About 30 years ago someone asked me how many closes I knew. I replied that I really did not know but probably about five or 10. They bet needed magnificent sum of one dollar I could not write down 10.

Once I got to 30 they paid me a dollar. I kept going until I got to 72 and I decided that was enough for me.

I took all that could be adapted and adapted them to my 20 hour sales seminar. In the last couple of days I had been adapting them to extreme health formulas. You can easily adapt them to anything you are selling.

For maximum effect many of the words are critical and should not be changed. You can figure out for yourself which these are. Many of the closes are very specialized and, of course, I did not put these on the Blog.

I suggest you read all of them for familiar rarity. Then take no more than five and learn them well so you can reach into your salespersons bag of tools and pull them out and use them whenever it necessary.

You should definitely learn the, "The last resort, Ben Franklin or weighted close" one absolutely perfectly, word for word. Why? For the same reason we do anything. It works and it works most effectively using the exact words. Practice this so it becomes natural and is not stilted.

It is very powerful and will close many sales that you would otherwise have lost.

Some will ask why should I bother doing this. As always, the answer is simple. A professional learns the business and this is part of learning the business. Thousands of salespeople have developed these techniques over many many years and have proven that they work. Make it easier on yourself. Learn.
Bob

The Alternate Choice Close

"Would you like the
The blue or White one?"
1. the big or little autoship?"
The $1000 or the $400 package?
Bob

ALTERNATIVE CHOICE (#2)

"Would you like the white capsule or the blue one?"

With an alternative choice close the choices you offer are both choices that make the sale. Regardless of the choice the prospect makes they have bought.
Bob

Alternative choice (#3)

"Would you like the Plus or the LITE?"
Bob

Alternative choice (#4)

"Would you like the bonus money maker $119.95 AutoShip or the $49.95 one?"
Bob

Alternative choice (#5)

"Would you like the big AutoShip or the little one"?
Bob

Alternative choice (#6)

"Would you like the super fast start $999.00 package or the $399.00 one?"
Bob

ALTERNATIVE CHOICE (#7)

"You save XXX dollars on shipping when you order two bottles.
Would you like one bottle or two?"

With an alternative choice close the choices you offer are both choices that make the sale. Regardless of the choice the prospect makes they have bought.
Bob

The Poke In The Eye With A Sharp Stick Close

This is an alternative proposal close.

YOU: "Mr. Jones do you want this item or would you prefer a poke in the eye with a sharp stick?"

80% of all sales presentations end without the order being asked for. The clerk expects the prospect to do his job for him. The professional sales person knows he ALWAYS must A.T.S. and A.F.T.O.

ASSUME THE SALE and ASK FOR THE ORDER

This appears to be a terrible close that I would submit it is better than what happens in 80% of presentations when the order is not asked for.
Bob

This is not really a close but it can be an important part of every close. It will help you close many sales after you Ask For The Order. After asking any closing question just be relaxed for your attitude must convey the thought that you make huge deals like this everyday. You are not dependent on this deal going through. Keep QUIET, RELAX. Don't say another word. Let them have time to mull it over. Many sales trainers say the first one who speaks, loses. That is a terrible thought. If you think the prospect loses by buying your product or service you should be selling something else. If your product or service is a good idea for him them he loses by not buying it. You can always get another commission on your next call but your prospect might lose the benefits of your service forever, Keep quiet and give him a chance to stew it over in his mind. Give him a chance to say "Yes.
Bob

I Can not Really Find A Nice Name For This One

CUST: "Honey, you aren't actually going to buy into that are you?"
YOU: "Mrs. Jones your husband wants to give your children the great educational benefits available from this money making opportunity. In your opinion do you really feel you want to deprive him of that pleasure and your children of their college education?"

Bob's NOTE: I just said they all worked. I never said I liked or used them all.

The Enjoy It Close

YOU: "Mr. Jones if you had this would you enjoy it?"

If he says no, answer the objections. If he says yes ask, "Is there any reason you shouldn't join us and enjoy it?"
Bob

THE LAST RESORT, BEN FRANKLIN OR WEIGHTED CLOSE

CUST: "I'll think it over. Call me next year."

