Jordan Belfort breaks down the three-option close: present small, medium, and large choices so prospects pick the middle one. He uses movie-theater concessions as the model and says it works for anything from final-expense insurance to mortgages.
Your whole goal is to lead them to option B. The biggest thing was concessions for movie theater because they didn't make a shitload of tickets. They got to sell $8 popcorn, right? If you watch like the most successful fast food chains, the movie theaters, whatever, all of it is a 3-option close all the time. It's always small, medium, large. Sometimes they got big size, whatever. And it's all psychological. The first thing, whether you're selling final expense, Medicare, mortgage protection, whatever the product is, always, always, always a 3-option close.
How YOU Can Make $15,000 Per Week from ANYWHERE ft. Keenan Stockling Jr | Ep112
