18 Payment Closes Flashcards Preview

SALES: Cardone, Grant > 18 Payment Closes > Flashcards

Flashcards in 18 Payment Closes Deck (34):
1

PAYMENT CLOSE I:
Compare to What?
What we are doing here is demonstrating belief in our proposal and justifying our payments by comparing this investment to the cost of other things that we know the client is paying for. Using logic in the close is critical to making sense of the customer's purchase. By comparing to other current costs you will be able to better make sense of your proposal. You must have complete belief in your proposal and an understanding of your clients business or personal life to understand what other cost to compare to.

Also prepare to use the full arsenal of closes you have here as your buyer may move back to price, difference, money down or just start stalling again. Whatever the case you must have complete understanding of not just 12 closes but ALL of them.

1

2

PAYMENT CLOSE II:
Reduce the Balance
"There is only one way to reduce the payments from here. I would suggest you reduce the balance by $2000 and you will reduce your payments by $44/mo for the term of the loan. Or would you rather keep your cash and pay a little more monthly?"

1

3

PAYMENT CLOSE II:
Reduce the Balance
Remember always negotiate with the clients money not with your money. You may find out that as soon as you offer a solution of more money down the payments are ok.

1

4

PAYMENT CLOSE III:
How do You Make Sense of What you Have Now?
"If these are too high, then how do you make sense of the payments you are making now? You're paying too much now for something you don't even want."

1

5

PAYMENT CLOSE III:
How do You Make Sense of What you Have Now?
As I get an objection to the new situation I always will compare to their current situation. Better to pay an extra $4000 and own it than pay $1000 and rent for example. Bring them back to what they are trying to get away from.

1

6

PAYMENT CLOSE IV:
Better to Live Rich Than Die Rich
"It is better to live rich than die rich, wouldn't you agree?"

1

7

PAYMENT CLOSE IV:
Better to Live Rich Than Die Rich
Classic close that I know thousands of sales people have benefitted from in their careers. Similar to can't take it with you and the brink truck ain't going to heaven. This close should be close by at all times.

1

8

PAYMENT CLOSE V:
That's Why You Work So Hard
"It is never too high for something you deserve, now ask yourself why do you work so hard anyway? Isn't it so that you can do nice things for yourself?"

1

9

PAYMENT CLOSE V:
That's Why You Work So Hard
When you get an objection to payment or price or money always remind your client that is why they work.

1

10

PAYMENT CLOSE VI:
Compared to the Enjoyment
"That is everyone's first response. The pleasure and peace of mind you will get from owning your new ____ will more than offset the few dollars a month, don't you agree?"

1

11

PAYMENT CLOSE VI:
Compared to the Enjoyment
Moving from cost to ownership and enjoyment and benefits. Every client knew before they considered your proposal that it would cost money and were looking for something to improve the quality of their life or some benefit your product offers.

1

12

PAYMENT CLOSE VII:
You Can't Afford Not To
"You can't afford not to own this ____, it is you. So let's figure a way for it to be affordable for you. 300 dollars would reduce the payment by 10 dollars, how would that fit for you?"

1

13

PAYMENT CLOSE VII:
You can't afford not to
As soon as I get this objection with confidence I suggest that the client can not say no to this purchase despite the cost argument.

1

14

PAYMENT CLOSE VIII:
I Am Surprised You Say That
"I am surprised to hear that from you. You appear to be the type of person that could afford whatever they wanted."

1

15

PAYMENT CLOSE VIII:
I Am Surprised You Say That
Similar to the important person close I express that I am surprised to hear this from the client. This substantiates and firms up my price and position on it. This would set me up for a number of options to move to in order to close the deal.

1

16

PAYMENT CLOSE IX:
Budget Summary Close
"I understand your concern, I pay for things by the month. If it is not in the budget, it's not in the budget. Let me ask you this if you could pay all your bills, entertain yourself, tuck some money away for savings and have enough money to pay for this ____ would you own it? (yes) How much is your rent, utilities, gas, ins, food, credit cards, education, medical, recreation, savings?"

