Budget

Question 1

Won’t Be the Last Time Close

Answer 1

I agree, and this isn’t the first time and won’t be the last time that you spend more money than you expected to. I need your OK here and here.

Question 2

Do it Anyway Close

Answer 2

I understand that it’s more money than you had budgeted, do it anyway.

I need your approval here and here.

Question 3

Disease

Answer 3

I know it’s more than you need and more than you wanted to spend, but it’s not a disease. It’s not like you will die from it; let’s do this, OK?

Sign here, please.

Question 4

Budget Close 1: We are over budget now

Answer 4

Everyone who buys from here is over budget, but we all still work it out. We have a support group that meets here every Monday night…

I need your approval here and here.

Question 5

Budget Close 2

Answer 5

And sir, you can probably say that about your credit cards, your car payments, insurance, taxes, groceries, restaurants, heating bill, and electric bill. They are all more than you want them to be, but you still do it.

I need your OK here and here.

Question 6

Budget Close 3

Answer 6

I understand and would expect that this decision will have plenty of company at home and won’t be by itself.
(Answer: “What do you mean?”)

This won’t be the first purchase that you make that is too much and over your budget.

I need your OK here and here.

Question 7

Budget Close 4

Answer 7

So, assuming that you can afford your house note, present car note, car insurance, utilities, groceries, medical, clothes, baby sitters, school, entertainment, Visa, MasterCard, alimony, child support, retirement contributions, health clubs, you continue to save monthly and would have room in your monthly budget to enjoy owning your new car. Assuming you could afford all that, then certainly you’d have no other reservations, correct? Good. What is your house payment​? Your present car payment?

(Figure out their budget and shows how the new additional payments would work)

Question 8

Budget Close 5

Answer 8

90% of the people I work with are over budget when they arrive here. Just because you may have made some decisions in the past that didn’t make sense or purchased things you really didn’t need should not mean you would penalize yourself today from getting those things that do make sense and that you do need.

Let’s do this… Sign here and here

Question 9

Down to the Penny Close

Answer 9

We are within $48.50 of getting you exactly what you want. In comparison to the price and length of time you will own it, $48 is a miniscule amount. Let’s do this.

I need your OK here and here.

Question 10

Reduce to Ridiculous Close

Answer 10

$1000 a month is only $30 a day. You will live in your home, wake up in your home and go to sleep here every day and night. You will build a life here and your family will be safe here for only $30 a day

Ex: An additional $48.50 monthly is 1.62 a day. You will drive this car every day, your family will go on adventures with this car for the price of a cup of coffee.

I need your OK here and here.

Question 11

Better to Live Rich Close

Answer 11

Better to pay a little extra and get what you want than pay a little less and make a mistake. Better to live rich than to die rich. I need your OK here, and I will get your new product ready so you can start enjoying it right away

I need your OK here and here.

Question 12

Can’t take it with you

Answer 12

I agree it’s a lot of money, but you can’t take it with you. Let’s do this.

I need your OK here and here.

Question 13

No Shortage of Money Close

Answer 13

I agree it’s a lot of money, but there is no shortage of money on this planet. There is a shortage of people who are happy and love their lives. Let’s do this.

I need your OK here and here.

Question 14

Treat Yourself Close

Answer 14

Of course it’s a lot and this isn’t some- thing you do every day. Treat yourself.

I need your OK here and here.

Question 15

Work Hard to Earn This Close

Answer 15

I know it’s a lot! And this is actually why someone like you works so hard, so that he can earn the right to have something this nice.

I need your approval here and here.

Question 16

You Deserve It Close

Answer 16

I know it’s a lot of money, and you deserve it. And if you don’t deserve it, I don’t know anyone who does.

I need your approval here and here.

Question 17

Discount Close: The price is too high

Answer 17

That is exactly the reason to do this now and get it for yourself so you can start enjoying it now.

I need your approval here, here and here.

Question 18

You Knew That Before Close

Answer 18

I agree it’s a lot of money, and you knew that before you got here. I need your approval here and here.

Question 19

Gratitude Close

Answer 19

Mr. Buyer, I agree it’s a lot of money. Be grateful you and your company are in a position to consider the product. There are businesses that are shutting their doors, and people don’t even know where they are going to get their next meal. They would love to be in your position. You are able to own and en- joy your new. You deserve it, you have worked hard for it, and you are in a position to do so.

Be grateful you can do this.

I need your approval here, here and here.

Question 20

Who Taught You That Close

Answer 20

(Look at buyer in shocked)

Who taught you to think like that? You can do anything you want to do. You can afford whatever you want to afford. You’re capable of doing anything and everything that you choose to. Now, that’s not you talking to me right now, it has got to be somebody else. Who taught you to say you can’t afford it or I need to think about it or I can’t do it.

That’s not you! C’mon, let’s do this deal.

Sign here and here.