#D3 ,! ,PREREQUISITES ( ,CLOS+

  ,2F Y ATTEMPT 6CLOSE1 Y M/ E>N ! "R
6CLOSE4
  ,PRIOR 6ASK+ =! ORD]1 "! >E ESS5TIAL
3DI;NS T M/ EXI/4 ,ANY ATTEMPT 63CLUDE !
SALES PROCESS )\T MEET+ ^! ESS5TIAL
3DI;NS W N ONLY RESULT 9 A LO/ SALE B CD
2 MISCON/RU$ Z HI<-PRESSURE SELL+
TACTICS4
  #A4 ,! ,CU/OM] ,M/ ,WANT OR ,NE$ ,YR
,PRODUCT OR ,S]VICE4
  ,YR OBLIG,N 9 PROFES.NAL SELL+ IS
6PROVIDE SOLU;NS 6MEET ! CU/OM]'S
REQUIRE;TS4 ,IF A NE$ = YR PRODUCT OR
S]VICE DOES N G5U9ELY EXI/1 OR IF X IS
CLE> 6Y T :AT Y H 6(F] W N SATISFY !
PROSPECTS' PRO#MS ) SOLU;NS T >E 9 _!
BE/ 9T]E/1 !N MOVE ON 6O!R PROSPECTS4
  ,SECONDLY1 9 REG>DS 6WANT+ :AT Y H
6(F]1 PRIOR 6ASK+ =! ORD] Y M/ H K9DL$ A
/R;G BUY+ DESIRE4 ,AWAK5+ ! BUY+ DESIRE
IS ! FUNC;N (! PRES5T,N4 ,AL1 ! FUNC;N (
! PRES5T,N IS 6BR+ CL>;Y & "U/&+ AB !
B5EFITS ( YR PRODUCTS & S]VICES4 ,IF Y
PREMATURELY ATTEMPT 6CLOSE 2F >\S+
SU6ICI5T BUY+ DESIRE OR 2F YR PROSPECTS
GA9 -PLETE "U/&+ (! B5EFITS1 Y W DE/ROY
YR *.E =! SALE4
  #B4 ,YR ,CU/OM] ,M/ ,2 ,A# 6,USE ,YR
,PRODUCT OR ,S]VICE4
  ,YR CU/OM] %D 2 A# 6TAKE ADVANTAGE (
YR (F]+ = XS 9T5D$ USE4 ,? M1NS N"E
OV]SELL OR "USELL4 ,SELL+ A SMALL1 L[-
VOLUME COPY MA*9E 6A M$IUM-SIZ$ BUSI;S
IS "USELL+ _! NE$S4 ,LIKEWISE1 PLAC+ A
HI<-SPE$ COPI] CAPA# ( PRODUC+ #BJ1JJJ
COPIES P] MON? 6A TWO-P]SON />T-UP
V5TURE IS GROSSLY OV]SELL+ ! SMALL
BUSI;S4
  ,9 ! FOLL[+ *APT]S Y W 4COV] 9 DEP?1 !
QUALIFIC,N PROCESS S Z 6BE SURE YR
CU/OM] W 2 A# 6TAKE MAXIMUM ADVANTAGE (
:AT Y >E (F]+4
  #C4 ,! ,CU/OM] ,M/ ,2 ,A# 6,AF=D ,YR
,PRODUCT OR ,S]VICE4
  ,YR CU/OM] %D N ONLY H SU6ICI5T FUNDS
6BUY1 B 2 A# 6[N )\T 2+ /RAPP$4 ,IF
9DIVIDUALS & -PANIES >E SOLD PRODUCTS T
RESULT 9 A F9ANCIAL BURD51 !Y >E N TRULY
5JOY$4
  ,:5"E MY WIFE & ,I 5JOY D9N] \1 %E
9V>IABLY SEEKS ! WAIT]'S RECOMM5D,N4
,X'S N T %E LACKS 3FID;E 9 H] ABIL;Y
6SELECT A M1L1 ONLY T %E SEEKS
REASSUR.E4
  ,9 MO/ CASES YR CU/OM] SEEKS YR
RECOMM5D,N PRIOR 6! BUY+ DECI.N4 ,L MY
WIFE1 X'S N T ! BUY] LACKS TOTAL SELF-
3FID;E ) 8 DECI.N1 ONLY T HE SEEKS
REASSUR.E4 ,Z A SALESP]SON1 Y OP]ATE Z
AN ASSI/ANT BUY] & _M "TS W 2 ASK$1 8,IN
YR OP9ION :AT D Y RECOMM5D80 ,& Y ANSW]1
8,? "PICUL> MODEL WD 2 ! BE/ "O = Y40 ,!
