Pre Close After the product demo and material selections is the PRE CLOSE. The pre close is designed to get the client to agree that the ONLY thing standing in the way of them moving forward is the actual investment to do the work. Steps of the pre-close A) Project review (last chance to build value) B) Money commitment C) Double money commitment D) Guess A) The review Rep: Now, this is what we will be doing. (Lay out the scope of work in detail. Be animated and paint a picture) Make it your goal to get better and better at this step. Important: This step raises perceived value even more Remember to restate benefits while reviewing. Mention the customer service department and each product warranty and what it covers during the review. • Be detailed and paint a picture. The goal of this step is after you are finished, the customer says, “Wow, There is a lot more going on than I originally thought”. If they say something like this, you have done a proper review step. • Don’t mention SKU numbers or other unnecessary items. B) Money commitment: Rep: John & Mary, I know you’re probably ready to see what this project is going to cost, but before we do I just want to make sure I’ve covered everything and answered all your questions. Do you have any additional questions about the company? Client: No I think you’ve covered all of that. Rep: Great. Any questions about the product, warranties, anything else? Client: No, you’ve been very thorough. Rep: Glad to hear that. So really, other than the actual investment to do the work, is there any reason we couldn’t take care of this project for you? Client: I can’t think why not. C) Double money commitment: Rep: Great! So if the price and payment works for you, we should be good to go? Client: Yes we should. D) The guess: This step is our report card. The only successful way to consistently get your client to guess is by making it a bit silly and fun. Don’t be shy, It doesn’t have to be complicated. Rep: “All right, I’ll tell you what, if you can guess the price within $500 (it is important to pause here, which makes it funny), I’ll take out the trash and do the dishes for a month.” What if they guess it within $500????? Even better! The room will erupt with laughter, joy, and excitement. It will create the PERFECT CLOSING atmosphere. Don’t worry, I have never had anyone hold me to having to wash dishes, take out trash, or a taco bell date! PRO TIP: Do not say “lets play a game” this will trigger your customer. They have been waiting 2 hours or more for a price and they won’t want to play your games. The best way to deliver the guess is by saying “I’ll tell you what”.