17 Stall Closes Flashcards Preview

SALES: Cardone, Grant > 17 Stall Closes > Flashcards

Flashcards in 17 Stall Closes Deck (32):
1

EITHER WAY CLOSE:
Your prospect is already paying before they get involved with you, the question really is what will they pay for. All decisions cost something. To do nothing costs something and something new costs something. Use this close to correct the thinking of the buyer by explaining that all decisions have a cost.

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2

GOING TO WAIT CLOSE:
"Certainly you can do that, let me just share with you what happens while you wait."

1) You and your company still need the product.

2) It is costing you not to have the product.

3) Nothing changes when you leave here, except the prices are going up.

Let's do this and get it done as you have many other things to put your attention on. I need your OK here and here."

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3

GOING TO WAIT CLOSE:
Agree, then present what happens when someone waits which is nothing positive, really. You are looking to uncover the real objection.

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4

LEAVE ME SOME PAPERWORK CLOSE:
"I would be happy to do that if I thought that would help you, but I expect a guy like you has six inches of paperwork on his desk right now. Let's make a decision and get on with this so you can handle the rest of your desk. Sign here and here."

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5

LEAVE ME SOME PAPERWORK CLOSE:
You only truly help the buyer by closing him so he can go on to work on other things rather than having one more thing to think about. Agree and then go back by reminding the buyer that he already has a stack of things he is thinking about. The best thing you can do for a buyer is get him to decide.

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6

RASH DECISION CLOSE I:
Don't Make Rash Decisions...
"I understand, and the reality is it would be impossible to consider any decision you made at this point a rash decision. You and I have met on three occasions regarding this proposal. You, your staff, and my people have spent hours considering the possibilities. Now let's do this."

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7

RASH DECISION CLOSE I:
This is your prospect's last attempt to convince you not to make a decision and your response to this is based on how reasonable you are with the facts. Most of the time when this happens more than adequate time has been spent on the presentation and proposal and an agreement to do it would not be rash in anyway. Chuckle and smile when delivering this close and watch the magic.

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8

RASH DECISION CLOSE II:
We Never Make a Rash Decision...
"I agree and saying yes right now could never be considered a rash/snap decision. You have needed this product for years now. At this point, it is not only not a rash decision but absolutely the most reasonable, logical and frankly the only thing you can do. I need your approval here and here."

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9

RASH DECISION CLOSE II:
We Never Make a Rash Decision...
Show that you are not going to be thrown off your game. Use the buyer's attempt at "reason" and close by stating the facts. Most people don't make rash decisions and, in fact, take way too long in doing anything. Don't be scared to tell the truth in the close.

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10

RASH DECISION CLOSE III:
Never Make a Rash Decision...
"I hear you and I agree, but the reality is there are only a few reasons you won't do this tonight none of which has anything to do with your ability to make decisions. May I share them with you? 1) Lack of confidence in the product, 2) Price or terms are not right, 3) You don't have confidence in me/company. Which one is it?"

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11

RASH DECISION CLOSE III:
Never Make a Rash Decision...
Quit letting them delay the close with time and find out what the objection/ complaint or stall is. This is a great close and you will gain the respect of the buyer when you use it. People avoid making decisions because they lack confidence in their own ability to make good decisions and/or because something is still not right for them.

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12

SPOUSE STALL CLOSE I:
What If They Say No?
a) Answer: He won't - "Then I need your OK here and here."

b) Answer: We won't buy - "Would he/she say no to the product or the money?"

*If product-"What do you suggest?"

*If money- "What about the money-- the down payment, the monthly payment or the price?"

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13

SPOUSE STALL CLOSE I:
What If They Say No?
While people consult their spouses for decisions, there are still spouses that can be closed. This is used by the customer as a stall more often than as a valid objection. More women will buy without their husband than the other way around. Check for it to be a valid objection with this close. Also you are able to flush what the actual objection is in (b) above. Never use "subject to your spouse's approval" without trying this close first.

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14

SPOUSE STALL CLOSE II:
If Your Spouse is Like Mine
"I agree and you should, but if your wife is anything like mine, she never tells me no when I love something, and I never tell her no. I need your approval here, here and here."

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15

SPOUSE STALL CLOSE II:
If Your Spouse is Like Mine
This has to be used with confidence, speed and strength. You validate and acknowledge, look up, smile and tell your story! The more this is true for you, by the way, the more often you can close with it. While my wife may tell people that she needs to check with me, she can and has bought without doing so!

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16

SPOUSE STALL CLOSE III:
Better to Ask for Forgiveness
"Better to ask for forgiveness than to ask for permission, so let's get you going right away - sign here and here."

