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Closes
Keep in mind that the sample closes below are designed for all types of businesses. As we've mentioned elsewhere, what we are providing is training for online marketing of any type of business. Brick & Mortar (retail & service companies on the street) as well as any online business or MLM. Take these and revise to make them your own.
Installation/Delivery - So when would you like to set up your delivery, or have this installed? Right away this afternoon, or tomorrow morning around 11:00?
Will there be any other changes or additions to your new _____ before we come to an agreement on the figures?
On a scale from 1 to 10, what is your interest level? What would make it a "10"? Great... once we take care of that for you, sign here and here.
Payments - I wouldn't expect you to make payments that aren't agreeable and affordable. I'm confident that we can find a lender who is willing to adjust those payments for you.
Need to talk to spouse - what if your spouse says "No"? Answer, "He won't say No..." Good then I need your okay here & here.
Need to talk to spouse - what if your spouse says "No"? Would it be about the product, or the money? Answer, "the money." What about the money, would it be about the total expense, or how fast you could recoup the expense?
Need to talk to spouse - what if your spouse says "No"? Would it be about the product, or the money? Answer, "the product. It sounds too much like one of those MLMs or programs we did once before... and we never made the money we thought." Keep in mind, often you are dealing with their objection, NOT the spouses. Many spouses today make decisions without the agreement of the other spouse and this is really a stall tactic. Now you know the objection of the person you're talking to and can handle that objection.
I need to talk to my spouse. I agree and you should talk to your spouse. But if your wife is anything like mine, she NEVER tells me "no" if I really love something and I NEVER tell her "no" if you really likes it. So, let's go ahead and get this started. Which credit card will you be using. Let's do this and make some money.
I need to talk to my spouse. I am with you sir, and I totally understand. But let me say this... it's better to ask for forgiveness than it is to ask for permission. So, let's get you going right away. (must have confidence when using this... smile.
I need to talk to my wife. Sir, if you are anything like me, and I think you are, I talk to my wife about everything. So, she already knows you're here, right? (yeah, we talked about it). She already knows that you will make the right decision.
I need to talk to my wife. Does she approve of your present situation and the cost incurred with your present situation. IF nothing changes, except that your situation improves, certainly she'd be in favor of you bringing more money into the household, let's do this.
So if there are no objections or reasons for not moving forward, let's get your form filled out. Will you be using PayPal or a credit card?
Agreement Closes - I agree that it's a lot of money, but you saw how you can make it back almost immediately. I need you to fill out the form and let's get you rolling.
Hey, I agree that it's a lot of money, and you already saw that in the video. You know that it can be the answer to your dream of taking your wife to HI (or whatever they said was one of their dreams), so let's get you started.
I agree that it's a lot of money, and everyone else who bought this package said the same thing... but now they are all making money and have the investment back in their pocket already.
I agree. I'm sure this isn't the first time and it won't be the last time that you've spent more than you intended, but just think of the rewards by doing this. You remember the video. Let's do this!
Be Grateful close! Now be grateful that this is something that came to you at the perfect time and that it's affordable. You're investing in yourself and your family. This will change all of your lives.
Congratulations... Hey I know that it's a big investment, and you should congratulate yourself for being able to have the ability to make an investment of this value.
Do it Anyway! I understand that this may be a stretch for you right now. I understand that it may not be in your budget. I understand all of those things... But do it anyway. Imagine the benefits for you and your family.
I know this might be more than what you expected. But it's not anything you are going to die from it. Let's do this.
Do it for me Close.... If you can't do it for you, and you can't do it for your spouse... Do it for me! Let's roll.
Move down a package. Would you consider doing it for the lower package for $500. That will save you now, but not in the long run... Or would you rather have all the benefits of buying the higher package right now. Remember, the first person you enroll, you have your money right back. Let' get your form filled out. Will that be PayPal or Credit Card?
Move down a package. When there is NO way, they are going to spend the $1000, suggest the $500 package and possibly offering a bonus when they upgrade.
Move down a package. Use alternatives to close. Okay, if the price is to high, I suggest we consider the package right under this ($500), or would you rather get exactly what you want and pay more up front but not have to buy the top package again.
