EFFECTIVE CLOSES

Hi there just wanted to share another interesting excerpt from the book How To Buy Businesses No Money Down¨ from Tyler Hicks (I did the foreword)

In any kind of sales situation, it is important to remember that people do not like to make decisions. You will reach your goal much quicker if you approach buying a business as helping the owners make a decision. Listed are some ways to assist a seller in making a decision with the following 10 closing techniques:

CLOSE #1: ASK-FOR-IT CLOSE

Simply ask for a decision. For example: “Can I draw up the closing documents?”

CLOSE #2: ORDER-FORM CLOSE

Start writing out the purchase agreement and hand them the pen for their signature.

CLOSE #3: EITHER-OR CLOSE

Ask the seller if they want to close in October or would November be better. Try to give alternate choices on all decisions. This presumes they have made the decision and only minor details need to be worked out.

CLOSE #4: PRESSURE CLOSE

Give something to the seller so they will feel pressure to make a decision. For example, “If I assume the debt, will you accept a smaller down payment.

CLOSE #5: REASONS WHY CLOSE

Take out a sheet of paper and write down in front of the seller all the reasons why they should make the decision now to sell to you. Let them decide the reason(s) why not.

CLOSE #6: TELL-A-STORY CLOSE

Tell what happened to someone who did not act or tell what happened to someone who did act. For example, “He sold the business and took a cruise to the Bahamas.”

CLOSE #7: LOST SALE

Ask why the seller did not make a decision. Ask is there something you did wrong and apologize.

CLOSE #8: PROCESS OF ELIMINATION

This close is for a seller who will not tell you why they are not selling a business. Go over each point of the deal and address any objections.

CLOSE #9: I'LL THINK IT OVER

If a seller says they want to think it over, it means they are not clear on something. Ask them if there is anything you can help clarify.

CLOSE #10: FINAL OBJECTION

Get the objections down to one final objection the seller has and ask them if that one objection outweighs all the benefits you have discussed.

See ya in the inbox!

Sebastian H Amieva

PS If you seriously want to get personally mentored by myself and start buying businesses without risking your own capital, schedule a call with myself today. https://calendly.com/sebastianamieva/call