Closing

the Sale
Closing the Sale

Introduction

Closing is It is the process It is the It means your

getting the of making a achievement of client will sign
agreement of sale. your desired and give you
your client! outcome. the payment.

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Closing the Sale

Have a Closing Mindset

Come to a meeting Display a winner’s Match your client’s Have courage. You
expecting a close. attitude. Exert personality. If you are have to be able to ask
tremendous energy extrovert and has a the right closing
throughout your booming voice, you may question, at the right
presentation. intimidate an introvert time. Watch out for
with a soft voice. Your buying signals.
personality shouldn’t give
your client an excuse to
say “no”.

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Closing the Sale

Have a Closing Mindset

Verbal Buying Signals Non-verbal Buying Signals

• They need more technical data. • They touch your brochures or
• They ask more questions. illustrations.
• They talk about things that would • Smiling.
happen if they owned the policy. • Leaning forward.
• They ask for a repeat of some • They use the calculator
feature. themselves.
• They suddenly make agreeable
sounds.

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Closing the Sale

Skill Model
Sync lead to e-app

Generate SI

Accept SI

Confirm sale

Answer e-app

Ask for payment

Ask for ID & signature

Ask for referrals

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Closing the Sale

Skill Model: AI2

Sync lead to e-app

Generate SI

Accept SI

Confirm sale

Answer e-app

Now that we know your

Ask for payment
needs and priorities, shall we
proceed to the next step?
Ask for ID & signature

Ask for referrals

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Closing the Sale

Skill Model: eApp

Sync lead to e-app

Generate SI

Accept SI

Confirm sale

Answer e-app

Ask for payment

Product List: Product List:
Set for Health
Set for Life Set for Tomorrow
Ask for ID & signature All Set Fight Plan

Ask for referrals

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Closing the Sale

Skill Model: eApp

Sync lead to e-app Unsatisfied client. Edit
sum assured, premium, or
Generate SI riders as necessary.
Are you satisfied with your
plan or do you still want to
Accept SI make changes?

Confirm sale

Answer e-app Satisfied Client

Ask for payment

Ask for ID & signature

Ask for referrals

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Closing the Sale

Skill Model: eApp

Sync lead to e-app

Generate SI

Accept SI

Confirm sale Tip!

Confirm with client if he is ready to buy by
Answer e-app using the Closing Techniques

Ask for payment

Ask for ID & signature

Ask for referrals

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Closing the Sale

Closing Techniques

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Closing the Sale

Trial Close

• Opinion-asking question.
• Check whether the prospect is ready to buy or still
has objections to be addressed.

• “Is this what you are looking for?”

• “What do you think?”
• “It seems like you have a preference for this option. Am I right?”
• “How does this sound to you?”

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Closing the Sale

Alternative Close

• Gives the client a choice between two minor

options, both of which leads into a sale.
• It’s a “no choice choice”.

• “Which do you prefer: cash or check?”

• “How often would you want to save up for this goal? Once a year or
twice a year?”

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Closing the Sale

Assumptive Close

• You assume that the client is ready to buy.

• Proceed to fill out the application form (e-App).

• “Are you ready to answer the rest of the application form?”

• “Let’s proceed to the final step?”

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Closing the Sale

Direct Close

• Ask you client directly if he/she is ready to sign up

for insurance.

• “Are you ready to start with this program today?”

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Closing the Sale

Skill Model: eApp

Sync lead to e-app

Generate SI
If client agrees, click
Accept SI “Link to e-app”
Confirm sale

Answer e-app

Ask for payment

Ask for ID & signature

Ask for referrals

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Closing the Sale

Skill Model: eApp

Sync lead to e-app

Generate SI

Accept SI
Tip!
Confirm sale Guide client and
discuss each item.
Answer e-app 9 Payment Details

Ask for payment

Ask for ID & signature

Ask for referrals

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Closing the Sale

Skill Model: eApp

Sync lead to e-app

Generate SI

Accept SI

Confirm sale Tip: Discuss online

and offline options
for client.
Answer e-app

Ask for payment Tip: Use

Transaction No.
Ask for ID & signature as Payee’s Account
Number
Ask for referrals

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Closing the Sale

Skill Model: eApp

Sync lead to e-app

Generate SI

Accept SI

Confirm sale Tip!

Check if:
Answer e-app 1. ID is not expired
2. Signature matches the ID
Ask for payment

Ask for ID & signature

Ask for referrals

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Closing the Sale

Skill Model
Sync lead to e-app

Generate SI

Accept SI

Confirm sale
Next topic!
Answer e-app

Ask for payment

Ask for ID & signature

Ask for referrals

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Thank you.