Completely align selling a product and closing a sale with a higher purpose. At the end of the day your true purpose will carry you through. This is what separates the closers from the losers, and the big producer from the average producer. To continue to ask, persist, to figure out another way to circle back after being told no, reposition and ask again is ultimately what will make you a great closer. The only way to wear out resistance is with persistence.

1. Care so
much you
refuse not
to close.

2. Coffee is For
Closers
We all know, coffee
is for closers.
Glengarry Glenn Ross Movie

4. Care so
much you
refuse not
to close.
This is beyond selling and
more on the line of
purpose. …
Crusaders DIE HARD
An individual will reach
incredible heights in
their life if what they
are doing lines up with
a purpose.

5. Care so
much you
refuse not
to close.
That is why you see the missions and
charity workers working tirelessly
day and night to make a difference.
This is missing in plain old sales.
Most people don’t correctly and
completely align selling a product
and closing a sale with some higher
purpose.
At the end of the day your true
purpose will carry you through.

6. Always ask
one more
time!
Always circle back and persist.
This is what separates the closers from
the losers, and the big money from
the average producer.
To continue to ask, persist, to
figure out another way to circle
back after being told no, reposition
the negotiations and ask again is
ultimately what will make you a
great closer.
The only way to wear out
resistance is with persistence.

8. Don’t just read them…
Drill
Practice
Rehearse
Use and, Enjoy
and most important...
Prosper!

9. “May I make a suggestion?”
"What would you like me to
do now?“
"May I make a suggestion?“
"Let's do this now"

10. "What kind of
a financial
advisor would
I be If I did not
ask…”
"What kind of a financial
advisor would I be If I did
not ask you to get your
plan started today?“
"What kind of a financial
advisor would I be If I did
not ask you for referrals?"

12. 100% OF YOUR INCOME
DEPENDS ON THE CLOSE!
………..Remove the C and
C = Lose
Did you know that the average
buyer MUST be asked 5 times
before they will buy but the
average sales person only
closes once.
The Close is 20% of your
time but 100% of your
income.
Are you tired of customers
thinking about it, not making
decisions and stalling?

14. Coffee is For Those that CARE

15. Coffee is for those that Care
Here is my take on the Alec
Baldwin scene:
Like any sport, there are rules
to selling, especially when it
comes to closing the sale.
So you can become a master
closer and earn that coffee,
here are great rules for
closing the deal.
Close or Lose a very slight
difference....
One Letter in fact
You are either closing or
losing.

16. Until you no longer
have physical
reactions you need
to prepare drill and
rehearse

17. Coffee is for those
that care
• This failure to close happens because the sales
person (now closer) doesn’t fully believe in his
product, idea, service (or the dream) to the point,
where they will do anything to close the
customer.
You have to believe at a very deep level in order
to be in control.
Have you ever believed in something so much and
insisted so passionately that you actually made
someone do something they didn’t really want to
do? That is what I am talking about!

18. Coffee is for those that Care
• You don’t have to be pushy to do this, you
have to be convinced that what you have is so
incredible that you will not allow any decision
other than, “lets do this now!”
I had a customer say to me once, “Are you
pressuring me?” I responded, sir please don’t
confuse my insistence and passion with
pressure, I need your approval here and here.
He looked at me, smiled, took the pen and
closed.

19. Train for the
difficult
and
hope for easy.
Train hard &
close easy

20. P.D.R.
Practice Drill and Rehearse
Most fail due to the lack of
commitment to practice, drill and
rehearse
Great NEWS is it’s learned skill
It is the biggest missing ingredient in
people getting what they want in life.
This is not a skill you are born with—
it has to be developed.

21. Barriers to getting a
Deal Closed:
1. Never Attempted to Close
2. Pressure Perceived as Bad
3. Unwillingness to Deal with Emotions
4. Lack of Belief in Product or Service
5. Incorrect Estimation of Effort
6. Being Reasonable
7. No Financial Plan in Place
8. Handle Objections that are only Complaints
9. Lack of Closing Material
10. Incorrect Barriers

22. Always smile.
It may sound simple, but this isn't just about your attitude, it's also about your
physical manifestation. I'm challenging you: for the next week, practice
smiling with everyone in every situation you encounter.
Whether its passing someone on the street, making eye contact with another
driver at a red light, talking with your spouse, engaging with your boss or co-
workers- anywhere in any situation.
Do this until you are able to argue with a smile, disagree with a smile,
negotiate, overcome objections and close with a smile.
Haven't you ever noticed that very successful people are smiling all the time?
They are not smiling because they are successful they are successful because
they're smiling.
This is a million dollar tip: smile.

23. “When would you want to have your new plan in place?
Never ask, “What do you think?”
“Would there be any other changes you would want made
to your before we to the paperwork?
“Is the monthly investment amount agreeable?”

24. “Assuming we can
get this issued, all I
need your OK to
begin the process”

25. Need to
talk to my
spouse.
“Does your spouse approve of your
present situation?
If nothing changes except for the fact
that
your situation is improved, certainly
she would support you improving
your
situation.”

26. “I can’t think of any reasons to not
start the process can you?”
I just need your approval to start the
process.”

27. “I agree with you,
and I know you are
grateful that you
can invest this much
money. Not
everyone can. There
are people starving
on this planet and
you are investing
in your future.
I need your
agreement to start
the process.”

28. “I know it’s a big investment, and you
should congratulate yourself for
being
able to make an investment of this
magnitude.
Not everyone can even consider
doing this.
I just need your approval to start the
process.”

29. “If the payments are too high,
I suggest
we consider going with a
smaller plan.”

30. THINK
ABOUT IT
“I understand. However,
thinking
about it will not change the
fact that this
Something you need and
want, and I believe you are
going to do it sooner or later.
Let’s get it done, so can
think about the other things
that need
attention.