Expert-Secrets full book

SECRET #16
TRIAL CLOSES
I use two types of closes in my presentations. The first type, “trial closes”, I use
almost every 60 seconds or less. The other I use throughout the stack. You’ll
want to use both kinds in your presentations as well. Let’s take a look at each of
them and how they work.
TRIAL CLOSES
Years ago, I had heard rumors of a guy nicknamed “The Pied Piper of Real
Estate”. His real name is Ted Thomas, and he is a real estate speaker famous for
being so good at selling from the stage that he would have hundreds of people
line up behind him, waving their credit cards in the air and walk with him to the
back of the room to buy his program. One day I had the chance to witness this in
person, and it was one of the coolest things I had ever seen.
A few years later, I was speaking at an event and noticed that Ted was in the
audience. I was so nervous. One of the best closers in the world was about to
watch me try to close this room. I did my best to ignore the butterflies in my
stomach and delivered a pretty good presentation. While I did get a lot of
signups, I didn’t get a huge table rush.
After my presentation, Ted introduced himself and invited me to lunch. As