Late Closes Flashcards
Use late in close, never early
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.
(Turn contract and give pen)
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.
(Turn contract and give pen)
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!
(Turn contract and give pen)
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?
(Turn back to postive - *Smile)
I need your OK here and here
If I Could, Would You Close
If I could handle every objection you have, would you make a decision to buy this product?
(Write final agreentment)
I need your OK here and here
Eleventh Inning Close
What figures and terms would be necessary for you to say ‘yes’ to this purchase?
(Write final agreentment)
I need your OK here and here
Copy Close: Make me a copy and I’ll think about it
Leave Me Some Paperwork Close: Leave me some paperwork, and I’ll think about it.
Able Close
Sir, forgive me. But when you say you can’t do it today, I gotta tell you you’re shocking me. I’m shocked. You are one of the most competent, most able, most intelligent people that I have ever sat in front of. I have people that don’t have near your capacity, near your wherewithal to purchase this product everyday. And they do it.
Now, come on, let’s do this.
Sign here and here please.
