“Instead of relying on 100% of your income from one job, let’s get a second income going so you will feel safer.”

This close makes it easy for prospects to say “yes” to our business. Why does it feel so good?
We start by describing a negative. Having 100% of our income at risk feels negative. Then, we offer a solution.

In the above case, we even offered to help with a solution.

Here are some opening ideas we could use for this close:

• "Instead of trying to get by on one paycheck ..."
• "Instead of making car payments yourself ..."
• "Instead of paying for all your holidays ..."
• "Instead of trying to save money from what is left of your paycheck every month ..."
• "Instead of feeling tired every morning ..."
• "Instead of fighting traffic to work every day ..."
• "Instead of taking holidays at your mother-in-law’s apartment with her 32 cats ..."

The “instead of” close makes closing fun and easy.

Self-talk.

We have all tried something and failed before. Our reaction?

“I can’t do this.” Ouch! Not the greatest self-talk, is it? So instead of building barriers, what could we say to ourselves that would be better?

Let’s think about it this way: “I haven’t learned how to do this yet.” This is a more positive reaction and prompts us to learn better skills.

Do we doubt that we could learn how to do something? Well, we learned how to drive a car, we learned how to walk when we were small, and we even learned how to use the 99-button remote control for our television. Learning one more new thing shouldn’t be that difficult.