Closes Flashcards
1
Q
Check Close
A
“Would there be any other changes or additions you would want made to your new _________ before we come to an agreement on the figures?”
2
Q
SCALE FROM 1 TO 10 Close
A
“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.”
3
Q
Payment Close
A
“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.”
4
Q
Payments to Figures Close
A
(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.”
5
Q
Rate Close
A
(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.”
6
Q
Equipment Close
A
“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.”
7
Q
Title/Registration Close
A
“Whose name will we be registering your new____________ in? Your name, the wife’s name or both?”
8
Q
Paperwork Close
A
“Whose name will we be doing the paperwork in, your name, the company’s name or both?”
9
Q
Spouse Stall Close #1
A
(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?”
10
Q
Spouse Stall Close #2
A
(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.”
11
Q
Spouse Stall Close #3
A
(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.”
12
Q
Delivery Close
A
“When would you want to take delivery or have your new ________________ installed? Right away or tomorrow morning at around 11:00?”
13
Q
Spouse Stall Close #4
A
(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.”
14
Q
Unavailable Party Close
A
“Buyer agrees to ownership at figures and conditions spelled out. Delivery is subject to so- and- so’s approval. Is that fair?”
15
Q
Unavailable Party Close #2
A
“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.”
16
Q
Insurance Close
A
“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.”
17
Q
Second Party Assist Close
A
“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?”
18
Q
Second Baseman Close #1
A
“Will you be helping with the price, the down payment, the monthly payment, the paperwork, or all of the above?”
19
Q
Second Baseman Close #2
A
“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?”
20
Q
Immediate Delivery Close
A
“If there aren’t any objections or reasons for not moving forward with your new ______ immediately, I will need your OK here and here.”
21
Q
Agreement Close #1
A
“I agree it’s a lot of money! I need your OK here and here.”
22
Q
Agreement Close #2
A
“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.”
23
Q
Agreement Close #3
A
“I agree, and everyone that has ever bought this product says exactly the same thing. I need your approval here and here.”
24
Q
Won’t Be The Last Time Close
A
“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.”
25
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.”
26
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.”
27
Do It Anyway Close
“I understand that it’s more money than you had budgeted, do it anyway.”
28
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)
29
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.”
30
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?”
31
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?”
32
Selection Alternative Close
“If the payments are too high, I suggest we go back and consider the model right below this.”
33
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.”
34
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?”
35
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.”
36
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.”
37
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.”
38
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?”
39
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….
40
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….”
41
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.”
42
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?”
43
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?”
44
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.”
45
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.”
46
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?”
47
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.”
48
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!”
49
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?”
50
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?”
51
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)
52
Apology Close
“I really need to apologize to you for not being able to come to terms with you. Can I ask— was it something I did? Was it something I failed to do? Then allow me to get the product ready for you versus you going home, or having to go through this process of looking for another solution. Follow me.”
53
Refuse To Believe Close
“I refuse to believe that you aren’t going to do this. It’s the right product, the price is great and I know you want it. Let’s do this.”
54
Can't Quit Close
“I am not going to quit on you. You are either going to buy from me now or I am going to call you every day until you do this. It is the right thing. This is a great deal for you and I will not quit. Let’s do it!”
55
Three Yes's And Then Close
“Did I answer all your questions? Were we easy to get to? Am I the type of person you would feel comfortable serving you? Then I need your OK here and here.”
56
Referral Close
“Before we get involved with the figures, who do you know that may be in the market for a new or used car or truck?”
57
Down To The Penny Close
“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.”
58
Reduce To The Ridiculous Close
“$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.”
59
Better To Live Rich Close
“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.”
60
Can't Take It With You Close
“I agree it’s a lot of money, but you can’t take it with you. Let’s do this.”
61
No Shortage Of Money Close
“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.”
62
Reason To Buy Close
“Excuse me, but may I ask, are you looking for reasons to make a decision to do this or are you looking for reasons not to? What are some reasons to do this?”
63
If I Could, Would You Close
“If I could handle every objection you have, would you make a decision to buy this product?”
64
Eleventh Inning Close
“What figures and terms would be necessary for you to say ’yes’ to this purchase?”
65
Justify Close
“How do you justify an investment of this size?”
66
Lock Close
“Would there be any reason you would change your mind about this decision?” or “Would there be any reason you couldn’t make it in tonight (for appointments/deliveries)?”
67
Everything The Same Close
“If everything was the same, which product and from whom would you rather buy? Why? Why else? Why else?”
