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“You are not paid to give presentations, you are paid to close sales.” -Tom Hopkins

“Our profession rewards us not for what we know, but for what we do, and for what we are able to convince other people to do.” -Nick Murray

Watch AF MKOM 1669 - Closing Sales + The Long Game VIDEO

Watch Closing & The Two Question Close (2022-12) YOUTUBE VIDEO

Watch Closing & The Two Question Close (2023-02) VIDEO

What Is Closing?

  • Closing is helping someone rationalize a decision that is good for them. Give them a reason to say yes.

  • Closing is helping someone see your point of view and how it can benefit them.

  • Closing is the transition from “telling” to “selling”. Before this point, you are providing information, after this point you are motivating your prospect to take action.

  • A successful close means your prospect takes action. This doesn't always refer to "closing the sale" - it could be agreeing to the net appointment, or them doing more research, such as reading an article or book.


Closing Hints & Tips

“Act Like a Lamb, Sell Like a Lion.” -Tom Hopkins

Read Nick's ATY 039 February 08 - Convincing Business PDF

  • You must believe that your offering is good for them. Only then will you give it your 'all' and do it guiltlessly.
  • If you have doubt, apprehension, fear or uncertainty, then trust in the words/script.
  • Don't sell past the close. When they are ready, let them own your service!
  • A good close either moves the progress forward, or it helps “smoke out” the real objection. Either is okay.
  • Nudge them with questions, don't push with statements. Close with “small taps”, not with a sledge hammer.
  • Take baby-steps. Many minor “yeses” will eventually lead to the major “yes”.
  • Make the closing transition “natural”. Don't change your pace, your posture or your facial expression when you're "closing".


Closes


Trial Closes

Use trial closes througout your presentation to test their interest. Don't use the same one more than once per meeting.

  • “How are you feeling about all of this so far?”
  • "Based on what you know so far, how do you feel about all this?"
  • "Does that sound as good as you expected?"


One-Line Closes

  • May we start the paperwork today?
  • Would you like to move forward to the next step?
  • Do you mind if I show you what it takes to get started?
  • Any reason why we shouldn't move forward?
  • Any reason to wait any longer?"


The Two Question Close

This is the best, simplest and least aggressive close I've ever come across. Say it slowly and deliberately after you’ve presented your finished plan and your prospect has stopped asking questions.


Preface this by stating your Summary Close.

"I believe this plan is the most efficient, most effective, least complex, and least expensive way to accomplish what you want. Now, I don't want to bore you with too much detail, except to the extent that you want me to. So, I feel I should to ease up at this point and give you both the opportunity to ask some questions - or just tell me how you are feeling about all of this so far..."

If they don't have any questions, then roll into...


1) Confirm that they like your strategy

  • "Can you see that this program will enable you to enjoy your golden years in complete financial security?"
  • “Can you see how this is a good solution to an independent retirement?"
  • "Does this strike you as a sensible solution in your situation?”


2) When do you think would be the best time to start?

  • “If you were ever going to implement such a program, when do you think would be the best time to start?”
  • “If you were ever going to begin that journey, when do you think would be the best time to begin?”


After you asked the second question, SHUT UP!


Follow-Up Closes

This is for "closing" prospects after a number of meetings or follow-up attempts.

  1. Call the person. If they do not answer leave a voicemail.

  2. "Beth, we've talked about creating a financial plan that would give you and George a guaranteed income of $5,000 per month starting at age 65."

  3. Then say: "Did I mess this up, or do you want to move forward and work together? Can't tell so I'm looking for a sign..". (smile and say this with lightheartedness.)


After the Yes

They said “yes”, or indicated as such, now you make a transition-to-action statement:

“Wonderful! Here are the next steps...."