Closes Flashcards
Check Close
“Would there be any other changes or additions you would want made to your new _________ before we come to an agreement on the figures?”
SCALE FROM 1 TO 10 Close
“On a scale from one to ten, how do you rate your new______________?” (wait for answer) “What would make it a 10?” (wait for answer) “Great, let me get that handled. Sign here and here.”
Payment Close
“If the payments aren’t agreeable, we wouldn’t expect you to buy the product. I am confident that our local lender can provide you with alternatives that will make your monthly investments agreeable and affordable.”
Payments to Figures Close
(What are my payments going to be?) “Until you and I come to an agreement on the price, the product and the terms, you won’t need to concern yourself with payments as there won’t be any. I need you to initial here, here and here.”
Rate Close
(What are the rates?) “We use every lender in the state, including every credit union. Who do you currently use?” (Answer) “We have access to them as well! There are only a couple of people in town cheaper than your lender. Sign right here and I will look at our options. Worse case, we use your present lender.”
Equipment Close
“Assuming we can get all the items you told me you wanted and have the product delivered as you requested, I need your OK here, here and here where I noted the changes.”
Title/Registration Close
“Whose name will we be registering your new____________ in? Your name, the wife’s name or both?”
Paperwork Close
“Whose name will we be doing the paperwork in, your name, the company’s name or both?”
Spouse Stall Close #1
(Need to talk to my spouse)
“What if your spouse says no?” Answer: He won’t
“Then I need your OK here and here.” Answer: We won’t buy
“Would he/she say no to the product or the money?”
- If product— “What do you suggest?”
- If money— “What about the money… the down payment, the monthly payment or the price?”
Spouse Stall Close #2
(Need to talk to my spouse.) “I agree and you should, but if your wife is anything like mine, she never tells me no when I love something, and I never tell her no. I need your approval here, here and here.”
Spouse Stall Close #3
(I need to talk to my spouse.) “Better to ask for forgiveness than to ask for permission, so let’s get you going right away – sign here and here.”
Delivery Close
“When would you want to take delivery or have your new ________________ installed? Right away or tomorrow morning at around 11:00?”
Spouse Stall Close #4
(I need to talk to my spouse.) “I understand and if you and your spouse talk like me and mine do, then he/she knows you are here and knows what you are doing. Let’s do this and get it done if you don’t have any other reservations. I need your ok here and here.”
Unavailable Party Close
“Buyer agrees to ownership at figures and conditions spelled out. Delivery is subject to so- and- so’s approval. Is that fair?”
Unavailable Party Close #2
“Does your spouse approve of your present situation and the cost of it? If nothing changes except for the fact that your situation is improved, certainly she would support you improving your situation.”
Insurance Close
“With whom will you be insuring your new__________? What’s his number?” (wait) “I’ll call and get coverage transferred so you’re insured today when you leave.”
Second Party Assist Close
“John, at this figure,considering what you know about the product, and knowing your brother as you do, what advice would you give him about the purchase of the product and the fairness of the figures?”
Second Baseman Close #1
“Will you be helping with the price, the down payment, the monthly payment, the paperwork, or all of the above?”
Second Baseman Close #2
“Did you want me to work it out so that it is affordable using the monies that he/she has alone, or did you plan on getting financially involved as well?”
Immediate Delivery Close
“If there aren’t any objections or reasons for not moving forward with your new ______ immediately, I will need your OK here and here.”
Agreement Close #1
“I agree it’s a lot of money! I need your OK here and here.”
Agreement Close #2
“I agree it’s a lot of money and expect that you knew that before you got here. I need your OK here and here.”
Agreement Close #3
“I agree, and everyone that has ever bought this product says exactly the same thing. I need your approval here and here.”
Won’t Be The Last Time Close
“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.”
Be Grateful Close
“I agree with you, be grateful that you can invest this much money. Not everyone can do this. There are people starving on this planet and you are investing in your company. I need your agreement here and here.”
Congratulations Close
“I know it’s a big investment, and you should congratulate yourself for being able to make an investment of this magnitude. Not everyone can even consider living here. I need your OK here and here.”
Do It Anyway Close
“I understand that it’s more money than you had budgeted, do it anyway.”
Disease Close
“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.” (Pass the pen)
Do It For Me Close
“Sir, if you can’t do it for you, and you can’t do it for your wife, do it for me. I need your OK here and here.”
