The Close
This is my favorite part of the sales process. All of your hard work has led up to this point. The moment of truth...can you close the deal or will you walk away empty handed?
Well, I think you will close the deal and I am going to show you how!
Any sales book will show you 100 different closes you can use; however, I only want you to use one. This close will help you close $1000's in business every month for the rest of your life if you use it well and use it correctly. I call it the 'TWO-PART Alternative Close' and here's how it works.
To this point, you have given your presentation. Now I want you to write down/tell them 3 options to choose from on the back of the lead card. Hand them the card and say: (word for word)
'Which one of those looks/sounds best to you?'
Once you say those 8 beautiful words I want you be quiet and wait for a response. You can expect to get one of two responses. 1) They will give you a doubt which you will then overcome or 2) they will select a plan. When they tell you the option that best fits their budget, I want you to say the second part of the close: (word for word)
'Hand me that card and I can get most of your information off of that.'
When they hand you the card, ask if they have a middle initial and start writing. As you fill out the application make sure you ask them each piece of information, even if it appears on the lead card. You do this because it helps your prospect solidify the sale in their own mind with every piece of information they provide to you. Make sure you ask them the easy questions first, so that when you get to the more personal questions it doesn't seem so intrusive. Here is the question sequence I use:
Easy Questions:
Do you want the plan sent to the address on the card or do you have a PO Box?
Is the phone number on the card current?
What is your date of birth?
Who would you like as the beneficiary? Do you want a secondary on there too?
More personal questions:
What is your doctor's name?
Are you taking medications?
What is your Social Security number?
Do you have a checking or savings account?
What is the name of the bank you bank with?
By the time you are finished asking the questions you should be finished with the application and ready to do the phone interview (if the company you are writing for asks for one).
Make sure you complete the phone interview BEFORE you have the prospect sign the application and give you payment!
Completing the interview before signing the application is, once again, helping the customer do the easiest things first. In this case, apply and qualify for the policy.
Once the phone interview is done, review the application with your prospect. Explain that the information on the front of the application is just their personal information. As you move through the application pages show them the medical questions and the answers marked. Show them the doctor's area and places they need to sign. Tell them this:
I just need one signature 'here,' stating that everything that you said is 'true' and that you haven't knowingly withheld information that would prevent you from getting the plan.
As they are signing the application, place the bank authorization form on the table and say this:
This is the form that they will use to set it up for you through the bank. That way, the bank will send in the payment for you on whichever day of the month you choose. Most people choose the 5th of the month because of social security. Which day of the month works best for you?
At this point if the prospect has a problem with the bank draft or any other issue, they will tell you. If they express a concern, you MUST address it at this point. Make sure they understand with 100% accuracy that the bank is sending in the payment for them automatically. If you are vague after they express concern, you will have problems down the road. BE CLEAR but never say "we are going to take the payment out automatically." It just sounds bad.
Congratulations! Hopefully you made the sale, and if not go to the 'Doubt Resolution' section to learn more on how to overcome objections and stalls. I have used this close my entire career in the FE business. It works soooo well for me, and it will for you too. Just practice it A LOT and it will become yours as well. Good luck.
Check out the video below for a summary of what you just read.
This is my favorite part of the sales process. All of your hard work has led up to this point. The moment of truth...can you close the deal or will you walk away empty handed?
Well, I think you will close the deal and I am going to show you how!
Any sales book will show you 100 different closes you can use; however, I only want you to use one. This close will help you close $1000's in business every month for the rest of your life if you use it well and use it correctly. I call it the 'TWO-PART Alternative Close' and here's how it works.
To this point, you have given your presentation. Now I want you to write down/tell them 3 options to choose from on the back of the lead card. Hand them the card and say: (word for word)
'Which one of those looks/sounds best to you?'
Once you say those 8 beautiful words I want you be quiet and wait for a response. You can expect to get one of two responses. 1) They will give you a doubt which you will then overcome or 2) they will select a plan. When they tell you the option that best fits their budget, I want you to say the second part of the close: (word for word)
'Hand me that card and I can get most of your information off of that.'
When they hand you the card, ask if they have a middle initial and start writing. As you fill out the application make sure you ask them each piece of information, even if it appears on the lead card. You do this because it helps your prospect solidify the sale in their own mind with every piece of information they provide to you. Make sure you ask them the easy questions first, so that when you get to the more personal questions it doesn't seem so intrusive. Here is the question sequence I use:
Easy Questions:
Do you want the plan sent to the address on the card or do you have a PO Box?
Is the phone number on the card current?
What is your date of birth?
Who would you like as the beneficiary? Do you want a secondary on there too?
More personal questions:
What is your doctor's name?
Are you taking medications?
What is your Social Security number?
Do you have a checking or savings account?
What is the name of the bank you bank with?
By the time you are finished asking the questions you should be finished with the application and ready to do the phone interview (if the company you are writing for asks for one).
Make sure you complete the phone interview BEFORE you have the prospect sign the application and give you payment!
Completing the interview before signing the application is, once again, helping the customer do the easiest things first. In this case, apply and qualify for the policy.
Once the phone interview is done, review the application with your prospect. Explain that the information on the front of the application is just their personal information. As you move through the application pages show them the medical questions and the answers marked. Show them the doctor's area and places they need to sign. Tell them this:
I just need one signature 'here,' stating that everything that you said is 'true' and that you haven't knowingly withheld information that would prevent you from getting the plan.
As they are signing the application, place the bank authorization form on the table and say this:
This is the form that they will use to set it up for you through the bank. That way, the bank will send in the payment for you on whichever day of the month you choose. Most people choose the 5th of the month because of social security. Which day of the month works best for you?
At this point if the prospect has a problem with the bank draft or any other issue, they will tell you. If they express a concern, you MUST address it at this point. Make sure they understand with 100% accuracy that the bank is sending in the payment for them automatically. If you are vague after they express concern, you will have problems down the road. BE CLEAR but never say "we are going to take the payment out automatically." It just sounds bad.
Congratulations! Hopefully you made the sale, and if not go to the 'Doubt Resolution' section to learn more on how to overcome objections and stalls. I have used this close my entire career in the FE business. It works soooo well for me, and it will for you too. Just practice it A LOT and it will become yours as well. Good luck.
Check out the video below for a summary of what you just read.
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