agreements you receive, assists the
prospect make a larger one later on. The
more specific you make a test-close the
more effective it will be. For example,
many people use the test-close “Can
you see yourself training here?” This
is not effective as it is not tailored nor
specific. To improve this test close make
it specific “So Christine can you see
yourself working with your trainer at
the club to reduce weight around your
tummy and thighs so that you’re ready
for your holiday in December?How good
is that going to be?” Listen and chat
about the positives. Then always confirm
convenience, “And training three times
a week on Monday, Wednesday &
Saturday is convenient for you?” Listen
and acknowledge! and do a Recommendation Close
“From what we’ve discussed today my
recommendation is that you must train
two to three times a week and that is
convenient for you isn’t it?” Listen “So lets
start you on (x) way and get you ready
for the reunion. Are you looking forward
to that?” Listen, “Ok lets do this”.
The plain fact is that closing is done by
just asking a few questions once the
solution has been presented. When
closing the sale you can give the
prospect two ways for them to buy,
this will increase your success. To make
this easy for you use alternative choice
questions like “So which way are you
leaning more towards, is it the (A way)
or the (B way)” then ask for the sale.
In this day and age you can assume Examples Of The Complete
Closing Sequences
Never ask them to pay as this will take
the prospect into a logical way of
thinking and this helps create objections.
Always ask the prospect to “Fix it up”,
“Take care of that” or “Look after that”
and then give them two options, “How
would you like to take care of that—
savings or credit?” The complete closing
sequence should be practiced daily and
must be second nature for a sales person
to perform.
“So John, which way are you leaning
towards is it the A way or is it the B?”
Wait for the decision then say, “Great
all we need to do now is fix up a little
bit of paperwork to get you ready for
your holiday in December. So John, how
do you want to take care of that—is it
savings or credit?” Listen, when they say
WHAT’S NEW IN FITNESS - SPRING 2017
savings you would say “So it’s savings is
it?” they will say yes. Continue by saying
“Okay I’ll take care of that now and
lets get you ready for your trip are you
excited?”
Or
Recommendation & Assumptive
Close
“By losing your weight by (Month) you’ll
be feeling more relaxed and confident
for your 10 year school reunion. You’ll
need to train two to three times per
week, and that was convenient for you
wasn’t it?” Listen “Okay, all we have to
do now is fix up a little bit of paperwork,
I’m just curious, how would you like to
take care of that—savings or credit?
Listen “So it’s credit is it? Great, I’ll take
care of that now and let’s get you ready
for your 10 year school reunion are you
excited? Okay, let’s do it!”
There are loads of things you can do to
maximise your profit at your business,
thesix I have outlined will give you the
biggest bang for your buck and time.
Feel free to contact me on 02 9994 8033
if you have any questions. Have fun and
‘Do The Damage’ DTD.
27