Mastering the Close 2021

◄ The Theory of Closing the Deal

• Purpose of the Program
• The Cost of Not Closing
• The End Game is the Close
• The Importance of the Close
• The Winner’s Exchange
• The Goal of the Closer
• Know or No
• Two Ways to Learn
• Closing is a Service
• Relationship and the Close
• The 20/80 Rule

◄ The 10 Reasons Closers Fail

• Never Attempted to Close
• Pressure is Perceived as a Bad Thing
• Unwillingness to Deal With Emotions
• A Lack of Belief in the Product
• An Incorrect Estimation of Effort
• Being “Reasonable”
• No Financial Plan in Place
• Handling Objections That Are Only Complaints
• Shortage of Closing Material
• Incorrect Barrier
• Recap – The 10 Barriers to Getting a Deal Closed

◄ The Rules of Closing

• The Rules
• Always Present Your Proposal in Writing
• Always Clearly Communicate Your Proposal
• Always Make Eye Contact
• Always Have a Pen Available
• Know How to Use Humor
• Always Ask One More Time!
• Always Have Available an Arsenal of Closes
• Stay With the Buyer

◄ Advanced Rules For Closing

• Treat the Prospect Like a Buyer
• Always Know You Can Come to an Agreement
• Always Maintain a Positive Demeanor
• Always Smile No Matter The Outcome
• Always Treat a Buyer Like They Can!
• Always Acknowledge The Buyer
• Always Agree With The Buyer
• Always Look for a Solution
• Care So Much That You Refuse Not To Close
• Use the Full Arsenal of Closes
• Always Know You Do Not Provide A Service Until You Close

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