1. Customize Your Closing to Increase Sales
Shar Lewis Club Reduce Consultant Vice President of Marketing

2. The Simple Sale You Can’t Have Too Many Tools in Your Tool Belt
This is a Quick, Easy, and Proven Way to Increase Your Closing Rate
Please watch this along with the following webinars for additional tools to close:
Boost Your Sales with Special Guest Speaker Fran Spelgatti
– webinar dated 12/23/2014
Up Your Game with Dr. Singleton’s Top Ten Closing Tips
-webinar dated 6/24/2014

3. The Sales & Evaluation Setting
How your office looks and where they sit matter:
Create a warm and inviting space with lamp lighting and plants.
Make your office personal with family photos, pictures of your dogs, etc. Be relatable and real.
Hang successful Before and After photos and testimonials behind your desk where your client will see them. A visual proof of performance.
Do not sit behind a desk where you are separated. Have a comfortable and inviting chair pulled up to the side so there is no barrier between you and your client.

4. Build Rapport & Trust
Take a few minutes to get to know them and note your commonalities.
Tell them what is going to happen during the evaluation.
Tell them during the evaluation you will determine if they are a good candidate for your program and if they are, you will let them know and make a recommendation.

5. Get to their PAIN
Ask questions that will get them to tell you how painful and miserable their life is being overweight and unhealthy.
Use the NEW Intake Form, the Sales Questions sheet, the ENROLL form, or read Spin Selling to help you find the best questions to ask to get to the pain.
For every answer they give you go another question or two deeper to really get to the pain of their comment or answer.
It is imperative they tell you this so you will have the ammunition you need to overcome any objection they may have at your close.

6. Have them share their VISION
Get them to tell you just how glorious and beautiful their life will be when they lose the weight, feel better and have more energy.
Have them paint a picture for you of what they will do, where they will go, what they will be wearing and who they will be with.
It is critical that they tell you this. You must refrain from telling them!
With PAIN and VISION it is imperative that THEY TALK and YOU LISTEN.
Text from one of my clients, “It was really hard to shut up! But it worked! I closed all 3 evaluations tonight.”

7. Ask the Question… Do You Want Help?
YES
It is important for you to get them to say, YES to you.

8. Tell them… The Good News is We Can Help You!
…Let me SHOW you how!

9. Give your Elevator Speech on Your Services
An elevator speech is what you would say about each of your services in the length of time of an average elevator ride, usually seconds.
In our office it would be:
Personal one-on-one coaching
Exercise with Oxygen Therapy
Whole Body Vibration
Infrared Sauna
Detoxifying Body Wrap
Self Mastery Technology
This should be no more than 3 minutes or so.
Use the Services Brochure as a visual for them as you speak about each one.

10. Tell them… This is unlike any other weight loss program you have ever tried!
Make a big point at the end of your elevator speech to let them know:
Your program is different
Your program is unlike any other program they have ever tried
Your program will be the last program they will ever need

11. The Assumptive Close Make your Recommendation Now
I am recommending for you the (INSERT PROGRAM HERE)
It will (INSERT HERE ALL THE PAIN ITEMS IT WILL SOLVE)
Get them to Commit Now
Would you like to start today or tomorrow?

12. What? You haven’t even gone over the Symptom Assessment or discussed Price
That’s why we call it the ASSUMPTIVE CLOSE
This is where they will pause and look at you inquisitively.
Now you bring out the SYMPTOM ASSESSMENT and use it as a VISUAL AID to confirm everything they told you in the beginning about how sick, miserable and unhappy they are being overweight…the PAIN!
Show them the assessment and point out all the arrows pointing to RED and visually CONFIRM THEIR PAIN AND MISERY and highlight in summary their Fat Burning Disability Index and Profiles from the report.
This is a visual confirmation of their pain and substantiates the WHY to their unhappiness, obesity and health issues.

13. The Assumptive Close…Again!
Make Program Recommendation Again
I am recommending the (INSERT PROGRAM HERE)
It is only (INSERT RETAIL PRICE HERE)
Ask How they Would like to make Payment
Would you like to pay by check or shall we put in on your VISA or American Express card?
Again, another Inquisitive look!
Refer to the Symptom Assessment again to show them how much money they are currently spending to stay sick, unhappy, obese and miserable.

14. Show them How Much Money they are Currently Spending by referring to the Symptom Assessment
Point out how much money they are currently spending every month to stay sick, miserable and overweight.
Most women average between $300-$600 per month!
Tell them they can put that money towards their program each month and the program wont actually cost them anything.
Then remind them how they will be able to spend that money on their VISION after they complete their program (INSERT THE THINGS THEY TOLD YOU ABOUT HOW GLORIOUS THEIR LIFE WILL BE WHEN LOSE WEIGHT AND FEEL GREAT)
Ask again, would you like to pay by check or put it on your credit card?
Here is where you may offer a significant discount for paying in full today and if they flinch let them know you do have payment options. (Clear Gage, Care Credit, etc)

15. Wrap it Up Remember, you are the expert.
You are determining it they are a good fit for your program and if you will even take them as a client.
You are the doctor or health specialist and will recommend the program for them.
They do not get to choose from a menu of options and determine for themselves. If they could do that, they wouldn’t be overweight or need your help.
Be excited for them! You can and will help them and this IS the last program they will ever need.

16. You Can Do This! Your Headspace Matters.
With all the tools in your tool belt and with the best closer ever there a few important things you still need to do to be a successful closer:
LOVE your client and truly care about them!
Have a positive HEADSPACE! (Listen to SMT daily)
BELIEVE in what your are selling because it has changed your life and they will believe it too! (Do a program the same way your patients do)

17. Three additional Success Strategies to Grow your Business
NEW SUCCESS CHECKLIST
NEW MARKETING QUICKSTART GUIDE
HIRE ME to come to your clinic to provide personal, one-on-one COACHING and CONSULTING

18. Personal I Can Help You! training and coaching at your clinic
for you and your staff
specific to your needs
and goals

19. Sign Up Today! www.ClubReduceConsulting.com 801.917.0900
Train your staff NOW to take advantage of the Spring and Summer weight loss frenzy and have help with implementing the latest and greatest Club Reduce 4.0!

20. Thank You!