CLOSINGa boogdoo ao oO a ooaqagaaauaaa CLOSING Secrets A price objection means not enough want so far Every price is too high unless outweighed by benefits They are interested in owning when they ask the price The price must be justified with benefits : Indecision is due to lack of want People try hard to artive at a quick decision Objections appear logical but are emotional Little doubts are questions, big doubts objections Prospects buy wants, not answered objections The ABC of selling - Always Be (Trial) Closing The real secret to good closing is good selling The close is the natural and logical end to the sale There is no magic in closing, just simple choices Your first words to the Up should be to close The Up is often ready to buy before the formal close Close early and often; not too little, nor too late Sell the emotions, justify logically, close emotionally The only problem in closing is simply overcoming indecision “113: coDood Gdoo goog AN Indecision is agony, so the Up needs your help You make the decision and get them to agree with it Silence can be greater pressure than words You must create a sense of urgency in your Presentation You should have several reasons for them to buy now "they have no reason to buy NOW, they wont buy Now Make time-share hard to get, easy to purchase Assure them their decision was wise as well as desirable Close the sale, close your mouth and close the door 114.