We're all creative beings. When we master the skeleton, flow, closing questions, transitions, and the other basic/advanced skills in a close, you're able to implement your own creativity. Even along the way as a matter of fact. But to master it, and make it lethal, it takes mastering the base in order to get results that the 20% of the industry gets, even the 1%. This is section is more giving you key things to work on, apply, to your close. Then it's your job to use your creativity in how to present it. When you get to that point, that's when your job is easy and fun.

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Key Ingredients to a Solid Close:

1. Recap door approach: A great way to start is establishing why you're there and why it's relevant to them. The customer probably forgot most of the stuff you've presented at the door by now, this helps them catch up to speed and it's a great conversation starter.
    

2. Confidence: Deliver it with confidence in your tone, pace, body language, words. The more knowledgeable you are, the more fails you've learned from, the more experience you've had, it will make you comfortable and confident in closing. With confidence you will have "forward body" language that transfer the "getting shit done" effect, which the customer appreciates since they don't know how to lead it. By leading it like a boss they will trust you and give you the sale.
    

3. Tonality: Have a monotone of sorts, showing that you're simply doing your job. Don't sound too excited. Match their intensity at times, some people are more bubbly and want that "high tone"; however, give them some here and there, but keep your composure. Connect at that level when it's all done as in ALL done. As in you're about to leave the house.
    

4. Time: People need X amount of time with you. Some more, some less. The proper close from beginning to end is between 45-90 minutes. If it's a same day, at times we need to go longer since it was so "sudden" and those need more massaging.
    

5. What needs are you there to solve?: This will allow you to tailor your pitch and provide them with solutions that meet their specific needs. The sooner you find what out what's important to them, the easier the process will be since the customer will be more engaged and interested in what you're doing. Less resistance and more buy in.
    

6. Build rapport: Building rapport with your customer is crucial for establishing trust and increasing the likelihood of a successful sale. Take the time to establish a personal connection and show genuine interest in their needs. Show that you've been doing work with their neighbors, that people buy from you, that it's normal to close same day.
    

7. Easy sale flow: Have a system/flow to your close. If you don't have a roadmap, you might end up in places you don't want to be. Be intentional in mapping it out. Know where to connect, to sell, to ask questions, to transition, to pull back, to leave, etc.
    

8. Value: How can the product save them from the pain of not going through with it? Does it make their lives better? Easier? Value exceeds price as a selling point by far. Price anyone can offer. Value has to be created, like painting an image of how it's improving their current situation. Something they didn't know existed or that they needed.
    

9. Objection Pro: Anticipate objections that your customer might have and be prepared to address them. This shows that you have considered their concerns and have overcome their concerns in the past. Giving you trust to take them all the way to the close. It also helps you address them boldly and confidently. Remember, whoever is more sure wins.
    

10. Social Proof: Use testimonials/text messages/emails/voicemail or even app reviews for the products you use (example: Enphase is a 5 star app with over 51k reviews - helps remove the research concern). Preferably something relatable to them that helps build trust, overcome objection/concern, and progress the deal.
     

11. Everyone is doing it: Make it cool. Give them FOMO (Fear of Missing Out). Like the iPhone, they won't want to be the green text. 
     

12. Makes sense for their situation: Catering to them and painting the picture why someone in their situation would be crazy not to take advantage you have to offer. Example: Let's say the tier system. Homes that don't use a lot have never paid premium pricing for power, whereas now with time of use they will pay it every day. Getting penalized and a higher bill.
     

13. Creativity: Use your creativity. Did you draw something to aid your presentation? Create a video? Something unique that you love to use in a presentation that is your creation.
     

14. Qualifying question: These give you direction, "feelers" of how you're doing, how it's going, and so forth. Qualifying questions allow them to tell you how to proceed, what to focus on, what to put less time on, potential objections that might arise with questions they ask. Picture a dark room, full of nails. The customer knows where they are. Your job is to have them take you to the goal.
     

15. Resources: Have resources for the most important things in your presentation. What tax form for the investment tax credit (ITC)? Where can I show data to ground my main points if needed? Any visuals, outside sources, emotion builders? Do you have customer in their area to use a resource? Friends, neighbors, family?
     

