A Vital Component that will boost your closing ratio: As you follow up at 6:30p (or whenever your scheduled follow up time is) we strongly encourage you to have a senior partner on the line with you. This is known as the 1-2-3way system.
1) Invite (you did this at Starbucks!)
2) Upgrade their belief in the company/products (you did this though the website & videos!)
3-way) Enroll via 3-way conference call with with a senior partner, train using a senior partner
3-Way Call – Word Track
1st, contact a senior partner in Zrii. Explain that you just met Mary at Starbucks and ask if they can be available at 6:30p tonight to answer questions and provide a closing call. 2nd, at the scheduled time, call your senior partner, place them on hold, flash Mary onto the line, & flash again. Now all 3 of you are on the phone.
Hi Mary! It’s Jason, I promised you a call at 6:30p. I’m so excited. I have Vicki Mancuso on the line with us. She and I work together on this exciting p/t project. Between the two of us we can get your questions answered.
Edify your senior partner: Vicki is an expert business partner. I trust her and she’s always there to support us. She works with our CEO regularly. She’s a top income earner and we’re lucky to have her with us for a few minutes.
Describe Mary’s F.O.R.M. needs now (Family Occupation Recreation/Retirement Money): I was telling Vicki about you, Mary. I shared how you want more time with your 2 young kids. How you work on weekends and that you’d rather not do that anymore. And how you look for ways to earn more income so you can create 2 college funds & retire sooner. Vicki said we can help you.
So Vicki please say hi to Mary!
AND YOU’RE DONE!
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During the 3-way conference call: Vicki (or whichever senior partner you have scheduled) will ask what Mary’s favorite part of the video was. She’ll answer all questions smoothly. She’ll handle any objections expertly and professionally, and she’ll walk Mary through the 8 question close; a professional way of having Mary engage. The 8 questions close allows the guest to discover what their own personal needs and desires are. Mary will be invited onto the team and you receive all commissions. Congratulations!
3-way closing calls increase the closing ratio by 75% due to the psychology created:
1) Those who use 3-way closing calls create a better way of listening. The guest listens more intently due to the accolades you gave the senior partner during edification.
2) The guest becomes aware they are in business for themselves but not by themselves. They realize they do not have to know everything, they just have to know how to dial the phone and they know a partner will assist them.
3) The guest will feel more important because you thought enough of them to introduce them to a senior partner.
4) The guest is relieved, they see you don’t have to be a sales person. A senior partner handles all questions and invites guests to join. The 3-way call also demonstrates this business requires very little time commitment. By scheduling a 3-way closing call you’ve eliminated the top 2 objections: ” I don’t have time” and “I’m not a sales person”.
5) The guest sees a bigger picture…. it’s not just you inside of a brand new business. There’s a community of leaders within a large business and these leaders assist and help. The #1 reason people do not join is because they feel they will not be assisted or trained. The 3-way call introduces them to a comfortable system of tangible support.
Skip the 3-way closing call & it may be more difficult to add members to your team. You may have results that vary. Your guest may be looking at you and thinking, “They are doing it all, it’s taking a long time, they have so much knowledge about it all… this may be too complicated”. Yet a few people do have enough influence and are able to do it quickly enough that they don’t seem to need 3-way calls. It’s truly your choice.