68
Money Equal Close
“If the money was the same, which product would you rather own or who would you rather do business with? Why? Why else? Why else?” (until no new answer)
69
Copy Close
(Make me a copy and I’ll think about it.) “I will be more than happy to make you a copy, give me one minute and I’ll be back. (Make a copy and return) Mr. Buyer, I realized when I was making a copy for you, that if this product was exactly what you wanted and the figures were exactly right, I wouldn’t be making a copy, I would be getting you a delivery and installation date instead. What is not right?”
70
Leave Me Some Paperwork Close
(Leave me some paperwork, and I’ll think about it.) “I would be happy to do that if I thought that would help you, but I expect a guy like you has six inches of paperwork on his desk right now. Let’s make a decision and get on with this so you can handle the rest of your desk. Sign here and here.”
71
Important Person a Close
“Due to your stature and influence in town, we are going to do something we don’t do for anyone else. (present offer) I need your OK here and here.”
72
Third Party Close
“If I can get the seller to agree to that, would you agree to close now? Sign here and here and let me see if I can get it approved by the seller.”
73
Treat Yourself Close
“Of course it’s a lot and this isn’t something you do every day. Treat yourself. I need your OK here and here.”
74
Work Hard To Earn This Close
“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.”
75
You Deserve It Close
“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.”
76
Price Is Too High Close
(Price is too high.) “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.”
77
Summary Close
“Henry, let me remind you of what you are getting here: 1) you are getting the full library of training material 2) the complete audio version 3) the complete video version 4) all workbooks 5) an 800 number for support. Now, I need your approval here and here.”
78
No Equity Close
(I don’t have any money at this time.) “Would you agree to owning your new product, assuming we can arrange financing with no money down? If so, I need your OK here that all figures are agreeable.”
79
Ben Franklin Close
“Iunderstandhowharditistomakethis decision. It is said that Ben Franklin, one of our founding fathers, when faced with a big decision, would write down the pluses and the minuses of the decision on a piece of paper, so he could get a true evaluation of the right thing to do. (Get a sheet of paper) So what are the positives of this purchase, and what are the negatives? If the advantages outweigh the negatives, do it. If not, don’t invest!”
80
Comparison Investment Close
“Let’s compare what you have now to what you are moving up to. Reality is you are paying $2,600 a month now, and your new payment will be $5,000 a month. Let’s take a logical look at what you are getting…”
81
Comparison Close
“I would rather see you pay an extra $1000 a month for something you love, than pay $4000 a month for something you have outgrown and no longer fits your needs, when you know its only a matter of time before you make the change. Let’s do this.”
82
Same Product Close Yours
(Better price from competitor)
“OK, which one would you rather own if the money was the same? (Yours) Why is that? (Because I like it better) Why is that? (It feels bigger and plusher) Why else? (Because it has the heater built in) Why Else? (Because you guys have a lifetime warranty) Good, then you understand why we are more money. I need your approval here and here.”
83
Same Price Close Theirs
(Better price from competitor)
“OK, which one would you rather own if the money was the same? (Theirs) Why is that? (Because I like it better) Why is that? (It feels bigger and plusher) Why else? (Because it has the heater built in.) Why Else? (Because they have a lifetime warranty.) Follow me, I want to show you something.”
84
Now And Later Close
“Let me suggest that I show you the cost of doing it now and cost of doing it later... The cost now is $300,000. The cost later is approximately 6% more with the new price increases at yearend. That cost equals another $18,000 and a monthly cost of almost $400 that you don’t need to waste. Not to mention that with this new product, you, the company, and your clients will benefit without paying the extra cost. Let’s do the smart thing. Sign here please.”
85
Flush The Objection Close
“If everything were right, would you make a decision to purchase the product right now? (yes) So what is it: the price, the financing, the product, the terms, me, the company?”
86
You Knew That Before Close
“I agree it’s a lot of money, and you knew that before you got here. I need your approval here and here.”
87
Gratitude Close
“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 enjoy 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.”
88
The Unwind Close
(We’ve changed our mind, think we’re going too fast.) “No problem. I tell you what we can do. Let’s just put off making a decision for a while. How does that feel? Feels good, doesn’t it? I always go through the same thing myself. I know what I want, and when it comes time to making that final decision, I get scared I am doing the wrong thing. Tell me this… 1) Do you really believe this satisfies all your needs? 2) Is this car affordable for you? 3) The big question is do you deserve to reward your self or is it time for the company to expand)?”
89
Going To Wait Close
“Certainly you can do that, let me just share with you what happens while you wait. 1) You and your company still need the product. 2) It is costing you not to have the product. 3) Nothing changes when you leave here, except the prices are going up Let’s do this and get it done as you have many other things to put your attention on. I need your OK here and here.”
