HELP THE PROSPECT MAKE A GOOD DECISION

1.- CLOSURE BY CONCLUSION (State of mind)

''COME TO THE CONCLUSION THAT IF YOU WANT IT''.

2.- DOUBLE ALTERNATIVE

''ALWAYS OFFER TWO OR MORE OPTIONS''.

3.- THE BINDING

''PUT A QUESTION AT THE END OF ANY SENTENCE TO ACHIEVE A POSITIVE STIMULUS''.

.... TRUTH? ...DON'T YOU THINK? ... YES OR NO?

...TO MAKE GOOD DECISIONS IN THE PRESENT... IS IMPORTANT TO SECURE THE

FUTURE, ISN'T IT?

(Remain silent and look the prospect in the eyes)

4.- INVERTED MOORING

''PUT A POSITIVE STIMULUS AT THE BEGINNING OF A QUESTION''.

TRUTH THAT TO MAKE GOOD DECISIONS IN THE PRESENT... IS IMPORTANT TO SECURE THE
FUTURE?

5.- PORCUPINE

ANSWER ONE QUESTION WITH ANOTHER AND GO ON TO PREPARE THE PAPERWORK.

- IT'S INTERESTING, BUT DO YOU HAVE SOMETHING MORE COMFORTABLE?

- WOULD YOU LIKE SOMETHING MORE COMFORTABLE?
- YES
- WELL, WE ALSO HAVE THIS STARTER PACK, THIS IS THE ONE YOU WILL BE ABLE TO
START WITH.

6.- ENVOLVENTE

''WRAP THE PROSPECT BEFORE ENTERING''.

...WILL YOU WANT THE STARTER PACK WITH THUNDER OR COFFEE? (BEFORE MOVING TO THE
PAYMENT PLAN)

7.- CLOSING BY MISTAKE

THE PROSPECT IS GOING TO BUY THE PRODUCT WHEN HE CORRECTS YOU.

- SORRY, YOU TOLD ME YOU WERE GOING IN WITH THE THUNDERS PACK?
- NO, FOR SERVICES

8.- CLOSURE BY COMMITMENT

CLOSING IS ABOUT ENGAGING THE CUSTOMER, IF YOU PROVE YOU'RE RIGHT, YOU'VE SOLD

IF I CAN PROVE TO YOU FOR SURE, THAT IF YOU DO NOT WANT TO CONTINUE ON
WAKEUPNOW ANYMORE, YOU CAN LEAVE WITHOUT ANY PROBLEM, WOULD YOU JOIN NOW?
9.- CLOSURE DUE TO ELIMINATION PROCESS

''DISCOVER THE REAL OBJECTION''

- I JUST DON'T KNOW... THIS... GIVE ME A MOMENT TO THINK ABOUT IT

- SORRY, IS THERE ANYTHING YOU WERE UNCLEAR ABOUT OR DIDN'T LIKE WITH THE
COMPANY?
- NO
- IS IT THE COMPANY'S REPUTATION?
- NO
- THEN... IS IT THE TEAM?
- NO, NOT AT ALL
- THEN... IS THE INVESTMENT

10.- CLOSING REBOUND

- I HAVE NO MONEY...
- IF I SHOW YOU THAT MONEY IS NOT AN ISSUE, WILL YOU COME IN?

11.- CLOSING OF BENJAMIN FRANKLIN

IF THE PROSPECTUS TELLS YOU... LET ME THINK ABOUT IT...

I GUESS IF YOU WANT TO THINK ABOUT IT, IT'S BECAUSE YOU WANT TO MAKE A GOOD
DECISION, RIGHT? (TIE-DOWN CLOSURE) YES. HOWEVER, WITH ALL THE INFORMATION I GAVE
YOU, YOU WILL ONLY BE ABLE TO 25% OF EVERYTHING I TOLD YOU AND YOU MAY NOT BE
ABLE TO MAKE A GOOD DECISION. LET ME GIVE YOU A LIST OF REASONS WHY YOU SHOULD
AND SHOULD NOT ENTER. (YOU TAKE A SHEET OF PAPER, DRAW A LINE DOWN THE MIDDLE
AND START PUTTING 5 OR 7 REASONS WHY YES..) AND THESE ARE THE REASONS WHY NO..
(LET THE PROSPECTUS TELL THEM)

OBJECTION: I HAVE NO MONEY...

''IF YOU COULD GET IN WITHOUT HAVING TO MAKE THE INVESTMENT RIGHT NOW, WOULD
YOU GET IN?''

WHEN DO YOU NEED TIME TO THINK ABOUT IT?

A COUPLE OF DAYS

HOW ABOUT I GIVE YOU A WEEK? IF WITHIN A WEEK YOU FIND A BETTER COMPANY THAT
WILL GIVE YOU SUCH AN AMOUNT OF MONEY FOR A SHORT TIME OF WORK, WE WON'T TALK
ABOUT WAKEUPNOW ANYMORE.

I WILL CONSULT WITH...

HOW MUCH TIME YOU NEED TO CONSULT WITH...

A COUPLE OF DAYS

IS IT OKAY IF I GIVE YOU 5 DAYS? IF FOR SOME REASON, THE PERSON WITH WHOM YOU
CONSULT DOES NOT APPROVE, WE WILL NOT SPEAK TO YOU AGAIN.

THE THEORY OF SILENCE AT CLOSING

WHEN ASKING THE CLOSING QUESTION YOU KEEP QUIET, THE FIRST ONE TO SPEAK, LOSES.