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Closing

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Closing

The closing begins with the first sentence after the small talk… My job is to give you enough information so that you can make a decision today on whether this is a right fit for you.

Trial closes:
Can you see yourself learning in an environment like this?
What did you see here that convinced you this is the right fit?
How important is [this] to you? Why?

Close:
Have I given you enough information so that you can make a decision on whether or not this is a right fit for you?
If Yes: “Why?” Or if no: “What are your main areas of concern?”
“I don’t want student loans”
“many of our students didn’t want student loans either. I didn’t want student loans. But, there are 3 major investments people make in their lives: House, car and education. You need a house for shelter, but if you can’t make the payments your house will be foreclosed. You need a car for transportation, but if you can’t make the payments your car will be repossessed. But your education is the only thing no one can take away from you. And it is the only investment of those three that will put you in a position to be able to afford the other things.”
90% of students in the united states would not be able to go to school without the benefit of student loans.
You will have student loans, no question about it, but you don’t have to make any payments until 6 months after you graduate and you have 10 years to pay it back. Hypothetically speaking, if you have a $10,000 loan, and you have 10 years to pay it back, that’s $1000 a year, or about 80 bucks a month. Can you afford that, especially considering you taking the next step in your career?

Tie their decision to their wants and needs.
Are you willing to do whatever it takes to get out of your situation or into the situation you

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