CLOSING

1
CLOSING
2
Techniques are temporary Concepts are permanent
3
Be Prepared 1. Materials 2. Belief 3. Be a
good listener
4
Be Prepared 4. Desire 5. Plan 6. Learn to
persuade 7. Have courage
5
How the Presenter Can Help 1. Be
assumptive Just about everyone gets involved
with Pre-Paid Legal the first time they see
it because it just makes so much sense.
6
How the Presenter Can Help 1. Be
assumptive If you are like me when I first saw
this opportunity, you probably have a list of
people already in your head that would be very
interested in this business. If you do, its
easy to get them involved and your business
will take right off.
7
How the Presenter Can Help 2. Pre-closing
questions How many people like what they see
so far?
8
How the Presenter Can Help 3. Three major
objections - I dont have the time - I dont
have the money - I want to think about it
9
How the Presenter Can Help 4. Final presenter
comments This concludes the first part of our
presentation tonight. The most important part is
next. That is when you circle up the chairs
with the person who invited you to the meeting,
get your questions answered and get started
with us in Pre-Paid Legal. Thank you and enjoy
the second part of the presentation.
10
How the Presenter Can Help 4. Final presenter
comments Never say thank you and good night.
Or drive safe. Or anything that leads them to
believe in any way that its over.
11
The circle up 1. Try to keep the
atmosphere from changing
12
The circle up 2. Be Assumptive
13
The circle up 3. Most people sign up for
two primary reasons - They have a mental
list of people who they think they could
involve as associates - (80) - They have a
mental list of people they think they could
sell a membership - (20)
14
The circle up 4. The closing question On
a scale of 1 to 10, how would you rate your
excitement about what youve seen
tonight?
15
The circle up 4. The closing question
What did you like best about the
presentation?
16
The circle up 4. The closing question Do
you see an opportunity for yourself? Are
you prepared to get started?
17
The circle up 5. If you pre-qualified your
prospect, you may have an idea as to why they
would be looking at an opportunity. In that
case, you can use their why as a closer.
18
The circle up 6. Let them know there is a
proven plan of action that will help them
succeed.
19
The circle up 7. The four question
close 1. If you were to start part time,
how much money would you need to earn
per month to make this business worth
your time?
20
The circle up 7. The four question
close 2. How many hours per week
could you realistically give the business
to develop that income?
21
The circle up 7. The four question close
3. How many months would you be willing
to give the business to reach that
income?
22
The circle up 7. The four question
close 4. If you could develop a ____
monthly income working about ____ hours
per week for ____ months would
there be anything else you would need to
know before you get started?
23
The circle up 8. When youre talking about
potential income remember that people
can only see about double their current
income.
24
The circle up 9. Ask for the order You
have not because you ask not
25
The circle up 10. Handling objections 3.
I know how you feel. I felt the same way.
Heres what I found 4. I can see how you
might think that
26
The circle up 10. Handling objections 5.
Youre right 6. I should have covered that
better
27
The circle up 10. Handling objections 7.
Im not sure, lets check with 8. I can
tell that is important to you...
28
The paperwork 1. Have the paperwork ready
29
The paperwork 2. Do the associate paperwork
first Then the membership paperwork is easy,
the other way around will result in half of
the people getting started as associates.
30
The paperwork 3. Fill their paperwork out for
them - Ask for their Social Security number
- Wait! - Dont look up - Ask for form
of payment. - Dont look up. - Get the
signature Go ahead and verify everything Ive
written Just ok this in the two spots with an
X
31
The next meeting 1. Whats the only reason to
have a meeting? To schedule the next
meeting!
32
The next meeting 2. If you keep them in the
game, eventually theyll get involved.
If you ever end one meeting (whether they
join or not) and dont schedule the next one
before you leave, you blew it.
33
The next meeting 4. Dont ever pressure
people so hard that you cant get the next
meeting scheduled.
34
The send home package Audios Lady of
Justice pins Car decals Brochures (Right
Place, Right Time) Applications Brick CD
35
The follow up call 3-way call (introduce
them to someone important)
36
Become a world champ at helping more people
get started with Pre-Paid Legal!