The document provides tips for closing a sale. It advises that closing is often as simple as asking for the sale after presenting. People commonly make the mistake of not asking. When asking, provide choices rather than yes/no questions so the customer has to take control to say no. Examples of good choices are monthly vs. annual payment options. This makes it hard for a passive customer to say no. The closing can then continue by asking additional choice questions. The key is never asking a question that can be easily answered no.

1. Closing

2. As Simple as just asking
Closing the sale is often times as simple as just asking
The mistake people often make is to deliver a solid
product presentation and never actually ask for the
sale.
There are several ways to ask for the sale but
ultimately the tough part of the job is to ask a
person if they would like to spend their money on
what you are offering...

3. Give the AB Choices
You do not want to ask a yes or no question unless
you are 100% sure what the answer is.
Bad Example: “Do you want to secure your spot in
the OSP with the annual payment?”
This is a question that the AB can say NO to when
you want them to say YES.

4. Give the AB Choices
Good Example:
“Would you prefer to secure your spot in the OSP
with the monthly or annual payment?”
“You can secure your spot with a monthly or
annual payment, which do you prefer?”

5. Why Choices work
When you give two choices that are both positive
answers for you, it eliminates the option of saying
NO for a passive AB.
In order for the AB to say No to a question like this,
they will need to retake control of the conversation
and tell you that they do not want either option. If
the AB has any level of interest, this will be very hard
for them to do.

6. This same style of “Either/or” closing can be
continued through the remainder of the closing
process. If they choose Monthly, you can quickly
move to $ and ask “You can reserve your position
with a Visa, Mastercard or American Express?
Which do you prefer?”
The key is that you are never asking a question that
they can easily say no. They still have the option to
say no but they have to tell you more specifically
what they are thinking.

7. Once you have completed your sales presentation you
can treat the call as though the AB has already agreed to
buy...
Example: You have just finished presenting and
remind them of the statistics reporting. “The monthly
report we send to your email tells you how many
hundreds of people saw you featured on BBB.org
every month, and how many clicked to your website.
What’s the best email to send your reporting to?”
Assumptive closing

8. This approach assumes that the AB is purchasing and
leaves only the decision about who wants to track their
marketing campaign statistics.
If the AB has any level of interest, they will have a
hard time changing this momentum away from a
sale...
here you transition into the “either/or” close and
ask “do you want to pay monthly or annually?”

9. Closing

10. Closing

11. closing