(This is for the procrastinator. It is very powerful and should be used when all else has failed. It is the last resort. (Except for the, "the LOST SALE close". Every word in this one is essential exactly as presented. It has been tested thousands of times with a variety of words. We are using basic persuasive speech and the words are critical. Yes, it will work often if you change the words. We want to maximize your success. It works vest and most often this way.)

YOU: "Mr. Jones I understand. Others have told me the same thing. Deciding to make a commitment to start a new business is an important decision. Before any intelligent person makes a decision they must weigh the ideas opposed with the reasons for buying now."

1. (Draw a horizontal line across the entire page about two inches from the top on a yellow pad.
2. Draw a vertical line down the entire middle of the page.
3. On the left of the vertical line write in large letters, "Ideas opposed".
4. On the right write, "Reasons for buying now".
5. Mention the ideas opposed and write a reminder on the ideas opposed side using as few words as possible. Don't use two words where one will do.
Do the same on the right side using the reasons for buying now.)

YOU: "On the ideas opposed side it will take some time, cost some money and require effort.
(Wright the following words on the ideas opposed side putting each word below the other, "Time, effort, Money.")
YOU: "Have I left out any ideas opposed?"

CUST: "My family is against multi-level marketing."
6. (Don't comment. Just write down the idea.)
7. "Against MLM"
8.

YOU: "On the reason for investing now side we have…."
9. (Just list them. The selling phase is over. This is just a summary.)
High income
Own business
Lose weight
Increase energy
Increased stamina
Increase metabolism
Decrease appetite
Own web site
Minimum paperwork
Write-offs
Shopping cart
Take credit cards
Product discounts
Health insurance @Diamond

YOU:" Have I left out any reasons for investing now?"

(They will often give you one or two. Obviously if they do they paid attention and are sold. Don't comment. Just write the one or two words. Remember, these are just reminding us of what has already been covered.

(Turn the pad around to face the prospect.)

YOU: "Mr. Jones which in your opinion out weighs the other, the ideas opposed or the reasons for investing now?"

10. Write the order.
11. Do not number the items
12. Do not point out the difference in quantity between sides.
13. Do not calculate the relative value of one item compared to another.
14. Except for the specifics items DO NOT CHANGE A WORD. Every word has a specific meaning and a specific task to accomplish.
15. The listed items have all been discussed in your presentation so he knows what the short description means. YOU do not add anything new here for the presentation was already done.

This close will save many of the tough ones you lost to the procrastinator before. Learn it thoroughly. Practice it. Review it. It will pay huge dividends.

Some will feel they can not do this. I would suggest, when you joined, you felt you could not do many of the things you are doing now. To be a professional you emulate what the professionals do. Remember why you are in this business. Remember your dream.

If this is a good deal for you it will be a good deal for others also.
Bob

The Appeal To Pride Close

YOU: "You will be the envy of your Friends and neighbors when you are seen to have so much energy and stamina.
Bob

The Your Responsibility Close

YOU: "You seem to hesitate Mr. Jones. Just what have I failed to make clear?"
Bob

The we Can nott Afford It Close

When they say they can't afford it say, "If you believe you can't afford it lets sit down and see if you can afford not to invest."

Then point out the potential income from Xtreme Health.
Bob

The summarize the benefits close

Summarize the benefits and ask for the order.
BOB

THE RELATIVE CLOSE

Insert the proper relative depending on your prospects age and your age and it is surprising how often this works.

YOU: "If you were my father I'd strongly recommend you invest."
Bob

"THE IF I CAN WILL YOU CLOSE?"
/////

PROSPECT: "can you deliver directly to my house?"

Do you know what the prospect just said? She said she is buying. The question is a very direct thing called a, "buying signal". Pay close attention to your prospect for they will often give you buying signals. This type of signal is better than most because it is so obvious.

YOU: "if I can deliver directly to your house do you want it?"

You turn the prospects question around back towards the prospect in order to get a commitment from the prospect. The question you asked is just to verify in the prospects mind that they are buying.

You only use this question if you can do whatever it is the prospect wanted. Can you deliver directly to her house? Of course you can. If you are close by you can drop the product off yourself. If not you can have the prospect order from your site and the post office will delivered directly to her house. You may want to deliver it yourself if it is not too far away and you feel it would be profitable to you.