1

17

PAYMENT CLOSE IX:
Budget Summary Close
Too many closers don't walk through this opened door of the clients budget. It is your responsibility to go over the finances of the individual or the company anytime the clients brings up budget as the reason not to close.

1

18

PAYMENT CLOSE XI:
Not Considering Full Cost of Not Buying
"When you say that you must not be considering the savings in repairs, fuel cost, and tax credits over your present situation because your net cost will actually be equal or less than your current outlay. Let's do this."

1

19

PAYMENT CLOSE XI:
Not Considering Full Cost of Not Buying
Go over the cost benefits of repairs, efficiencies, any tax credits and benefits that your proposal may offer as a way to reduce the monthly expense in order to justify a lower net cost.

1

20

PAYMENT CLOSE XII:
Remove the Additions Offer
"Then let's look for ways for it to be more affordable. The additions, enhancements, extras, benefits come to $6000, or $120 per month that you could save now by not enjoying or you can pay the difference and get what you deserve now, let's do this."

1

21

PAYMENT CLOSE XII:
Remove the Additions Offer
This is payment breakdown taking a life of its own. Keep building value by demonstrating the value of what your proposal provides your client. Anyone can cut price but the pro substantiates it by building value.

1

22

PAYMENT CLOSE XIII:
Tax Close
"How much do you pay in taxes every month? How does that compare to your ____ investment?"

1

23

PAYMENT CLOSE XIII:
Tax Close
This powerful close uses the pain of paying taxes as a pure comparison to the cost of owning what a person wants. While your client does not have a choice of withholding taxes, social security, unemployment taxes, property taxes and consumption taxes he/she does have a choice in how they enjoy their money. Make this comparison to close your deal.

1

24

PAYMENT CLOSE XIII:
Write Me A Check And Avoid Any Payments
"One way to solve that is to write me a check for the whole purchase (or pay cash) and avoid all payments."

1

25

PAYMENT CLOSE XIII:
Write Me A Check And Avoid Any Payments
Anytime I have someone objecting to the payments I will either ask for more money down as a way to reduce the objection or one total payment will alleviate the objection completely.

1

26

PAYMENT CLOSE XV:
What Reasons Can You Find?
"And what reasons can you find for paying a little more a month than you expected. Would it be the room, styling, the leather seat, the safety, the five year warranty?"

1

27

PAYMENT CLOSE XV:
What Reasons Can You Find?
Rather than solving the problem by offering up solutions or handlings, let the buyer come up with their own solutions.

1

28

PAYMENT CLOSE XVI:
Smile, Discount and Close
"Just Smile and say 'So who will your insurance be with?' Quit handling every objection. Discount it and close."

1

29

PAYMENT CLOSE XVI:
Smile, Discount and Close
This power close is where we acknowledge the objection, discount its validity and then close anyway. Truly a power close.

1

30

PAYMENT CLOSE XVII:
Next Payment As Cash
"When is your next payment due on your present ____? Let's use it on your new ____ instead of your old ____ and it will reduce the payments a bit?"

1

31

PAYMENT CLOSE XVII:
Next Payment As Cash
Brilliant way to reduce the payments is to collect their next payment on the product they are replacing before its replaced and use it as money down to reduce the payments on the new investment.

1

32

PAYMENT CLOSE XVIII:
Waiting is Costing You
"And that is more of a reason for making a decision to own today. Waiting has already cost you too much money, putting it off will only make it worse, can you see that?"

1

33

PAYMENT CLOSE XVIII:
Waiting is Costing You
Here we revert back to time as as way to make it the culprit of the cost being more than the cost your buyer may have expected. Had your client purchased a year ago the cost would be less than it is today - time is money.

1

34

PAYMENT CLOSE I:
Compare to What?

"I understand you feel like the payments are too high, but compared to what you are paying for other things it really isn't, let me show you what I mean..."

(And compare to other similar situations)

"For instance just what you pay in federal taxes exceeds the investment you are making in this... What you pay in unemployment cost exceeds this cost. Your electrical bill is higher than the proposal I have presented to you and won't accomplish what this will do for you......I need your approval here, here and here."

1