90
When Value Exceeds Price Close
(Better price with your competitor) “I understand, and I assure you that there is a great deal of difference between what my competitor delivers and what we deliver. And once you see exactly what that is, you will see that I actually offer much more value than what they presented, and when value exceeds price, price is no longer the issue.”
91
Three Agreements And Close
“Do you agree that this is the right product for you? Do you agree that sooner or later your company will have to make this purchase? Would you agree we have always serviced you? Good, then do this as you agree it’s the right thing to do. Sign here and here.”
92
Minor Point Close
“Do you like the color? Do you like the size? Can you see yourself using it everyday? Good, then let’s wrap it up and get it ready for you. Sign here and here please.”
93
Who Taught You That Close
(We can’t afford it.) “Who taught you to think like that? You can do anything you want to do, and afford whatever you want to afford. That is not you saying that, it must be someone else. Let’s do this….”
94
Able Close
“Sir, forgive me, but when you say you can’t do it today I must tell you that shocks me. You are one of the most competent, most able and intelligent people that has ever sat in front of me. I have people who don’t have near your wherewithal who purchase this product everyday. Now lets do this… sign here and here please.”
95
Intelligence Closs
“Sir, you are one of the most intelligent people that has ever sat across from me and you know that you have a lifetime comprised of intelligent and well thought out decisions. This will be another intelligent decision. Let’s do this. Sign here and here please.”
96
Do The Right Thing Close #1
“I want you to do the right thing as I trust that you are a person who prides himself on always doing the right thing. You have built a life of right actions and decisions. If this purchase doesn’t fit under“right” things, then don’t do it, but I don’t believe that is the case. Let’s do this if you think it’s the right thing. (If not, then what’s not right?)
97
Do The Right Thing Close #2
“I want you to do the right thing as I trust that you are a person who prides himself on always doing the right thing. You have built a life of right actions and decisions and avoiding wrong ones. If this purchase doesn’t fit under“right”things then don’t do it, Let’s logically look at this so you can make the right decision. What makes it the right thing to do? What makes it the wrong thing to do?” (Make a list and determine which one to do.)
98
Scarcity Close
“As you are aware, there is a limited availability of this specific product, a huge demand and I want to be certain that I am able to get you what you want, so let’s get the paperwork and do this!”
99
Take Away Close
“Let me suggest you do not do it now. If you come back tomorrow, and it has already been spoken for, take it as a sign that it was never meant for you.” (sit back from your desk)
100
Want To Be First Or Last Close
“The reality is you are either going to buy this now or buy it later, but you know you need this and are going to do it sooner or later. The question is do you want to be the first to do it or last? Let’s do this and get it done and make you the first.”
101
Sooner Or Later Close
“The reality is you are going to do this sooner or later and you know it. You need the product, you love the product and you can afford the product. Let’s do this sooner than later and get it done now.”
102
Get It Done And Over Close
“Of course you could wait and not make a decision now, but I want to get it done so you can put your attention on things that are more important to you. Sign here and here please.”
103
Never The Best Time Close
“There is never a best time to make this decision as you will always have things going on. Let’s do this now and get it handled for you so you can start benefiting now. Sign here and here please.”
104
Won't Allow Close
“I do understand your position, however I cannot allow you not to own this product. It is the right thing for you and your company. I would never mislead you and you know it is the right thing to do. I need your approval here and here.”
105
Ownership Close
“I am putting your name on it and will not let someone else get it as I know it’s the right thing for you and perfect for you. How do you want to pay for it?”
106
Contribution Close
“While you alone are making the decision, I want to share with you that your decision does not just affect you, but it also benefits others when you say yes to doing this now. Your purchase goes a long way to helping others (list them) and I know you like the idea of contributing to others. I need your approval here and here.”
107
Personal Favor Close
“While ultimately it is your decision, I would ask you to consider one other thing. The fact that you would do this now would be a personal favor to me as I certainly benefit. I need the help right now and it would be greatly appreciated by me and my family. Would you please do me a personal favor and agree to doing this now?”
108
Beg Close
“I am begging you to do this now. It will make all the difference to me, my month and my family.
109
The Game Close
“I am asking you to do this now rather than waiting because we are playing a game here and your decision today will go a long way to my team (which you are on) winning the game whereby we all benefit in a big way and beat our opponents. I am counting you on our team as a key player to make sure we win this game. Be on our team and help us win this… sign here and here.”