Think about if it is profitable for you to do it yourself. The numbers below are rounded off. They show you your profit on one bottle of formula at the various discount levels.

20% = $8.00.
30% = $12.00.
40% = $16.00.
50% = $20.00.

Remember to tell the customer that shipping charges are less on two bottles so she could save a few dollars by ordering two bottles at once.
Bob

The Talk It Over With The Kids, Parents, Friends, Dog Etc. Close

CUST: "I have to talk it over with whomever…"
YOU: "Mr. Jones for some strange reason, everyone, especially all those that do not have all the information as you do, will say "NO". You really know they will advise, in your vest interest, not to join based on their insufficient information, don't you?"
Bob

The STP Close

It is debatable if this is really a close but doing it greatly increases your percentage of closing. Get some STP stickers at your auto parts store. Put one on your mirror, closet door, exit door, dashboard, briefcase, presentation book and any other noticeable place. Your are responsible for your attitude and these reminders help keep you focused properly. STP stands for:

See The People
Show The People
Sell The People
Stop The Procrastinator
Stop The Procrastination

Regardless of your expertise, you close some percentage of your presentations so the more people you see the more sales you make. Examine what you did RIGHT in each successful presentation and you will continue to improve. Learn to stop the procrastinators, especially if you are one. There are 878 excuses to not be out seeing customers. None of them are valid. See the people.
Bob

The Similar Situation Close

YOU: " I understand. It is difficult to make up your mind. I had a similar situation to yours last month,
James Smith couldn't make up his mind, and today he is in the exact same financial position he has been in for years.

In your opinion do you feel you should take the gamble on that happening to you when you can be on your way to financial freedom for so little?
Bob

The Puppy Dog Close

Let the Prospect use your item in his home or business for a few days. If it was a puppy you know they would never let you take it back hence the name. It's worked for TV's, recreational vehicles, furniture, etc.

it also works for selling samples for the prospect to take home.
Bob

The Product Knowledge Close

CUST: "I'm interested in checking other brands."

A professional knows his competition. Don't ever knock them even if they are no good. Point out the advantages and benefits of your product or service compared to theirs. This is tough to do if you haven't done your homework. You are not professional if you don't keep up with the market.
Bob

The Other Than Price Close
IF YOU ONLY PAY ATTENTION TO ONE CLOSE MAKE IT THIS ONE!

YOU: "Other than price is there anything else preventing you from receiving the benefits of this?"

Substitute whatever their objection is for the word PRICE. Write each objection down on a yellow pad. Use only one word and do it in big block letters. Keep asking the question until they agree there is nothing else standing in their way. When you answer each objection to their satisfaction cross out the objection with a flourish. When all are crossed out they have purchased or lied to you. They know it.
Bob

The "Just", "That's All" Close

Don't be afraid of price. Get the price out in the open early in the interview. When asked or when you mention it say, "The price is "only" (or use, "Just") $48.30, with shipping, handling, and Tax. That's all. "

Why? Because price is rarely the most important thing and this minimizes it's importance. Besides, it works.

Do not say $39.95 plus shipping, handling, and tax. That takes the price too high.

I never said this stuff makes sense. This is just the way it is. It is the way people's minds work. Therefore we have to work within those parameters.

"Just" and "That's all" are VERY important parts of this close.
Bob

The How Far Apart Are We Close

CUST: "Your price is just too high."

Spread your thumb and index finger apart and slowly bring them close together.

YOU: "Just how far apart are we, this far or this far? Are we getting close?"
CUST: "No. We are still far apart."
YOU: "How far apart are we?"
CUST: "$10.00."
YOU: "That's less than thirty three cents a day. Did you realize we are only about 33 cents a day apart? Do you really want to deprive yourself of the benefits of the energy gain and weight loss for less than 10% of a cup of coffee a day?"

Or

YOU: "How far apart are we?"
CUST: "The whole $199.00."
YOU: "if you do decide to join our team how long would you commit yourself to?"
CUST: "one year."
YOU: "That's less than fifty five cents a day. Did you realize we are only about fifty five cents a day apart? Do you really want to deprive yourself of the benefits of the energy gain and weight loss for less than 20% of a cup of coffee a day?"

