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THE FOLLOW-UP MYTH: GET CLEAR ON THE CLOSING PROCESS

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This week, I want to dispel a myth.

This is what I hear all the time: “The Fortune is in the follow-up.”

Let me tell you…

The fortune is not in the follow-up. The fortune is in the close!

Yes…

I know…

You’ve heard that story about how a woman followed-up with a friend 21 times and the friend became a millionaire. She maxed out the pay plan and became a super-star.

This is an isolated incident and there is always more to the story.

It’s not all black and white, but the majority of the time, if a prospect can’t decide by the 3rd call, they are not going to decide. In most cases, it should only take 2 calls.

You want people who make a decision…

Pull the trigger…

Trust their instincts…

Be in the moment…

Make a commitment…

Why would you want to follow up with someone 7 times? Can you imagine what it will be like once you get them into your business or to use your products and services? That’s why I teach the 2 Call Close. Take a look at this infographic that shows how the process should flow.

And yes—it can be this simple!

 

2callclose

 

I hope this clears up any confusion or fallacy about calling a prospect over and over. Once they’ve seen the information, it’s decision time. If after the second conversation the prospect still requires more information, direct them to it and that’s it. They should have what they require to make a decision. Talking more won’t do it. 

Don’t slip into convincing mode. Have posture and know what you have is of great value.

It’s IN or OUT Chief!

If you want to learn more about becoming a Master Closer, check out My Closer’s Clinic  to take your game to the next level!

 

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