Try this! Here are a series of "closes," easily tailored to fit any type of proposal.
- Summary Close. "Roger and Judy, you told me you want to guarantee your present lifestyle — no matter what happens to either of you. You've said that providing college educations for your children is a priority, whether or not you're there to see them graduate, and you've expressed concern about being able to save enough money to enjoy comfortable, financially secure lives at retirement.
"Does that pretty well sum it up?
(Wait for a response.)
"You've both agreed that you could comfortably afford to allocate $1,225 a month to meet these priority issues. Has anything happened to change that commitment?
(Wait for a response.)
"With that in mind, is there any reason we can't put this plan into effect today?"
- Implied Consent Close. "I assume you want to be primary beneficiaries of each other's policies. Is that correct?
(Wait for a response.)
"Meanwhile, let me make sure I've got these names spelled correctly, and that we get your address right.
(Pivot to the application.)
- Minor-Choice Close. "Now would it be more convenient for you to pay for this once a year, or is a monthly bank draft better for you?"
- Medical Close. "While I think we all agree that this is the right solution at the right time, let's make sure we can get this coverage for you now. Do you have any medical history we should know about?"
(Pivot to the medical questions on Part II of the application.)
- Implementation Close. With this method, you simply pivot from describing whatever solution you're recommending to the steps needed to implement it. For example, "I'll need to get some additional information from you and complete a medical questionnaire. By the way, if we need a physical exam would you prefer to meet with the medical technician at home or at work? It would only take a few minutes either way."
Back to Top | Next
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
