Mastering Sales: How to Craft a Winning Closing Script
This information has literally generated millions of dollars in revenue for me. I'm going to walk you through step-by-step how to create a winning closing script. It's one, two, three, one, two, three. So the first one, two, three, is:
- Transition into the close
- The body of the close
- The final, final close
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How I Structure a Close
This is how I structure a close when I'm preparing a closing script. Transition into the close is a bridge statement from the body of the presentation into the close. It's your way of saying to the prospect, "Hello, we're closing now."
It might go something like this. "What I'd like to do now is share with you how I work with clients like yourself," so it's a bridge statement from the body of the presentation into the close. The body of the close is where you go over all the details of the close. You cover things like price, warranty, guarantee, what's included, bonus, payment options, shipping options, all the details of the close. And then the final, final close is the ask. So the Girl Scout selling Girl Scout Cookies, "Would you like to buy some Girl Scout Cookies?" The marriage proposal, "Will you marry me?" It could be as simple as, "How do you feel about moving forward?" So I want you to know what your final ask is going to be.
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Make a List of the Components of the Close
The second one, two, three, is:
- Make a list of the components of the close
- Put the components in order
- Write a mini-script for each component
When you make a list of the components of the close, you make a list of every key thing you need to cover. Things like price, the warranty, the method of payment, like do you take credit cards, check, cash, what's included.
Put the Components in order
In this step you look at your list, and you're going to determine, what's first, what's second, what's third, what's fourth, etc. This is the sequence of the close. Once you've created the order that creates your closing outline, each component in the closing outline then is a mini-script. So for example for the guarantee, if you offer a 30-day unconditional money-back guarantee, your mini script might be “We offer a 30-day unconditional money back guarantee.
This is how you craft a winning close. Most people have never been professionally trained how to write a winning close. This is the exact formula that I use when I create a winning close. I want to encourage you to take action on this idea. Just follow the steps the way I have laid them out in this article and watch your closing ratio increase.
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