Move Down A Model Close
“Would you consider the product right under this? It would you save you $500, $1000, $1500 and reduce payments by $12 to $30 per month. Or would you rather get exactly what you want and pay a little more each month?”
Move Up A Model Close
“Before I write this up, I want to share with you that if we move up from the 4 Gig to the 8 Gig, it would only be an added cost of X. And with the payment programs, it would only change your payments a little. Would you consider that?”
Selection Alternative Close
“If the payments are too high, I suggest we go back and consider the model right below this.”
Package Alternative Close
“If you don’t want to go down a model or consider something older, why don’t we consider moving down a package? You would give up these two options, but it would save you x and reduce your monthly payments.”
Payment Breakdown Close
(The payments are too high, I have to be under $500) “We’re already less than the $500 you want to pay. The car before any options is $20,000 and that is a $400 payment.
Car is $20,000 = $400/mo. GPS $ 3,000 = $ 60/mo. Sunroof $ 1,000 = $ 20/mo. Leather $ 1,800 = $ 36/mo. Taxes $ 3,000 = $ 60/mo. Total $576/mo.
Remove the extras, payments are $400/ mo. Pay cash for the equipment, payments are $460. Get the extras, keep your cash and pay the extra $3 a day and get exactly what you want. I would personally go with option number three, what do you want to do?”
Budget Close #1
(We are over budget now.) “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.”
Budget Close #2
“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.”
Budget Close #3
“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.”
Budget Close #4
“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?”
Budget Close #5
“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….
Assume Zero Balance Close
“Your payoff has nothing to do with the value of your house, (car, boat or whatever). If you owed zero, would you want zero? Of course not. It is worth what it’s worth and it’s not going to get any better by waiting. Pay off the difference and let’s get you in the house you want. Sign here and here….”
Payoff Close
“John agrees to purchase now, assuming we pay off the balance owed on his present lease (mortgage), using the company’s rebates and discounts or by getting the lender to carry the difference. John’s funds will be used to reduce the amount financed on the new purchase.”
Delay Payment Close
“John will now own _____________, assuming we pay off his credit card, save him from making his current payment, and set it up to where he doesn’t have any payments this month, next month, not until the following month. How does that work for you?”
No Cosigner Close
“Assuming financing can be provided in your name with no other signatures necessary, the buyer agrees to ownership now and agrees to delivery at figures disclosed, agreed?”
Momentum Close
“I have put all the numbers together for you and this is what we can do for you (disclose figures). I need your approval here and here.”
Need To Pray About It Close
“And sir, I appreciate that. I pray about every decision I make myself. How are you most comfortable praying? Let’s pray together, I trust God won’t mislead either of us. I am willing to accept God’s will for the both of us.”
Think About It Close #1
“Thought is instantaneous. Think of an elephant. Did you get it? You see, thought is immediate. What you need to do now is make a decision. Yes or no. Do or don’t do. I am fine with either one. Which is it?”
Think About It Close #2
“I understand. However, you thinking about it will not change the fact that this product saves you money, your company needs it, and you are going to do it sooner or later. Let’s get it done, so can think about the other things that need attention. I need your approval here and here.”
Think About It Close #3
“Great! Do you think 2- 3 days would be long enough, or is 2- 3 weeks better? (Buyer will probably say 2- 3 days is plenty.) The truth is, no matter how long you take, you will be faced with the same three questions. May I share them with you? 1) Does this product get you what you wanted? 2) Can you afford this product? 3) Am I the kind of person you would want to do business with? If yes to all, point to signature line, “Let’s roll!”
Think About It Close (1-10) Close #4
“Great, most people want to take time to think about their decision before making it. Let me ask you, on a scale from one to ten, ten being you are absolutely certain and ready to go, and 1 being you wouldn’t take it no matter what, where would you stand at this time?” Get an answer. Then ask, “What would make it a ten?”
Think About It Close #5
“I understand and as a consumer myself I have said the same thing at which time I…
a) didn’t want to confront the sales person,
b) didn’t want to disappoint him or
c) there was a concern that still hadn’t been addressed.
Which one is it for you?”
Re-present/Re-demo Close
“Come see— I want to show you how close we are to making the wisest and most enjoyable investment of your life.” (re- demonstrate the benefits of your product)
