Jason Fladlien's framework, from One to Many, pp. 147 to 199.
Offer
Name, tagline, benefit, major components in three to five minutes.
Price
Link to a higher price, stair-step down.
Bonuses
Compound them, best last.
Guarantee
Remove risk.
Objections
Cycle time, money and product questions.
Scarcity
Use true scarcity throughout.
From chapter: 10. Close Overview, pp. 147–199
The close is mostly technique and can be assembled paint-by-numbers: offer, price, bonuses, guarantee, objections and scarcity throughout. The offer is the least important part and gets three to five minutes. Price is revealed within the first five minutes of the offer, linked to a much higher price and stair-stepped down. Bonuses get two to three times longer than the core offer and are compounded with the best saved for last. Guarantees remove risk, with an extended example of the profit guarantee, and the objection section handles time and money repeatedly with memorised closes.
