Closing the Sale

“Every time you meet with a client a sale is made.  Either you are selling them, or they are selling you on why they can’t buy.”

There are two different closing techniques.  The first is the Commitment Not to Wait.  If you have a great Commitment Not to Wait then you will end up with either a sale or a no sale at the end.  There would be no need for closing at the end of the sale.  The second is closing at the end of the sale.  Often times you will need both.

For example: it has come down to the end of the presentation and the clients are still up in the air.  They are leaning on the fence and are not sure which way they are going to fall.  You can do one of two things.  You pick up your bag and leave your card, or you help the client understand why they need this insurance or investment.  Here are many closes that you must learn and become familiar with.  Learning these closes shows the difference between a normal agent and an agent who really excels.  For additional closes see the back of the manual.

Non-Combative Selling

#1 The Leaning Technique

Client gives some delaying response – “Think it over, wait, etc.”

“I understand…………but you’re leaning one way or the other.  Are you leaning in favor of it?  Or are you leaning more against it?”  (Wait for response)  “What would you have to know, hear or see to get you to lean ALL the way in favor of it?”

#2 The Usually Means Technique

“I understand……………that usually means that I haven’t answered some question to your satisfaction yet, or it means you have a question about the insurance or coverage.  What is your question?”

#3 The Thermometer Close

“I understand……………but on a scale of 1 to 10, with 1 meaning you’re a long way from having this, and 10 meaning you want it now: where are you on this scale?”  (Most people will say 6 or 7)  Your response is always the same…”What would you have to hear, see or know to get you to a 10?”

#4 The Las Vegas Technique

“I understand…………..and what are the odds that we’ll do business tonight?  60%, 70% 80%?”  (Wait for response, is he says 70%)  “What is the 30% that is keeping us apart?”

#5 Benefit Summary Technique

“I understand………..Let me summarize the main points you’ll want to think it over.  First, do you have any questions about (feature #1)?, or are you satisfied with that point?  (if he has a question say)  “Good question: before I explain it, do you have any other questions?”  (If he says no, I’m satisfied with feature #1, and then you say)  “Do you have any questions with (feature #2), or are you satisfied with that one also?”  (Ask the same questions on every feature.  After getting responses yes, yes, yes on each feature, you say…) “So there is no major reason not to go ahead, right?”

#6 The Worst Case Scenario Technique

“I understand……………but suppose you took action today; what is the worst that could happen?”  (There are only two possible answers)

  1. He could give you an objection

    1. Your competitor might be cheaper

    2. I might change my mind

    3. I might lose my money

Deal with it.

2. Nothing

“So there is no real reason not to proceed today, right?”

#7 The Best Case – Worst Case Scenario Technique

“I understand……….it’s only natural to want to think about the best or the worst that could happen.  The best is (summarize benefits), and what do you suppose the worst might be?  (Shut up)  “So there’s no real reason not to proceed today, right?”