110
Commission Close
“Anymore of a discount will result in me not getting paid on this transaction, and I know you don’t want that. What remains as a profit is my commission and that is the sole way I get compensated and how I take care of my family. Come on boss, help me out here. I am working day and night to take care of my family with only a small hope if I work hard enough I might get where you are one day.”
111
Leave It Up To The Bank Close
“It’s obvious you are concerned about the money. Let me suggest since money is the issue we leave it up to the bank. If the lender/bank(or credit card company) approves of the deal, (and I know they won’t approve you if they don’t think you can do it), then we do the deal. If not, then no harm done. Sign here and here and we will leave it up to the lenders.”
112
Puppy Dog Close
“Let me suggest you take it home tonight and when you wake up tomorrow decide whether it’s the right thing for you or not. If you decide it’s not, then bring it back and no problem!”
113
Feel-Felt-Found Close
“I appreciate how you feel. I have felt 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 now! Let’s do this.”
114
Quality Close
“I know it’s more money than you considered and I would expect that is the same thing that happens to you when you buy other products. It is obvious that you are a person who exemplifies quality, buys quality goods, lives in quality, wears quality and knows that quality products cost more than other products. Let’s get this done now so you can start enjoying it.”
115
Future Date Close
“Since I am unable to get you to do this today, can I at least get a commitment and agreement from you that you will do this with me at some time in the future?”
116
Price Guarantee Close
“Since price is your only concern I would like to offer you our price promise guarantee which is that if you were to leave here with our product and find a better price we will match that price or beat it. This is our way of giving you the assurance that you are getting the best price. Since I have now resolved your only concern, I need your approval here and here.”
117
Now Or Never Close
“This is the offer I am making you for right this moment in time, and it is a now or never offer as I will not be able to make this available tonight, tomorrow or even later today. Because we have an incentive available to us right now, I am able to offer this to you now but it expires when you leave here. Let’s do this so you can take advantage of the incentive.”
118
Done Everything Possible Close
“I have done everything I can for you. I have found the exact product that you wanted, we have met your exact specifications, I have done everything possible to get the terms you have wanted, and I will continue to do everything for you in the way of service. Now I need you to do something for me... sign right here and let’s get on with it”
119
Get More Done Close
“The sooner we finish this, the more you will be free to get other things done and the more time you can have to concentrate on those things not yet done. Let’s do this so you can get on with doing all the other things that require your attention!”
120
Handshake Close
“You know it serves your needs and you know you can afford it. It’s only a matter of time before you do it so let’s get this done now…” (reach over with open hand assuming a handshake for agreement and shut- up)
121
Additional Service Close
“While I have done everything I can for you on the money, I am willing to offer to give you additional service beyond what we normally commit to like annual free service checks, personal visits for instruction to staff, and a call to you weekly to make sure you are getting what you need from your new investment. Let’s do this!”
122
Pressure Close #1
(Are you pressuring me?) “Not yet. But I am willing to resort to it in order to get this done tonight. I need your approval here and here.”
123
Pressure Close #2
(Are you pressuring me?) “Please don’t confuse my enthusiasm, my insistence and my confidence in my proposal with pressure. I am confident it’s the right thing for you to do. Now let’s do this.”
124
Pressure Close #3
(Are you pressuring me?) “Not yet, but don’t think I won’t resort to it if you prove yourself incapable of doing the right thing. Now let’s do this”
125
Rash Decision Close #1
(Don’t make rash decisions…) “I understand, and the reality is it would be impossible at this point to consider any decision you made at this point a rash decision. You and I have met on three occasions regarding this proposal. You, your staff, and my people have spent hours considering the possibilities. Now let’s do this.
126
Rash Decision Close #2
(We never made a rash decision…) “I agree and saying yes right now could never be considered a rash/ snap decision. You have needed this product for years now. At this point, it is not only not a rash decision but absolutely the most reasonable, logical and frankly the only thing you can do. I need your approval here and here.”
127
Nothing To Do With Decision Close
(Never make a rash decision...) “I hear you and I agree, but the reality is there are only a few reasons you won’t do this tonight none of which has anything to do with your ability to make decisions. May I share them with you? 1) Lack of confidence in the product 2) Price or terms are not right 3) You don’t have confidence in me / company Which one is it?”
128
Either Way Close
(Not making a decision now…) “I understand but, either way you make a decision. You will either make a decision to continue with what you have or make a decision to get what you deserve. Either way you spend money, either way you have an obligation and either way you make a decision. The question is whether you are going to reward yourself with something you need/ want and deserve or continue on with something old.”
