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The Closing Game, Play It!
I want to share with you something that I feel with help you with your
closing techniques and make more sales.
I want you to play a game that I call “the closing game”.
Come up with every reason why a client should not buy what you are selling. Life, Health, or whatever and write
them down. I want you to really think hard of every reason why a client should not buy whatever you are
selling.
Examples:
I can’t afford this.
She can’t manage the checkbook, how will she handle the lump sum when I die.
My job already offers me insurance.
Why should I buy from you?
I need to go talk with my wife and husband before I buy this.
Let me think about this and I will get back to you on this.
You never want a client to ask you a question that you have not already thought about and have an answer for.
Next, I want you to over come each one of these objectives that you come up with. Write them down and learn them,
until you can answer them within seconds.
Example:
She can’t manage the checkbook, how will she handle the lump sum when I die.
You may be right. How about we make it where she can’t blow the money. How about we give her a lump sum when you
die of blank, and give her so much a month and then after so many years give her another lump sum. That way she
can’t blow the money. You decide how much and how often the company will send her money. How about we give her
$100,000 down to pay for the funeral and some bills and $1,000 a month for 20 years until the kids are gone and the
house is paid offer and then another $100,000 in 20 years.
You can play with the numbers. I’m just showing you the point.
If you go ahead and think of every objective that they can come up with and have the answer ready, it will help
you.
Sit down and play the “closing game”.
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