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