Basic Closes Flashcards
Three Yeses and Close
“Did I answer all your questions? Were we easy
to get to? Am I the type of person you’d feel
comfortable having service you?
Great. Then I need your okay here, here and here.”
The Handshake Close
“Hey look, you know John, it serves your needs.
You know you can afford it. You know you’re
going to do it sooner or later. It’s only a matter of
time. Let’s get this done right now.”
The Ben Franklin Close
“You know I understand how hard it is to make
a decision, so here’s my suggestion: Let’s weigh the positives and negatives of this situation. If the negatives outweigh the positives, don’t do invest, but if the positives outweigh the negatives, do it.
The Second Party Assist Close
“Hey John, if this figure, considering what you
know about the product, and knowing your
brother as you know your brother, what advice
would you give him about the purchase of this
product and the fairness of the figures.”
Do It For Me Close
“Sir, if you can’t do it for you, and you can’t do it
for your wife, let me suggest you do it for me. I
need your OK here and here.”
The Payoff Close
“So you agree to purchase now, assuming we
can pay off the balance owed on your present
lease or mortgage using the company’s rebates
and discounts, or by getting the lender to
carry the difference. Your funds,
sir, will now be used to reduce the amount
financed on the new purchase. I need your
initials here and here.”
The Eleventh Inning Close
“Hey what figures and what terms would be
necessary for you to say yes to this purchase
right now?”
The Scarcity Close
“As you are aware, there’s a limited availability of
this specific product, the one you want. A huge
demand in the marketplace, and I want to be
certain John, that I’m able to get you what you
want. So look, I need to get this paperwork done,
which means I need your approval here, here,
and here, and I also need to know the delivery
date that I can install, okay. Let’s do this now.”
The Puppy Dog Close
“Hey let me suggest that you go ahead and
take it home tonight. We go ahead and get it
installed. And when you wake up tomorrow,
you decide whether it’s the right thing for you
to have done or not. If you decide it’s not, we
come back and pick it up. Or you can bring it
back. And no problems. At least you will have
had the experience of having it in your home.”
Feel, Felt, Found, Close
“Hey I appreciate the way you feel. I have felt
exactly the same way until I found out that I
don’t have another one coming in. The price
will not get lower. And the bottom line is you
need it, and you need it now man. Let’s go
ahead and do this. I need your full legal name
right here by owner.”