Closing

Question 1

Bring the need to life

Answer 1

Restate their need using their exact words

Question 2

Provide a solution

Answer 2

Strategy session with a financial specialist

Question 3

Explain WHY and WIIFM

Answer 3

Explain how(John) is the best person to help with their needs. Explain WIIFM

Question 4

Check for interest

Answer 4

Does that sound fair?

Question 5

Shut up! Wait for their response

Answer 5

Listen and identify which of the 6 common responses is used. Handle response check for interest again if needed

Question 6

Assumptive or win-win close

Answer 6

Assumptive-John has an opening on Wednesday at 3. Does that work for you?

Win-win- John has an opening Wednesday at 11am and 3pm, which time works best for you?

Question 7

Sale after the sale

Answer 7

Explain what they can expect from you, the financial specialist and the session, quick recap of why they will be ecstatic working with us, thank them again for their call, then say goodbye

Question 8

Transition to close

Answer 8

Thank you for sharing that with me. Now that we are on the same page, is it ok if I make a suggestion?