(S) We offer people the #1 opportunity for making extra money on a part-time basis or even a career change for the right money.

(S) Before we offer you that opportunity, we would like to find out if you qualify. Can I ask you some questions? WFA

(Q) Where do you work?

(Q) How long have you been there?

(Q) Do you like it?

(Q) Are they paying you all the money you want/like to make?

(Q) If they were paying you all the money you wanted/liked to make, what are your goals and dreams or some of the things you would buy or do that costs money? WFA

(Q) How much money realistically would you need to make to accomplish and buy the things you just stated? WFA

(Q) Last question, when will your job pay you that kind of money? WFA

(Q So what is more important to you, your job or your family, goals and dreams? WFA

(S) We have a 2-part program, first part is, if a person comes in on a part-time basis and complete our 6-8 week training program they can make $500-1,500 a month on a part-time basis.

(S) Second part, we have a management program that after a person has completed it successfully 12-18 months that they could earn $50,000-75,000 a year.

(Q) If I could show you that, if you complete our program successfully after 18 months you could make $100,000 a year for the rest of your life, would you be interested? WFA

Go to the KT and write down wife goals and dreams, husband goals and dreams. Then write down their income, substantially less than what they would make, but more than what you think they are really making. Then subtract what they make from that they would like to make and circle the difference. The difference is the shortfall part-time income you are going to focus on during presentation. Prioritize their goals and dreams by asking the wife and husband which are the most important to them and the one they would not like to give up a number 1-2 etc.. with 1 being the highest. Put this sheet of paper on the table and make sure it can be seen during the entire presentation.

(S) I would like to show you what we do, to see if it is something that you can use to get your (mention individual goals, dreams, and income). And to see if you believe in what we believe in.

CLOSING YOUR YTB PRESENTATION

The Most Important Part of Your Presentation

Whether you are trying to close a prospect on the phone following an outline presentation, in person one on one, or at a vacation party, closing is THE most important part of the presentation. Without a strong close, all of the work that you have done can be wasted. All that is required to develop a strong close is to use the following techniques and Practice- Practice-Practice!

Ask Your Prospects What They Like Most

Fortunately, closing the presentation is simple –after all, it’s simply asking our prospects what they like most about YTB, answering their questions and/or objections, and asking them to sign up. Here are the steps:

Following the presentation, find out which aspect of YTB interests them most.
Are they interested saving on vacations and travel?
Are they interested in saving on taxes?
Are they interested in making extra income?
Or – are they interested in a combination of the above?
Answer their questions or objections.
Ask them to sign up and join YTB by focusing on what interests them.

“It Made Sense to Me” Close

One great closing technique is to simply say “It made sense to me.” Here is how you would use this closing technique:

For prospects interested in travel: “When I saw this program and realized that I could save on my own travel by earning commissions on my vacations and travel, it made all the sense in the world to me to get started immediately. What do you think?” And – then be quiet and listen to their response.
For prospects interested in tax savings: “When I saw this program and realized that I could save so much money each year on my taxes, it made all the sense in the world to me to get started immediately. What do you think? And – then be quiet and listen to their response.
For prospects interested in making extra income: “When I saw this program and realized that I could make some extra money by referring people to my own website and by sharing this program with others, it made all the sense in the world to me to get started immediately. What do you think?” And – then be quiet and listen to their response.

“Great Idea” Close

Another effective close is the “Great Idea” Close. Here is how you would use this closing technique:

For prospects interest in travel: “I’ve got a great idea. Let’s get you signed up tonight so that you can get your Referring Travel Agent credentials and start earning travel commissions on your personal travel!” Then be quiet and listen to their response.
For prospects interested in tax savings: “I’ve got a great idea. Let’s get you signed up tonight so that you can begin saving on your taxes immediately!” then be quiet and listen for their response.
For prospects interested in making extra income: “I’ve got a great idea. Let’s get you signed up as a Rep tonight so that you can begin making some extra income immediately!” Then be quiet and listen to their response.

FOR INTERNAL USE AND TRAINING PURPOSES ONLY.

NOT TO BE DISTRIBUTED TO THE PUBLIC.