Итак, мы подходим к очень важной части обучения нового партнера — заключение первой сделки.
Напомню, в прошлый раз у нас шла речь о технологии «Звонок с хорошей новостью». Это именно то, что позволяет держать человека с приподнятыми эмоциями. Важно, чтобы новый партнер не упускал эту, кажется, незначительную деталь. Потому что весь бизнес складывается из мелочей.
http://chekmaevs.com/kak-zapustit-novogo-partnera-v-mlm-chast-4/
Как мы помним, вторая встреча назначается еще в конце первой. Если первая встреча закончилась словами «созвонимся» это значит что встреча прошла зря. Потому что нет конкретной договоренности. А вот если было назначено точное время второй встречи — это хорошо.
Что же там на этой второй встрече делать? Как взять деньги? Как заключить эту самую сделку? Ведь на первом этапе у нового партнера это самый большой страх — взять деньги!
Секрет не сложный. Главное — правильно начать! Мы ни в коем случае не начинаем заново рассказывать все преимущества нашей компании и продукта. Мы задаем вопрос: «Почему ты решил придти? Что тебя зацепило?»
Важно понимать — если человек пришел на вторую встречу (приходят далеко не все и это нормально, работает воронка продаж) это значит ОН УЖЕ СКАЗАЛ ВАМ «ДА».
Вот здесь алгоритм второй встреч. Он, как всегда, сделан под компанию Reworld, однако его легко можно адаптировать и для любой другой компании и продукта.
Вторую встречу я, конечно же, помогаю проводить своему новому партнеру. При этом есть у меня еще такая наработка в дополнение к алгоритму, представленному выше:
Контрольные вопросы для проплаты:
- Как тебе тема?
- Что больше понравилось, услуга или бизнес?
- Что в услуге понравилось больше? А еще?
- Какие возможности для себя увидел?
- Сколько денег для себя увидел здесь?
- Тебе на какой вход выгоднее заходить?
- Я правильно понимаю, что у тебя есть деньги на вход?
- У тебя наличными или на карте?
- Тогда сейчас сможем оплатить.
Если человек говорит «Нет, денег не хватает». Тогда задаем вопрос «А сколько не хватает?». И если понимаем, что хотя бы на минимальный вход у него есть, то заключаем первую сделку нашего партнера.
Конечно же эти вопросы это не панацея, благодаря которой все буду оплачиваться. Однако выучив наизусть список этих вопросов, Ваш партнер однозначно повысит свою конверсию заключения сделок! И снова — проконтролируйте, что Ваш партнер выучил эти вопросы именно наизусть и может без запинки пройти по всему списку именно в том порядке в котором они тут представлены.
Успехов Вам в делах и отличных проплат!
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