Money Closes Flashcards
The Be Grateful Close
“I agree with you, and be grateful that you can
even consider investing this much money. You
know, not everyone can do this. There’s people
on this planet starving and look at you, you’re
investing in your company. You’re investing in
new equipment. Sir, I need your agreement here
and here.”
The Congratulations Close
“I know it’s a big investment, and you should
congratulate yourself for being able to make an
investment of this magnitude. You know, not
everyone can even consider doing something
like this. I need your OK here and here.”
Do It Anyway Close
“You know, I understand it’s more money than
you had budgeted, do it anyway.”
The Disease Close
“I know it’s more than you need and more than
you wanted to spend, but look, it’s not a disease.
It’s not like you’re going to die from it. Let’s do
this, OK? Sign here.”
The Inventory Close
“Where we move down or offer to move down
a model. Would you consider this product, the
product right underneath this? It would save
you 500, 1,000, maybe $1,500. It will reduce your
payments 12 to about 15 or $30 a month. Or,
would you rather get exactly what you want and
pay a little more each month?”
The Inventory Close-Move Up a Model
“OK. Hey before I write this up, I want to share with
you that if we move up from the 4-gig to the 8-gig,
or from the XL to the XLT, or from, you know, this
neighborhood to this neighborhood, whatever
the case is, when we move up a package, it would
only be an added cost of X and with the payment
programs in place, with the financing the way it
is today, it would only change your payments a
little, would you consider that?”
Selection Alternative Close
“Hey, if the payments are too high, I suggest that
we go back and consider the model I suggested
earlier. It won’t have the memory that you
requested but it would put you in a position to
get what you want and you can always come
back and upgrade later.”
Package Alternative Close
“Hey, if you don’t want to go down a model,
or consider something older, you don’t want
to consider something older, used, previously
owned, why don’t we consider moving down
just the package. This would give you two
options. It would first save X, it would reduce
your payments by X, and still get you what you
want. How about that?”
Budget Close 1
“We’re over budget now Grant.”
Hey, everyone who buys from you is over budget,
but we all still work it out. We have a support
group here that meets on every Monday night
just to–you know, just for people to gather and
meet on being over budget. Look, I need your
approval here, here, and here.”
Budget Close 2
“And sir, you can probably say that about your
credit cards, your car payments, your insurance,
your taxes, groceries, restaurants, heating bill,
your electric bill, they’re all too much. They’re all
more than you want them to be but you still do
them every month. Now, I need your OK here
and here.”
Budget Close 3
“Hey, I understand that you’re over budget, I
understand it’s more than you want to spend, and
would expected this decision. We’ll have plenty of
company at home and it won’t be by itself. And they
say, ‘Oh, what are you talking about? What do you
mean?’ Look, what I’m saying is when you purchase
today, it won’t be the first time the first purchase that
puts you in a situation that was too expensive and that
puts you over budget. I need your OK here and here.”
Budget Close 4
“So, assuming that you can afford your house, do this
and afford your house, your present car note, your car
insurance, your utilities, the gas, the water, the cable
and the electricity, your groceries, your medical and
your clothes, your baby sitter, school, entertainment,
movies, restaurants, Visa and MasterCard, alimony,
child support, your retirement contributions, health
clubs, and you continue to save each month and
would still have room left over for this purchase and
enjoy owning this new purchase. Assuming that you
could do all that, OK, then certainly you’d have no
other reservations, right? Good. What is your house
payment? What is your present card payment and
you’re going to go through the list.”
Budget Close 5
“Bar saying I’m over budget. So 90% of the people I
work with are over budget when they get here. Just
because you made some bad decisions in the past, OK,
it maybe don’t make sense to you today or purchase
things then that really you didn’t need should not
mean that you would penalized yourself today for
something–for getting something that you do need
that does make sense and that you have to have at
some point. Hey, let’s do this.”
Assume a zero balance
“Your payoff has nothing to do with the value
of the product you’re getting away. It could be
a car, a boat or whatever they’re trading in, OK?
The value of it has nothing to do with what you
owe. For instance, if you owed zero, would you
want zero? ‘Of course not’, they’re going to say.
Look, it’s worth what it’s worth, OK? It’s not going
to get any better by waiting. Pay the difference.
If you can’t pay it all, pay the difference and let’s
get you in this product now. Sign here and here.”
Down to the Penny Close
“Look, within $48.50 of getting you exactly what
you want. In comparison to the price and the
length of time that you’re going to own this, that
$48 is a miniscule amount. Let’s do this.”
Reduce to the ridiculous
“It’s a thousand dollars a month. Look, that’s $30
a day. You’re going to live in this home, wake up
in this home, go to sleep everyday in this home,
you’ll build your life here, your family here, create
your security here, your future gets created for
what, 30 bucks a day. You spend what, seven
hours a day in your home or 10 hours or 12 hours,
what is that, $3 an hour? Look, you can’t rent a
car for $40 a day. Let’s do this.”
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.”
No Shortage of Money Close
“Hey I agree it’s a lot of money but look there’s
no shortage of money on this planet. There is
a shortage of people who are happy and who
have love in their lives but there is no shortage of
money. Let’s do this.”
Better to Live Rich Close
“Hey, it’s better to live rich. You have payment
or price objection. OK. Some kind of monetary
objection and you’re going to say, ‘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 here
and I’ll get your new product ready so you can
start and enjoying it right now.”
The Justifier Close
“Hey how do you justify an investment of this size?
See, this justify close can be used as the way to trial
close or lock down a buyer. Where you have buyer
close themselves by telling you how it makes sense.
We talked about this in earlier segments where
I’m like, look, get them to solve the problem. This
should only be used for very professional closers
that totally have their head on right who welcome
knowing the truth of the matter and don’t wish to
cross their fingers and hope that deals get close but
who actually want to close them. So what I might
do in this situation is I’m presenting my product.
I’ve done that. I’m sitting down, about to present
my numbers. They’ve already somewhere in that
presentation know how much money is involved.
And then I’m going to ask them this question. ‘Let
me ask you, how do you guys as a company justify
spending $3 million on investment like this? How
would you make sense of it?’ They’re going to tell
me, this close also eliminates any buyer remorse
on the way out the door. It also allows the buyer
to rationalize a decision for themselves which is
critical for a buyer to make logic out of–at even
the most emotional purchase, the buyer still has to
be logical and make sense, justify it for themselves.”
Money Equal Close
“If the money was the same, which product
would you rather own, or who would you rather
do business with? Me or them? You got to get
them to pick. Why them or why me, really why
else. Why else until there’s no answer.”
It’s Called the Treat Yourself Close
“Hey, of course it’s a lot of money. And this isn’t
something you do everyday. Treat yourself to this.
I need your OK here and here.”
Work Hard to Earn This Close
“Hey, I know it’s a lot of money and this is exactly
why someone like you works so hard, so that you
can earn the right to have those things that you
want. I need your approval here and here.”
You Deserve It Close
“I know it’s a lot of money and you deserve it and
if you don’t deserve it, hey, I don’t know anyone
who does deserve it. I need your approval here
and here.”
