Money Closes

Question 1

The Be Grateful Close

Answer 1

“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.”

Question 2

The Congratulations Close

Answer 2

“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.”

Question 3

Do It Anyway Close

Answer 3

“You know, I understand it’s more money than

you had budgeted, do it anyway.”

Question 4

The Disease Close

Answer 4

“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.”

Question 5

The Inventory Close

Answer 5

“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?”

Question 6

The Inventory Close-Move Up a Model

Answer 6

“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?”

Question 7

Selection Alternative Close

Answer 7

“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.”

Question 8

Package Alternative Close

Answer 8

“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?”

Question 9

Budget Close 1

Answer 9

“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.”

Question 10

Budget Close 2

Answer 10

“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.”

Question 11

Budget Close 3

Answer 11

“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.”

Question 12

Budget Close 4

Answer 12

“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.”

Question 13

Budget Close 5

Answer 13

“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.”

Question 14

Assume a zero balance

Answer 14

“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.”

Question 15

Down to the Penny Close

Answer 15

“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.”

Question 16

Reduce to the ridiculous

Answer 16

“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.”

Question 17

Can’t Take It With You Close

Answer 17

“I agree it’s a lot of money but you can’t take it

with you. Let’s do this.”

Question 18

No Shortage of Money Close

Answer 18

“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.”

Question 19

Better to Live Rich Close

Answer 19

“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.”

Question 20

The Justifier Close

Answer 20

“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.”

Question 21

Money Equal Close

Answer 21

“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.”

Question 22

It’s Called the Treat Yourself Close

Answer 22

“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.”

Question 23

Work Hard to Earn This Close

Answer 23

“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.”

Question 24

You Deserve It Close

Answer 24

“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.”

Question 25

The Discount Close

Answer 25

“That’s exactly the reason to do this now and get
it for yourself so you can start enjoying it right
now. I need your approval here, here and here.”

Question 26

No Equity Close

Answer 26

“Grant, I don’t have any money at this time.”

“So would you agree to owning your new product,
this product assuming we can arrange financing
with no money down out of your pocket? If so,
I need your okay here and here that the figures
are agreeable.”

Question 27

The Same Product Close (Yours)

Answer 27

“They say, ‘Hey, I’ve got a better price from a
competitor.’ Okay, which one and I appreciate
you telling me that. Which one would you rather
own if the money was the same? ‘Oh, yours.’
Why is that? ‘Well, because I like it better’ and
they tell you why. Why is that? And they tell you
why. Why else? And they tell you more reasons.
Why else? And they give me even more reasons.
Then I say, hey, good, then you understand why
we’re more money. Now I need your approval
here and here.”

Question 28

The Same Product Close (Theirs)

Answer 28

“They have a better price from a competitor.
You’re going to say, ‘Okay, which one would you
rather own if the money was the same? Which
product would you rather own if the money was
the same?’ They’re going to say theirs. Why is that?
‘Oh, because I like it better, Grant.’ Great, why is
that? ‘Feels bigger, plusher’ why else? Because
it has this, this and this in it. Why else? ‘Because
they have something that yours doesn’t have.’
Great, follow me I want to show you something.”

Question 29

The Now and Later Close

Answer 29

“Number one, hey let me suggest that we show you
the cost of doing it now and the cost of doing it later.
Look, the cost of doing it now is $300,000. The cost
later is approximately 6% more with the new price
increases at the end of the year. This cost equals
another $18,000 it’s going to add $400 a month to
your monthly payments not to mention that with
this new product you, your company and your
clients will benefit without paying the extra costs
and benefit now. Look, you’re going to do it now or
you’re going to do it later. I’ve given you the cost of
doing it now and the cost of doing it later. The smart
thing to do is to do it now. Sign here, please.”

Question 30

The Gratitude Close

Answer 30

“Mr. Buyer, I agree it’s a lot of money. Be grateful
that you and your company are in a position to
even consider this product. There are businesses
that are shutting their door today and people
don’t even know where they are going to get
their next meal from. They’d love to be in your
position. You are able to own and enjoy your new
whatever it is, you deserve it, you’ve worked hard
for it, you’re in a position to do it, be grateful you
can. I need your approval here, here and here.”

Question 31

Who Taught You That Close?

Answer 31

“Buyer says ‘We can’t afford that.’ You’re going to
say who taught you to say that? Who taught you
to think like that? They’re going to be like ‘What
are you talking about?’ Sir, you can do anything
you want and you can afford anything you
want to afford. Look, that’s not you saying that. I
cannot even believe I’m hearing it. It’s got to be
somebody else, a mom, a dad, cousin, uncle, the
newspaper, radio, TV, who is that? Hey, let’s do
this right now. You can do this.”

Question 32

The Able Close

Answer 32

“Forgive me, please ma’am, forgive me, but when
you say you can’t do it today, I have to tell you that
shocks me. You’re one of the most competent,
most able, most intelligent people that has ever
sat in front of me, and I have people that don’t
have near your wherewithal who purchase this
product every day. Now look let’s do this. You
know it’s the right thing I need your signature
here and here.”

Question 33

The Powerful Commission Close

Answer 33

“Mr. Johnson, any more of a discount at this
point would result in me not getting paid on this
transaction, and I don’t believe that’s what you
want for me. What remains is the profit in this
transaction is merely my commission and that
is the sole and only way I get compensated and
how I take care of my family. Come on, sir, come
on, boss, help me out here. Look, I’m working
day and night to take care of my family with only
a small hope if I work hard enough I might get
close to where you are someday. Sir, I need your
approval right here.”

Question 34

You Knew That Before Close

Answer 34

“I agree it’s a lot of money and you knew that
before you even got here. Look, I need your
approval here and here.”

Question 35

Leave It Up to the Bank Close

Answer 35

“It’s obvious you’re concerned about the money.
Let me suggest since money is the issue we leave
it up to the bank. If the lender, the bank, the credit
card, whoever is involved approves the deal and
I know they won’t approve it if they don’t think
you can do it, then we don’t do the deal. If not,
no harm done. Sign here, here and here and we’ll
leave it up to the lenders.”

Question 36

The Quality Close

Answer 36

“Hey, I know it’s more money than you considered,
and I would expect that this 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, lives in quality, wears quality
and knows that quality goods cost more than
other products. Look, let’s get this done now so
you can start enjoying the quality of this product.”

Question 37

Price Guarantee Close

Answer 37

“Hey since price is your only concern I’d like to
offer you a price promise guarantee which is that
if you were to leave here, okay, with our product
and then later find a better price on the same
product we will match that price or beat it. This
is our way of giving you the assurance that you
are getting the best price and you can make a
decision now and do business with me. Since I
only have now resolved your concern, okay, I
need your approval here, here, and here.

Question 38

Won’t Be The Last Time Close

Answer 38

“I agree, and everyone that has ever bought this
product said exactly the same thing. I need your
approval here, here and here.”