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17

SPOUSE STALL CLOSE III:
Better to Ask for Forgiveness
Try it and you will start to rely on it. This is for Master Closers only - don't be weak - go for it. You have nothing to lose. Smile before you say the first word and deliver.

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18

SPOUSE STALL CLOSE IV:
Knows You Here
"I understand and if you and your spouse talk like me and mine do, then he/she knows you are here and knows what you are doing. Let's do this and get it done if you don't have any other reservations. I need your ok here and here."

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19

SPOUSE STALL CLOSE IV:
Knows You Here
This close basically uses the objection and acknowledges the fact that people that talk about everything together would have already talked about what this person is doing now. Close this deal, quit being sold on this objection as this is a stall more often than not.

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20

THINK ABOUT IT CLOSE I:
Instantaneous
"Thought is instantaneous. Think of an elephant. Did you get it? You see, thought is immediate and instantaneous not something that takes time. What you need to do now is make a decision. Yes or no. Do or don't do. I am fine with either one. Which is it?"

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21

THINK ABOUT IT CLOSE I:
Instantaneous
This is a very strong close. I never believe that people need to think, as this is a stall for some other consideration. They are more likely to need more information than time to think. This close sets up finding out what is really wrong.

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22

THINK ABOUT IT CLOSE II:
Won't Change the Fact
"I understand. However, you thinking about it will not change the fact that this product saves you money, your company needs it, and you are going to do it sooner or later. Let's get it done, so you can think about the other things that need attention. I need your approval here and here."

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23

THINK ABOUT IT CLOSE III:
2-3 Days
"Great! Do you think 2-3 days would be long enough, or is 2-3 weeks better? (Buyer will probably say 2-3 days is plenty.) The truth is, no matter how long you take, you will be faced with the same three questions. May I share them with you?

1) Does this product get you what you wanted?
2) Can you afford this product?
3) Am I the kind of person you would want to do business with?
If yes to all, point to signature line, "Let's roll!"

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24

THINK ABOUT IT CLOSE III:
2-3 Days
This is one of my all-time favorites. While it relieves the sense of having to do something right now with the offer of up to 3 weeks to think, it allows you to present the only reasons people won't buy. It also sets up identifying the real objection.

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25

THINK ABOUT IT CLOSE IV:
Scale From 1 to 10
"Great, most people want to take time to think about their decision before making it. Let me ask you, on a scale from one to ten, ten being you are absolutely certain and ready to go, and one being you wouldn't take it no matter what, where would you stand at this time?"

Get an answer. Then ask, "What would make it a ten?"

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26

THINK ABOUT IT CLOSE IV:
Scale From 1 to 10
This will allow you to determine what the real objection is, and trust me, there is one. By agreeing with their need to think and then asking where they stand now, you get a sense of where the buyer is and the real objection. While it momentarily relieves the buyer's sense of having to do something right now, it positions you to find out what it takes to get the buyer to the point of doing something now.

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27

THINK ABOUT IT CLOSE V:
A-B-C
"I understand and as a consumer myself I have said the same thing at which time I a) didn't want to confront the sales person, b) didn't want to disappoint him or c) there was a concern that still hadn't been addressed. Which one is it for you?"

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28

THINK ABOUT IT CLOSE V:
A-B-C
Take the time to show understanding and then use agreement to establish what the real objection is as all you are getting right now is a stall and you have to clarify what the real situation is to resolve it. This close will allow you to determine what is the real objection. To use these types of closes successfully you have to be convinced there is a deal here and not give up. Sell them; don't let them sell you.

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29

UNAVAILABLE PARTY CLOSE I:
Agrees to Ownership
"Buyer agrees to ownership at figures and conditions spelled out. Delivery is subject to so-and-so's approval. Is that fair?"

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30

UNAVAILABLE PARTY CLOSE I:
Agrees to Ownership
Should be used as a last resort for an unavailable party, and after the spouse/boss stalls. Short cutters abuse this and lose deals.

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31

UNAVAILABLE PARTY CLOSE II:
Nothing Changes
"Does your spouse approve of your present situation and the cost of it? If nothing changes except for the fact that your situation is improved, certainly he/she (or the board) would support you improving your situation. Let's do this assuming nothing else changes."

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32

EITHER WAY CLOSE:
"I understand but, either way you make a decision. You will either make a decision to continue with what you have or make a decision to get what you deserve. Either way you spend money, either way you have an obligation and either way you make a decision. The question is whether you are going to reward yourself with something you need/want and deserve or continue on with something old."

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