Expert-Secrets full book

• Am I right?
• Can you see yourself doing __________?
• I’m sure you’ve noticed this too, right?
I could go on and on. It’s become ingrained in how I write and speak.
You’ve seen me using trial closes throughout this book, haven’t you? (See what I
did there?) (Whoa! I did it again, didn’t I?) Get used to using lots of little
statements that get your audience to think or say yes over and over again. The
more you can get them to say yes, the more likely they will accept the epiphanies
you’ve shared with them and the offer presented. Trial closes are a huge part of
telling effective stories.
THE 16 CLOSES
When you get to the end of the presentation and start the stack, there are lots of
really good closes you can use. But I have 16 favorites that I use repeatedly. I
don’t use all of them in all presentations, but I pick a handful of those that help
strengthen my argument.
I already built some of my favorites into the stack for you above. I want to
show you all of them though, so you can pick and choose which ones to plug in
to your presentations. Some will work better than others for different types of
presentations. So just choose the ones that flow naturally and make the most
sense.
For each close below, I will briefly explain the concept then show you how
I would use that close in my own presentations.
Money is Good: The goal is to get people to disassociate their fear about
spending money with you. Money is a tool for exchange. You spend money to
get something greater in return.
So I want you to think about something for a minute. What is money?
A lot of people have fear about money, and even bigger fears about
spending money, but you need to understand that money is good. It’s
just a tool that was created for exchange.
Other than that, there is no real value in money. You can’t use it
to stay warm, you can’t eat it, you can only trade it for something else
that you want. Just think, everyone who exchanges money for
something does it because they feel that what they are getting in