By Mary McLoughlin.
As a leader, have you ever felt exasperated because your team member keeps talking about the same potential recruit who never signs up? They keep that magnifying glass focused on one person. You know that they are missing many other potential people, but you can’t seem to get them to shift their focus?
Anna, one of my coaching clients, kept coming to every call talking about how the hostess from her show last November was going to sign up any day. They talk all the time, there just happens to always be one more reason why she won’t sign up. It was way past time for Anna to get a yes or no from her hostess. She was not going to move on unless she did.
So I asked Anna this question, “On a scale of 1 to 10, how likely is she to get started?” Anna couldn’t answer. I challenged her to ask her hostess the very same question. Her hostess’ answer was a 4. She really wasn’t interested. Anna was disappointed, but she was also able to release her expectations and move on. This very simple closing strategy helped Anna to ask for a yes or no. Anna wanted this so much that she was seeing it as an implied yes but never got around to asking.
A few important things to know about the 1 to 10 close: if the answer is 9 or 10, it’s time to get them started, if the answer 1 to 4, it’s time to bless and release. If the answer is 5 to 8; it’s time to ask more questions. They have some interest, but they aren’t ready to move forward either because they don’t have enough information or there is an objection they have not resolved. This is a great close for a newer recruiter who is not yet observing all the cues. It uncovers their level of interest and moves them closer to a yes or no.
As a leader, you can help your consultants move forward as well by using the same strategy. If Sue has a customer that she is “working on” to sign up, ask Sue to evaluate on a scale of 1-10 the likelihood that her customer will sign. Help her to change that magnifying glass into a wide angle lens.
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