Closes
Techniques and questions to close and unblock objections during the demo stage.
What's your main concern?
Ask what variables they use to decide. If they give fluff answers, use «What are you afraid of happening?» or spell out the worst case to get a real answer.
Read moreReason
The reason you are telling yourself not to do this is the reason you should do it. Examples: money, time, authority, avoidance.
Read moreHypothetical
If this were perfect, would you do it? Then what's the difference between perfect and what we've got? A close to surface real objections or fears.
Read moreZoom Out
Let's zoom out: you want {x}, we sell {x}. Maybe overanalyzing the details is the reason you haven't made it happen yet. At the end of the day you just need to decide if this makes it more likely to hit your goal than doing it on your own.
Read more1 to 10
On a scale of 1 to 10, where do you see yourself? If 10, close. If 9 or less: what would it take to get you to a 10? A close that surfaces the objection so you can address it.
Read moreBest case / Worst case
Let's consider the options: both are risk-free, only one is guaranteed not to get you what you want. Best case: we change your life. Worst case: time back and learning. A close that reframes fear of risk.
Read moreSome now, more later
Doing this costs some now; not doing this will cost more later. A close that shows postponing only makes the problem more expensive and slower to solve.
Read moreFuture Favor
It's a lot of money, but because of the time it will save you. How long have you been wanting this? Do future you a favor: have her look back on the next 10 years excited about the decision that changed it.
Read moreCheap Comparison
If we were the same price, which one would you pick? They pick you. You ask why. Then: so now you understand why we aren't the same price. A close that turns the price objection into reasons you're worth more.
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