Closing Techniques Flashcards
Case Study Close - Overview
Use real-world success stories to reduce uncertainty and build confidence in your prospect.
Case Study Close - Example 1
Prospect: ‘I’m not sure this will work for me.’
You: ‘I had a client just like you, a hedge fund manager, who was hesitant. After 6 months, their portfolio saw a 12% increase in efficiency by optimizing their cash flow. Let me show you how we structured their strategy.’
Case Study Close - Example 2
Prospect: ‘I need more time to think.’
You: ‘I get that. One of my private equity clients felt the same way. But when they acted quickly, they locked in an exclusive opportunity that wouldn’t have been available later. Let’s make sure you don’t miss out on something similar.’
Scale Close - Overview
Ask the prospect to rate their confidence from 1-10. If it’s below 10, identify and address their hesitation.
Scale Close - Example 1
You: ‘On a scale of 1-10, how confident are you in moving forward today?’
Prospect: ‘Maybe a 7.’
You: ‘What’s missing to make that a 10?’
(Use their answer to address objections directly.)
Scale Close - Example 2
Prospect: ‘I feel like I need more information.’
You: ‘Got it. What specific question do you need answered to feel 100% comfortable moving forward?’ (Isolate and resolve the true concern.)
What’s the Worst That Could Happen? Close - Overview
Shift the prospect’s mindset by making them realize that inaction carries risk too.
What’s the Worst That Could Happen? Close - Example 1
Prospect: ‘I don’t want to make a mistake.’
You: ‘Totally understandable. But let’s flip it—what’s the cost of doing nothing? What happens if you don’t make a change now? (Lead them to see that inaction is the real risk.)’
What’s the Worst That Could Happen? Close - Example 2
Prospect: ‘I need more time to decide.’
You: ‘I hear you. But let’s fast-forward—6 months from now, if nothing changes, how will that impact your business and finances?’
(Often, they realize waiting is more dangerous than acting.)
