Seventeen Tested Closing Techniques
54 minutes · 2019
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I’ll always remember the moment that my good friend T. Harv Eker approached me during a lunch break at the Guerrilla Business School in 2010. He had a new idea for internet marketing newbies, and asked me a question: is it possible to take people to making money online completely from scratch in a five-day bootcamp?
I thought it was impossible. So he asked if I wanted to partner with him and do it. I said yes. After all, the difficult can be done immediately, but the impossible takes a little longer. And that’s how the Ultimate Internet Bootcamp was born!
After making about $25 million, coaching a few thousand people at $500 a month, and doing over 25 events on six continents, we retired the program two years later. One thing I learned was that closing a sale starts with seeding, and I already knew that seeding through storytelling is selling. Closing doesn’t start 15 minutes before your presentation ends; it starts in the first 300 seconds through seeding and storytelling.
Ready to learn how to do exactly that? Good! Because today I’m going to teach you 17 proven closes that really work. Tune into the episode to learn exactly what each one means, but I’ll list them below with a short summary as a refresher to help you remember all 17 of them.
Take-away. Suggest that you may not be a good fit for your prospect, which puts you in a position of strength by potentially taking something away.
Summary. Provide an executive summary showing how you’ll handle your client’s needs.
Objection. Ask your prospect for the most powerful reason why they can’t move forward with you.
Ben Franklin. Offer to create a pros and cons list, and make a decision together.
Door knob. Go to the door as you’re about to leave, and mention one critical element as your hand is on the doorknob.
Concerned. Share your concern that your prospect isn’t going to achieve the success they deserve because they’re missing critical elements that you want to discuss.
Regret. Point out that the biggest regrets people have before dying are the terrible things they did, and the great things they couldhave done. Offer to dive deeper into why your services are a good fit, so your prospect won’t have that regret.
Assessment. Ask your prospect to rank their commitment to make a positive change in their business on a scale of 1-10. If they say 8, ask why they didn’t rate it lower, before asking what would make it a 10. Then offer to show what making a change with you looks like.
Empathetic. Express that you understand how your prospect feels, and offer to help them feel better.
Assumption. Ask if it’s fair to assume that if time and money weren’t an issue, your prospect would be ready to get started. If not, ask what you’re missing and what’s an issue other than time and money.
Contract. Point out that once the paperwork is done, you can begin.
100% alignment. “Based on what you’ve told me so far, what’s the single most important thing about why saving money/coaching/scaling could take us closer into working with us?”
What if. Ask your client what if the one thing that prevented you from moving forward is no longer true, what would happen if they didn’t move forward (nothing), and what could happen if they did move forward (something wonderful).
Artisan. Offer to share the type of services your prospect can learn to expect from you if you move forward together.