAT TO SAY DURING THE INTRODUCTION?
Here is an example of an INTRODUCTION conversation. Ms. Tracey Walker is your SBC. Bob is your prospect.
YOU: “Bob are you there?”
BOB: “Yes I am”
YOU: “April are you there?”
TRACEY: “Yes I am”
YOU: “I am so excited to introduce each other. Bob I want to introduce you to Ms. Tracey Walker. She is a phenomenal person and top leader in our industry, who has built a Million Dollar business and sponsored hundreds of Network Marketers like you and me. Tracey this is Bob. He is one of the most wonderful father I have met. He loves his wife and two children and wants to take them to Orlando. Bob this is Tracey, Tracey this is Bob…”
Then you ZIP YOUR LIPS!
Your SBP talks to Bob until she RECLOSES BOB at the end of the process:
TRACEY: “BOB you can choose between PACKAGE A, PACKAGE B and PACKAGE C TODAY. OK you go for PACKAGE C. Which credit card will you use today: a VISA or a MASTERCARD?”
Your SBP will then turn back to you and you will continue the TRANSACTION PROCESS. You thank April who will leave the three way call and you continue with Bob.
The transaction can be done Online or Manually. If it is done Online, I recommend that you stay on the phone and you guide Bob during
the signature process. Using Skype can be of great help for that with the screen sharing feature. If it is done offline, you should ALWAYS be prepared to take the transaction on paper and I recommend that you prepare FORMS with pre-typed lines including Date, Type of Product, First, Last Name, Billing Address and Credit Card information.
Do not hesitate to use this method which has proven thousands of times to be successful. You can find all details and training about this method HERE. You are now ready to Close like a MASTER. Good luck! In this article, I just explained to you HOW TO CLOSE WITH A TREE WAY CALL.
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