USANA Prospecting: Closing Tip: "Anything Else?"

When I was in a follow-up conversation with a prospect, he asked me a few questions, then said he wanted to know more about USANA.

When have you had this happen before? When you have had people at the closing step, you probably have had it happen a lot.

One of the mistakes people make in closing prospects looking at the USANA opportunity is not making sure they have all of the prospect's questions "out in the open," so they can't be dealt with.

A common technique I use is repeating back to the prospect what they have asked about.  For example, I will share the conversation I had the other day: "You want to know general information on the company, the products..."

Then, I say, "Anything else?"

Prospect: "Yes, I would like to know about the compensation plan."

I would say, "Ok, very detailed, nitty gritty details, or a general understanding of the ways you can make money?"

Prospect: "Just the general ways I can make money."

Me: "Ok, anything else?"

Prospect: "What makes this company different than others."

Me: "Ok, anything else?"

Prospect: "No, I think that should do it."

So, what this does is narrow down everything that the prospect is thinking. This doesn't guarantee that I won't get more questions, but I have greatly reduced my follow-up and closing questions.

The prospect hasn't gotten to how much it costs to get started, but that will be discussed in that conversation.  It may require another follow-up.  This last conversation was only a our second one. I spent 20 minutes in the first and 15 minutes in this one.

Here is the email I wrote to the prospect addressing exactly what they asked for, no more, no less:

[Prospect's Name withheld for privacy], 

Dr. Wentz, Founder & USANA's Background: 

http://bit.ly/12l86VQ 

Dr. Wentz, Convention Speech That Sums It Up(Keep in mind, he's not a speaker or sales guy..he is a scientist.) 

http://bit.ly/12l8aoi 

Manufacturing Tour: 

http://bit.ly/12l8Rya 

USANA Compensation Plan (Basic Overview): 

http://bit.ly/126CO4K 

Lifetime Matching Bonus: 

http://bit.ly/12l7QWO 

Leadership Bonus: 

http://bit.ly/12l7Sha 

Your First Eight Weeks: 

http://www.integritas-group.com/bootcamp

Jason Wells
USANA Health Sciences

Notice, I didn't go into a big explanation. I just bolded the topics we discussed on the phone.  So on my follow-up, I will ask, "Did you look at the information?"

Then, I move into asking remaining questions....including asking..."So you ready to get started?"