When it comes to network marketing or any sales-oriented business, one skill stands above the rest: closing. Many entrepreneurs focus heavily on prospecting but overlook the importance of actually closing deals. The truth is, if you get better at closing, everything in your business becomes more profitable – your marketing, prospecting, and follow-up all yield better results.
The Value-First Approach to Closing
Contrary to popular belief, closing isn’t about being aggressive or pushy. Those tactics simply don’t work in today’s marketplace. The real secret to effective closing is providing genuine value.
Years ago, I witnessed this principle in action during a marketing retreat in Cancun. The event organizers set up a “money game” where participants could pitch the group on why they deserved to receive a collective pool of cash. Most participants defaulted to sharing sob stories or charitable intentions, trying to win through pity or guilt.
When my wife took her turn, she offered something different: “If you pick me, I’ll show you exactly how I hit $10,000 a month on Facebook, complete with scripts and screenshots.” She won unanimously.
Why? Because the marketplace doesn’t sustain businesses built on pity – it rewards those who consistently deliver value.
Are You Actually Asking?
Many people who think they’re bad at closing are actually just bad at asking. As Wayne Gretzky famously said, “You miss 100% of the shots you don’t take.”
If you truly believe in your product, service, or opportunity but aren’t talking to people about it, you care more about how you look than potentially helping others. That’s not impostor syndrome – that’s fear holding you back from making an impact.
An impostor isn’t someone who does something uncomfortable before they’re ready – that’s called courage. An impostor is someone who claims they want to change the world but isn’t willing to look foolish in the process.
The question you should be asking prospects is simple: “Are you open to hearing more?” or “Are you open to taking a look at what I have going on?” You’re not trying to close everyone – you’re identifying who’s actually interested.
Overcoming the Top 3 Objections
Objection #1: “I don’t have the money”
This objection is often a smoke screen. Most people actually do have the money – they just don’t see the value in moving forward. Here’s how to handle it:
First, ask: “If you did have the money, would you move forward?”
If they say no, don’t waste time trying to convince them. Simply ask if they know anyone who might be interested and move on.
If they say yes, follow up with: “So you’re saying you don’t have this amount on a credit card, debit card, or in your bank account?”
Many people haven’t even considered these options. If they still say they don’t have it, ask the magic question: “How far off are we?”
Notice I said “we” not “you” – this shifts the dynamic from their problem to a shared challenge. I’ve had countless people reveal they were only $50 or $100 short, which is much easier to solve than the full amount.
Objection #2: “This is too expensive”
When someone says your product is too expensive, try this response: “The owners could have used cheaper ingredients, but they wanted something that actually worked.”
This leverages our collective bias that higher-priced items tend to be higher quality – a belief that often holds true.
Objection #3: “I don’t have the time”
When someone claims they’re too busy, ask them: “When will you have time? Are you going to be busy like this for the rest of your life?”
This draws attention to an unsustainable reality many people accept as normal.
Then explain: “When someone learns to make residual income, they actually create time. If you’re always busy without a plan for time freedom, you need something like this – or you’ll continue trading time for money forever.”
This powerful framing positions your opportunity as the solution to their time problem rather than another obligation.
Get Better at Closing, Get Better Results
When you master closing techniques, everything in your business becomes more efficient. And remember – busy people often make the best business partners. Someone with “all the time in the world” will likely continue to have all that time because they’re not putting in the work.
Focus on value, ask the right questions, and transform objections into opportunities. Your business – and bank account – will thank you.
