19 Basic Closes Flashcards Preview

SALES: Cardone, Grant > 19 Basic Closes > Flashcards

Flashcards in 19 Basic Closes Deck (45):
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3 REASONS CLOSE:
Clarify which of these is _______ ____ ____ up and close it. It is never ___ of them and if you hear that it is, it will always be that they are not sold on your _______ as a solution.

hanging your deal
all
product

1

"Margaret, there are usually ______ _______ why someone can't make a decision.
(1) they don't quite __________ how it works and how it can benefit them.
(2) I might not have built enough __________ in my company
(3) they simply cannot _____ our product and our company.
Do you fall into any of these three categories?"

three reasons
understand
credibility
afford

2

3 REASONS CLOSE:
This customer may just be dispersing you with _____ in order to not make a decision so your job is to not let them and find out what the ____ _____ is.

stalls
real issue

3

3 REASONS CLOSE:
This is a very powerful way to wrap up the deal and close. When at the point in a deal where you are focused on ______, ________, or __________ use them as the reason to ________ and then move toward assuming a deal and a close.

changes or additions or modifications
summarize

4

ASSUMPTION CLOSE:
"So here's what we need to do. The $4,500 package includes (detailed list of benefits) ... That's __________, right? ... Are these the ones ___ ____? Fantastic. My assistant is going to go ahead and fax over a simple _________ that will need an approval. Will it get faxed back to us by the end of the ___?"

everything
you want
agreement
day

5

ASSUMPTION CLOSE:
This is a classic close I would consider using _______ times during every sale, where you assume ownership and agreement.

multiple

6

ASSUMPTION CLOSE:
This is a traditional basic and needed ________\ for everyone selling any product or service.

firepower

8

BEN FRANKLIN CLOSE:
"I understand how hard it is to make this decision. It is said that Ben Franklin, one of our founding fathers, when faced with a big decision, would write down the ______ and the _______ of the decision on a piece of paper, so he could get a true _________ of the right thing to do. (Get a sheet of paper.) So what are the positives of this purchase, and what are the negatives? If the advantages outweigh the negatives, do it. If not, don't _____!"

Advantages

1) Saves us Money
2) Expands Business
3) We need it
Disadvantages

Costs $10,000
__________________________

pluses
minuses
evaluation
invest

9

BEN FRANKLIN CLOSE:
This is supposedly what Franklin did each time he was faced with a tough _______.

Decision

10

BEN FRANKLIN CLOSE:
You are using pure (a) _____ for the buyer to assess in writing why he should do this. This is a great close, allowing the buyer to (b) ________ see the reality.

(a) logic
(b) physically

11

CLARIFY CLOSE (Proper Perspective):
Let's put this decision into a proper (a) _________. This is not a world-changing (b) _______ and in no way can negatively impact your (c) ________ or _________ (d) condition. Let's do this. I need your approval (e) ____ and ____

(a) perspective
(b) decision
(c) lifestyle
(d) condition
(e) here

12

CLARIFY CLOSE (Proper Perspective):
Price is the (a) ______ but never the (b) ______. Stand behind the (c) _____ you presented.

(a) culprit
(b) reason
(c) price

13

CLARIFY CLOSE (Proper Perspective):
(a) ________ the price a little bit will never make it more (b) ________.

(a) Dropping
(b) valuable

14

ELEVENTH INNING CLOSE:
What (a) _______ and (b) _____ would be necessary for you to say 'yes' to this purchase (c) ___?

(a) figures
(b) terms
(c) now

15

ELEVENTH INNING CLOSE:
Used when a commitment seems (a) __________.

(a) unattainable

16

ELEVENTH INNING CLOSE:
Always use (a) ____ and never early and be careful to not (b) _______.

(a) late
(b) overuse

17

ELEVENTH INNING CLOSE:
This close is most often overused by (a) _____-_______ and (b) _____-________ closers.

(a) short-cutters
(b) under-trained

18

FEEL-FELT-FOUND CLOSE:
I appreciate how you (a)____. I have (b) ____ the same what until I found out that I didn't have another one coming in. The price will not get any lower and the bottom line is you need it now! Let's do this.

