Secondary Closing Lines

Secondary Closes are just that, second attempts to close the sale.

Often professionals need to share their hesitations, concerns and additional questions multiple times before making a decision. Secondary Closes are required in QA Call Reviews because data supports that when a professional says, "send me some information and I'll think about it" - it's often your biggest buying sign and your first opportunity for a secondary close.

The goal of the secondary close is to challenge the first “no” on every single call. More times than not, it is human nature to say “no” to paying for something after the first ask from a sales person. Pushing for the close in a thoughtful and respectful but assertive manner is the key to more first call closes and pushing past the gut reaction of the first “no.”

Secondary Closes for common objections:

If they decline without a specific reason:

What in particular is keeping you from getting started right now?

“I want to think about it”

It makes sense that you’d want to think about it. I will say, from experience, most of the executives I speak with who want to think about it tend to get swamped with other initiatives and have trouble circling back to this decision for a number of months - when they do get back to it they say they wished they'd started the first time we spoke. You’re a great fit, you’re obviously interested and instead of thinking about joining a board in 2021, you can begin being on an Advisory board now and reach that goal.

I have you here right now - and it takes about 3 minutes to activate your membership - so, let's get you set up. You're just one click away from immediate board work so let's get you registered. Is this the phone number you'd like to use? {Silence}

"I need to think about if unpaid board work is worth my time"

Spencer Stuart released a study in October indicating that many companies are looking for directors serving on multiple boards to bring in new ideas from other organizations. At the start of your membership - we can place you on 1 or multiple boards immediately and you can add these to your advisor porfolio immediately. It’s a great path to salary increases at your current job and future jobs. And, paid or not paid, this will open the doors to entertain new board opportunities as well. This is the best place to start building out your board portfolio. Let’s get you registered!

“I'd like to do more research”

Not a problem! Since we're on the phone now, let's go to AdvisoryCloud.com - [Use Garry Cole Website Close]

“I have a busy week/travel coming up, let's follow up again in a couple of weeks/months”

If you weren't busy you probably wouldn't be where you are today - or even a good fit for AdvisoryCloud. Our platform is the most efficient approach to advisory work for busy executives like yourself. You can immediately join 1-unlimited numbers of boards and engage with them on a regular basis at your convenience. We also have a Premier onboarding consultation with a specialist who will help you build out your profile and integrate it into your daily business interactions. So, let's get you registered! {Silence}

“I didn't know this was going to be the model/didn't know I was going to have to pay”

It may feel like a foreign concept, but AdvisoryCloud has inverted the traditional model and our members love it. Traditionally, you’re right, executives didn't pay anything to be on an advisory board but it's the more passive approach means many never join an advisory board and never get experience as an Advisor; It can be really time consuming to prospect opportunities on your own - and oftentimes that effort is not fruitful. We’ve built the platform and pooled our resources for our members to be able to start Advising right out of the gate. We can have you joining up to 1-3 to unlimited boards today. Let's get you registered! {Silence}

“I want to check with my spouse/business partner”

Are they available now to patch into the call? I'm happy to open this up for questions.

[If no, say]

Do you have an idea of what questions they might ask? I’d be happy to address those - but if there are no glaring concerns you can think of, let's get you registered right now. {Humor: Better to ask for forgiveness than to ask for permission right?}

[If still no]

I can respect that - I have some time available tomorrow for a follow up discussion.