Close More Sales!

What Does it Mean to “Close the Sale?”

One of the biggest challenges for consultants in a direct sales business is learning how to close the sale during a recruiting interview. Many consultants spend time preparing and practicing their recruiting presentation. They are knowledgeable about the consultant opportunity: what it costs to get started, what training is available and so forth. But they often forget one essential ingredient in all direct sales businesses – how to close the sale. Closing a sale is a process at the end of a presentation that identifies interest, uncovers obstacles and then provides information to resolve those obstacles and complete the sales process

Closing the Sale During the Direct Sales Business Recruiting Interview:

At the conclusion of your interview, make sure to answer her questions. Then use this simple and direct 5 step plan to close the sale:

  1. Identify interest: Ask the following question: “On a scale of 1 to 10 (1 being not interested at all and 10 being sign me up now), what is your interest level right now?”
  1. Uncover obstacles: If the answer is anything other than 1 or 10, ask “what would it take to make it a 10?” Jot down the answer and then ask “anything else?” Continue to asking “anything else?” until all obstacles are uncovered.
  1. Find out what the real obstacle is: Go through each obstacle one by one and ask“If I could show you how to (overcome the stated obstacle), would you give it a try?” For example, if she says, “I would love to do this business, but I just don’t have time.” Say, “If I could show you how to fit it in alongside your family and other obligations, would you give it a try?” If she says “yes,” then you’ve uncovered a real obstacle.
  1. Ask permission to give information: For example, “You know, many new consultants are concerned about the same thing. May I share an idea that’s worked for me?” Then give her information about how to work around the obstacle. The number one issue is usually: “I have to discuss it with my husband.” Ask her, “What do you think your husband will want to know?” Then give her the answers so she is prepared for the conversation. Ask when she expects to discuss it with her husband and make an appointment to talk to her on the phone shortly after that time.
  1. If she keeps wavering, say, “I don’t think a direct sales business is right for everyone and you know, (insert her name), I could tell you all day long why you would be great at this and how it fits in with your life. But, in reality, the only way to find out is to … (pause and let her fill in the blank).

As with any new skill, it’s important to practice ahead of time. Your success rate will increase dramatically once you’ve master the skill of closing the sale in your direct sales business.

Your Success is My Goal,




Understand what your clients really need.

Find a need and fill it!

Do you have customers who are saying “I love your products!”  Then follow with a “Not now?”  What do you do?

Questions are the Answer!

Before you end the conversation, ask if you can ask one “quick” question.

Here’s an example.  I was speaking to a gal the other day who said “I would love to have a show, but I’m so busy we may have to wait until the end of summer or beginning of fall.”  Then I said, we’ll when you do have your show, what will work better for you a weekend or a weekday?  And before I knew it she was booking a show in the third week of June!

Don’t try to overcome objections, instead ask a better question.  Like, well what would work.  Here are a few examples:

Customer: I’d love to host a show, but my kids will be home all summer long.

You:  Well, if you were to book a show, what would work?  Perhaps a weekend or a week day evening?

When people bring up objections it means they are focusing on what they don’t have.  If you can help refocus them onto what they do have, then you’ve opened a door of possibilities.  They may or may not walk through that door, but at least it’s an opening!