Back to the higher package. Would you consider buying the $1,000 package rather than the $500. The extra training you're getting is phenomenal and you are automatically qualified at all levels.
Okay, we can start out at the $500 package, which won't give you near the training modules, and then you can upgrade later.
Personally what I would do.
Budget
Everyone goes over budget... they are over budget because they say Yes to often So, close them right away. Everyone who gets this package is over budget, and they all figure it out., No different than house payments, auto, ..... they are all over budget.
Let's do this!
90
I understand and expect that this is not the only expense that might be too much and be over your budget. Let's do this!
House note, present car note, car insurance, utilities, gas, electric, water, life insurance, medical, groceries, baby sitter, clothes, school, entertainment, movies, restaurant.... Financial guidance, never too nosy, this is your job.
90% of the people I work with are over their budget, so even more reason that you do need this program. Don't let their budget be the barrier to keep from closing.
Don't penalize yourself today for the mistakes from yesterday. Sure you may have joined XYZ company for $22,000, and I'm so sorry that you did that... so did I. Now, the key is that we need to find a solution to pay that loan and/or credit cards off, AND no longer harbor any resentments about that. Look at it as college tuition and now you're paying back the school loan. However, let's jump on this and start earning the income to pay off that loan. Let's do this!
Pray about it close - Sir, I appreciate that and I pray about every decision in my own life every morning, and I pray myself. How are you most comfortable praying, on your knees, standing up, sitting down, how are you most comfortable? Good. Let's pray about it together. I trust that God won't mislead either of us. I am willing to accept God's will for the both of us.
I really need to think about it. Think of an elephant, did you get the picture? Good. Think of your house burning down, did you get the picture? Good. Thought is immediate. It is instantaneous. Now it's time to make a decision. It's yes or no time. I'm fine with either one. Which is it going to be? You are going to flush the objection.
I really need to think about it. I understand that you need to
Payment Breakdown Close -
What to say...
Never say, "What do you think?" or ask open-ended questions.
Suggest ownership of the item, by using the word "your" - suggesting they already own it.
Always use courtesy, use respect, use a positive attitude, be interested in everyone involved.
When there is a 2nd person involved, keep them involved in the process.
Add speed and confidence into your close.
If there are no more objections, LET'S ROLL!
Get excited about your closes! Keep a smile on your face, knowing that you are doing something wonderful for the buyer.
Have an arsenal of closes at your fingertips. Practice the ones you like the best, that fit your personality, and they will roll off your tongue.
Use the truth in your close. It will cut through the resistance in people, it will cut through the objections, the stalls. Too few people use the hard cold facts of what the buyer has shared with you. Repeat them back to them.
Be strong. Be bold and the mighty forces will come to your aid. Expect the YES and you'll get it.
Some of these closes may feel uncomfortable, or too bold or outlandish. Once you've used them and you've done them tastefully, they become automatic and not offensive.
Be committed to the product. Be committed to the company. Be committed to what you are doing for the buyer.
Always try to move up in value, rather than down.
Always show the buyer a way to get what he wants. Always show a solution, always offer a way out, always
offer a way to satisfy what they want.
Breakdown the packages to show buyer logically what makes sense for them.
Use empathy, let them know that you've made mistakes before just like them, understanding, separate the past experiences, and bad decisions from this one, don't penalize yourself today.
Closers are solution oriented. You want problems so you can supply the solution to the problem. Solve the problem as you close the sale. You get paid to solve problems.
Most buyers are more concerned about monthly payments and not about price.
When someone brings God into the decision making process, you should pay them the respect to be willing to honor their beliefs, and pray with them, until you get a yes or a no. Be totally genuine. Respect their religion and their desire to pray about it. Then respect whatever answer we get.
Got to be bold to use some of these closes, but I'd rather be bold and use them, rather than be broke because I don't use them.
If you are genuine, and you're interested, if you're willing to do whatever it takes to sell your product, to sell your service, and your ideas.
If you really, really believe in what you're doing, if you believe you make a difference, if you believe your company really takes care of people, who can do anything. You just need to decide if you believe in your product and service enough.