Do the calculation quickly in your head. Do not worry about getting it exactly correct. Close is good. If the prospect calls you on it and says it is some other number that means the prospect is paying attention and is interested.
Bob

The Have You Got Yourself Sold Close

YOU: "Have you got yourself sold or should I tell you more?"

Never say, "Have I got you sold?"
Bob

The Gossip Close

A method some people like when they get a firm "NO" and they can not turn it around. Talk about anything and everything except the product. Talk about the local sports team, the prospect, his company, cars or anything of mutual interest. Continue for as long as it takes to relax him and gain his confidence. This is returning to the first step of the sale. After you are both comfortable with each other say, "It's getting late. We better write this up." Often it works.
Bob

The Gain Versus Loss Close

YOU: "Lets see what you have to lose versus what you have to gain."
Bob

The Another Advantage Close

CUST: "I'll think about it a while."
YOU: "Fine. Oh, there is another advantage I didn't mention."
Bob

The Action Close

Ask the prospect to take some action indicating ownership. If he does he bought.
Ask him to fill out the application
Ask him for his address while you fell out the application.
Bob

If you feel anxiety about closing your prospects, maybe
you can use this closing statement.
It's polite.
It puts the decision on the prospect.
It's easy to say.
Here it is. Simply say:
"So what would you like to do next?"
Big Al

The Basic Question Close

Keep asking little questions. If you get a positive response to any of them you have a sale:
1. "What's the correct spelling of the street here?"
2. "What's your shipping address?"
"How do you spell your last name?
What name would you like for Web Site?
What level would you like to start at?"
Bob

The Appraisal Close

(I do not know how to adapt this one to our primary business butt you can certainly save a lot of money if you pay attention to the hint.)

If you take trade-ins walk around the car, boat or plane etc. If it's a small item look it over carefully from every angle and in both cases DO NOT SAY A WORD. Within a minute or so almost everyone will start telling you all the things wrong with it. Why would they do that if they were not already sold? They're on your side trying to convince you to take the deal.

A Money Saving Hint

Do the same thing when buying. Say nothing and most so called sales-people will tell you everything wrong with the item. If it has an engine turn it over and almost immediately turn it off and ask, "What was that noise". Use the basic technique everywhere from swap meets to the most sophisticated stores. The results will astonish you. So will the money you save on the deals they will offer you. People are less likely to take advantage of a sophisticated buyer.
Bob

The Non Committal Buyer Close

The person that will not respond and will not give you any idea of what he feels appears to be really tough to handle. Do what works best when we don't know what to do. Ask.

YOU: "Mr. Jones I really would like to help you but I need a clue as to what you want."
Many times he will tell you he will take it or he will tell you his problem.
Bob

The Implying Ownership Close

This is not designed to be a close but it often works out that way. Even if it doesn't it implants the proper attitude in your mind and the prospects mind that you want to be in there. Every time you possibly can use the words "YOU" or "YOURS" in your presentation use them.
"When YOU own your own business…"
"When YOUR formula arrives…"
Bob

The I want To Think It Over Close

YOU: "I understand. Of course you want to think it over. It's an important decision. It's a big decision and you must be sure you are making it correctly. Now is the best time to get the questions you want to think over answered. If you want to think it over you must have some questions."

Often they say they really don't have any questions which is admitting they were stalling. If they do have a question, answer it and if not continue.

YOU: "There must be something about the product you need to know? Something about the company you want to think over? Perhaps something about me?

CUST: "no, there really isn't."
YOU: "then why don't you be thinking about the name of your new web site while we fill out the enrollment form?"
CUST: "okay."
Or
CUST: "no, I don't think so."
YOU: "okay. Your thinkink about it is probably a good idea for it is likely this is not for you."

The ones that are really not interested and therefore you really do not want to encourage to join are done at this point. The ones you a likely to want will stop you at this point and more often than not they will buy into the program.

They really wanted to see if you were desperate. Obviously because of your last statement you were not desperate.
Bob

THE NO CLOSE

YOU: "do you see any reason why you cannot join today?"

If they say no, start writing.
If they say yes then answer the objection.
Bob