16. Create urgency: Creating a sense of urgency to encourage your customer to make a decision same day. If it's not closed that day, the odds of it not happening are nearly 100%. Urgency can be set with deadlines, examples of cases where people have missed out, seasonal incentives, etc. Not only the info, but your tone matters when delivering urgency.
     

17. Clear call to action/ask for the sale: Be tactful while doing this, but make it clear to the customer you're there to get shit done & that's what you do with people that work with you. Make it easy for them to do what you want them to do. Don't be afraid to close them in multiple parts along the way. Those little victories will become HUGE at the end.
     

18. WIN mindset: Even if the customer initially seems hesitant, stay optimistic and focus on the benefits of your product or service. Without a WIN mindset, you won't be able to spot the places where your wins are hiding since you're looking for something else. When you're focused in wins, you will find them.
     

19. Assumptiveness: Always assume the sale. Them not stopping you is them allowing you to continue to persuade them to buy. Always act as if they are buying.
     

20. Repetition: People won't grasp something the very first time it's brought up. Make sure you bring it up a few times, and even in different ways, techniques, approaches, etc.
     

21. Pauses: Pauses are crucial to allow the customer to digest the info and process the idea you've been selling them. Pauses have to be very intentional and it comes with practice. Some parts of the close might be harder to grasp/accept, so a pause allows a customer to ask a question, even object what you're saying so you can overcome it in order to be able to close it.
     

22. Listen: Customers need to feel that you're listening, otherwise they won't listen to you. Listen to understand, rather than to respond. This builds a needed connection and makes you approachable. This will allow them to express their true reservations and trust you to solve it, or go by what you say since you've build that relationship of communication.
     

23. Empathy: People view the world differently than you. It's important to empathize which goes along with listening. It's showing them that you care about their input/situation/belief about X, and it allows you to help both of you find something in common to proceed with, or re-wiring their brain regarding.
     

24. Seed it, Plant it, Harvest: Aka "warming them up". Bring up something difficult in small manner, cement it in their mind, collect it. By doing that, it's not a surprise to the customer and it didn't rattle the fish. Allowing the "water/mind" to be clear, calm, and able to make a decision.
     

25. Implement Agreement Points into Presentation: Go through the contract key points as you're going through your presentation - 25 years, price, escalator, etc. That way the close will feel like the sunset in a Sunday evening. You knew when it was getting dark, but before you knew it was dark. In other words, smooth AF. Making the contract the easy part of your sale.
     

26. Be flexible: Sometimes a sale may not go exactly as planned. Be prepared to adjust your approach if necessary, and be willing to work with the customer to find a solution that meets their needs. Sometimes freestyle is what the customer needs. Example: Customer is in a time crunch, he knows all the info and just wants the bottomline, customers that don't grasp concepts and lean more to the "friend" side of the business, people that are moving, etc.
     

27. Story Telling: People love stories. This helps shift focus to something more simple, that is relatable to them, more enjoyable to be listening to, builds connection to it, and solidifies that your points will be remembered.
     

28. Momentum: Build up so much connection, yes along the way, trust, that you will become unstoppable at the end. It will be nearly impossible, at the very least uncomfortable to tell you know once it all made massive sense.
     

29. Pullback: After you've added a ton of value by addressing all these items, take it away. Either softly or hard. Use your judgement. If they bring an objection, take it away, it's better to attract than to chase.
     

30. Expectations: Let them know what's expected of them. Expect them to deliver. Make it clear and easy for them. Also let them know what they can expect from you, about the process, the experience before and after sale.
     

31. Follow up: After the sale, follow up with the customer to ensure that they are satisfied with their purchase. This can help to build long-term relationships and increase the likelihood of future sales.
     

32. Referrals: Ask for referrals. Mention it throughout your presentation, and when you're done ask for them. People are very likely to give you one while on that sales high. Also establish that they can text you them at anytime. Spot things that might excite them about giving you a referral. Money is nice, but getting them a brand new iPhone, TV, video game might be more exciting.