(a) feel
(b) felt
(c)

19

Handshake close:
You know it serves your _____ and you know you can ______ it. It's only a matter of ____ before you do it so let's get this done now..." (reach over with open hand assuming a handshake for agreement and shut-up)

needs
afford
time

20

Handshake close:
There is a point in every deal when it basically comes to this: movement ______ an agreement with assumption of the close. Look the buyer in the ___, reach over with an open hand, quit talking and get the buyer to shake your hand. Keep it out there as long as you have to and do not say a ____!

toward
eye
word

21

If I could would you:
"If I could handle every objection you have, would you make a ________to buy this product?"

decision

22

If I could would you:
Always save this for late in the game, never early. Your attempt is to see if you can get the buyer to see a way to make a _______ decision. Once you get a yes, then get the list of objections and see if you can _____ each. The most important step in any close is the decision maker being able to see himself saying ___. Until this happens, no close is possible. Be careful not to _______ this.

positive
handle
yes
overuse

23

Last time close:
"Do you guys go through this _____ ____ you do something nice for yourself? When is the last time you did something ____for yourself? It is time you did, don't you agree?"

every time
nice

24

Last time close:
Again you are confronting the irrational. This close combines fears and the idea that the buyer has not done enough nice things that they deserve.

1

25

Leave it up to me:
"I know that you don't have unlimited resources, neither do I. Let's take a look at what your working with and leave it up to me to make it work for you, is that agreeable?"

1

26

Leave it up to me:
Every closer must become a consultant in order to justify a decision and support the buyer in making sense of saying yes. Your job is not just to sell or even close but to make sense of. Remember use logic in the close and emotions when you sell.



1

27

The price is the best reason:
"The price is the number one reason for owning the it. That is supported by every trade magazine written and by the fact that the average number of days this product stays in inventory is under 30 days."

1

28

The price is the best reason:
This close uses availability and third party validation to justify price and substantiate your position and reason for your proposal being priced the way it is.

1

29

Puppy dog close:
"Let me suggest you take it home tonight and when you wake up tomorrow decide whether it's the right thing for you or not. If you decide it's not, then bring it back and no problem!"

1

30

Puppy dog close:
This close can be over used as a way not to close the deal so be sure you make this a last ditch effort. The power of this close is particularly with those items for which people really have an affinity. Would not work well with products that don't have some heart connection. And again a weak sales person will tend to overuse this as a way not to close.

1

31

"I know it's more money than you considered and I would expect that is the same thing that happens to you when you buy other products too. It is obvious that you are a person who exemplifies quality: buys quality goods, lives in quality, wears quality and knows that quality products cost more than other products. Let's get this done now so you can start enjoying it."

1

32

Quality close:
This is when you continue to sell your product's price as the reason to buy, not as an objection. You use the objection as a reason to close!

1

33

Referral close:
"Before we get involved with the figures, who do you know that may be in the market for ____ ?"

Provides the buyer with leverage to negotiate, as the buyer believes the more people he sends your way, the more he is entitled to a better deal. Also, people want to help others, and they believe that in doing so, they should be helped.

34

Quality close:
Provides the buyer with leverage to negotiate, as the buyer believes the more people he sends your way, the more he is entitled to a better deal. Also, people want to help others, and they believe that in doing so, they should be helped.

1

35

Reflects the value:
"The price properly reflects the performance and quality that you will be enjoying for the next 4 years of ownership. Now will this be in your name or the company's name?"

1

36

Reflects the value:
Justify and close. There is always a reason for the price being what it is and selling that takes the same effort as just giving your price away.

1

37

Scarcity close:
As you are aware, there is a limited availability of this specific product, a huge demand, and I want to be certain that I am able to get you what you want, so let's get the paperwork and do this!"

1

38

Scarcity close:
This close uses scarcity and the hope of being the first and even the fear of loss as its momentum. Be careful with these types of closes, however, as today's consumers get worn out on this quickly.

1

39

3 Yesses:
"Did I answer all your questions?

Were we easy to get to?

Am I the type of person you would feel comfortable serving you?

Then I need your OK here and here."

1

40

3 Yesses and close:
Yes is the most powerful word in the English language. Get the buyer saying it. Only ask questions you get a "yes" to and then ask for the order. You could ask the buying question as the fourth yes, but I would not. Don't ask the buying question as "yes" or "no." Assume the close and ask for a signature. The yes's set up the signature. It gets you momentum to the close.

1

41

Won't get any easier:
"It will not get any easier to afford it later. Now is the best time to do something nice for yourself."

1

42

Won't get any easier:
Affordability does not get easier later and more often than not it only becomes less likely. Use time to close your deal.

1

43

Won't get any easier:
Affordability does not get easier later and more often than not it only becomes less likely. Use time to close your deal.

1

44

You deserve it close:
"I know it's a lot of money, and you deserve it. And if you don't deserve it, I don't know anyone who does. I need your approval here and here."

1

45

You deserve it close:
Much like the Treat Yourself Close and Work Hard To Earn This Close, this plays on peoples' need to believe they deserve to reward themselves. This is used by people daily to indulge themselves with things they don't need. It's Middle Class America's great justifier for overspending, and you need to tap into it or the guy down the street will.

1