YES!

Closing is the art of turning

“SOMEDAY” into “TODAY”

Closing is a series of steps designed

to help people make decisions
that are good for them

Closing is WINNING TIME!

RECOGNIZE BUYING SIGNS

VERBAL NON-VERBAL

They ask more questions Smiling

Their eyes might light up or

They need more technical data
start twinkling
They talk about things that They touch your brochures or
would happen if they sign up illustrations
They make agreeable sounds They use the calculator
all of a sudden themselves
Wanting a repeat of the
Hand on chin
product features/benefits
 WHEN TO CLOSE
 When they suddenly slow down the pace

 When they suddenly speed up the pace

? When they’ve mostly been listening and suddenly they start

asking questions

 When they give you positive stimulus, e.g., “where do I pay

my subsequent premiums?”

 When they favor your test closes

 HOW TO CLOSE
(Specific Closing Tips)
 Summary
 Implied Consent
 Alternative minor decision questions
 Medical close
 The “T” close
 Age change
 Our/Your obligation
 Be ready with all essential materials
 Leave within 3 minutes
 After-sales service
 USING TEST CLOSES
Temperature Questions
Isn’t this a wonderful plan, Bro.
Prospect?
How do you find this idea?
What do you think of the living
benefits?
Alternative Advance Test
Close
Bro. Prospect, would you rather pay
in cash or check?
How would you like the dividends
to be used – reduce your paying
period or just accumulate it?
Would you like to have your medical
exam at home or in your office?
 WHAT IF . . . ?

 Unable to close
 Thank prospect for the opportunity of
presenting the benefits of life insurance
 Would you be kind enough to give me
another opportunity to present these
benefits to your friends?
 CLOSING – YOUR FINAL TEST
OF SALES ABILITY

No person is worthy of the name “Fraternal

Counselor” until he gets a prospect’s
signature on the application and collects
the first payment

“He profits most who serves best” and to

serve, you must close!