CU/OM] !N PLACES ! ORD] BAS$ ON YR
ADVICE4
  ,"!=E1 2 S5SITIVE & ONLY (F] P]FECT
SOLU;NS T SATISFY ! CU/OM]'S WANTS1 NE$S
& BUDGET4

    ,-MON ,SELL+ ,]RORS
  ,FAILURE 6ASK =! ORD]
  ,! MA9 R1SON P D N BUY IS !Y >E N ASK$
6[N4 ,Z WE 4CUSS$ E>LI]1 UP 6#EJ P]C5T (
ALL SALES CALLS 5D )\T ! SALESP]SON
ATTEMPT+ 6CLOSE EV5 ONCE4
  ,EV5 :5 Y D ATTEMPT 6CLOSE1 /ATI/ICS
9DICATE ! AV]AGE SALE DOES N O3UR UNTIL
! PROSPECT IS ASK$ 6[N A M9IMUM ( FIVE
6SEV5 "TS4 ,9 MY E/IM,N1 FIVE 6SEV5
ATTEMPTS >E 3S]VATIVE1 & ,I SU7E/ Y T M/
ASK AN EV5 GRT] NUMB] ( "TS US+ MULTIPLE
CLOS+ TE*NIQUES4
  ,ONLY A SMALL P]C5TAGE ( SALESPEOPLE
POSSESS ! TE*NICAL ABIL;Y 6ASK =! ORD]
MULTIPLE "TS4 ,! AV]AGE N-S-SU3ESS;L
SALESP]SON WAITS UNTIL ! 5D (! PRES5T,N1
!N N]V\SLY %IFTS BACK & =?1 ASK+ =! ORD]
9 ! FOLL[+ MANN]3 8,IS ? :AT Y _H 9
M9D80 OR ! CLASSIC1 8,WELL1 :AT D Y
?9K80 ,0! WAY1 :5 Y ASK P :AT !Y ?9K1
Y'RE GIV+ !M A FEEL+ Y >E 9DECISIVE & _!
RESPONSE W BE1 8,I WANT 6?9K AB X40
  ,Y M/ 2 EAG]1 PREP>$ & 3FID5T 6CLOSE4
,&! M WAYS Y "K H[ 6ASK1 ! M LIKELY Y >E
6ASK1 ?US ! M LIKELY Y >E 6CLOSE4
  ,PREJUDG+
  ,C>RY ? /ATE;T "?\T YR SELL+ C>E]3
8,PREJUDG+ IS N PRE-QUALIFY+40 ,MO/
SALESPEOPLE TRY 6DET]M9E ! CU/OM]'S
ABIL;Y & WILL+;S 6[N 0PREJUDG+4
,PREJUDG+ USU,Y O3URS DUR+ ! 9ITIAL
MO;TS (! MEET+4 ,! SALESP]SON MAY JUDGE
! CU/OM] 0HIS APPE>.E1 C> OR JOB4
  ,"O "D1 DUR+ A SALES MEET+1 ,/EVE1 A
TOP PRODUC]1 SUB/ANTIAT$ ? T5D5CY (
SALESPEOPLE4 ,8 "F1 A SU3ESS;L SURGEON1
N"E REV1LS 8 PROFES.N :5 %OPP+ = HI<
TICKET M]*&ISE S* Z LUXURY AUTOMOBILES &
R1L E/ATE 9VE/;TS4 ,HE AL 9T5;N,Y
DRESSES D[N & DRIVES 9 8 OLD] C> 6APPE>
LESS ?AN QUALIFI$4 ,/EVE'S "F HAS BE5 A#
6%OP UNATT5D$ & ALM 9CONSPICU\SLY4 ,IF
HE DROVE 8 ,JAGU> & DRESS$ 9 8
PROFES.NAL ATTIRE1 HE MO/ LIKELY1 WD H
RCVD A LOT ( ATT5;N4
  ,X IS HUMAN NATURE T MAKES \R F/
IMPRES.NS \R LA/+ IMPRES.NS1 B Y M/
RESI/ HUMAN NATURE & N JUDGE P ON !
SURFACE4 ,ABIL;Y & WILL+;S 6[N >E N
DET]M9$ 0\TW>D APPE>.ES4
  7,REG>D+ \R NATURE 6PREJUDGE DUR+ ! F/
FEW MO;TS (! 9ITIAL 3TACT1 REMEMB]1 !
PROSPECT W AL PREJUDGE Y4 ,S X IS
IMPORTANT T Y PORTRAY A PROFES.NAL IMAGE
( YRF1 PRODUCT & -PANY47
  ,LET'S SAY A SALESP]SON HASN'T
PREJUDG$ 0APPE>.E & 4QUALIFI$ A QUALIFI$
PROSPECT4 ,! SECOND "T PREJUDG+ MAY O3UR
IS "S": DUR+ ! PRES5T,N :5 A SALESP]SON
DECIDES ! PROSPECT DOES N WANT 6[N 2C %E
ASKS TOO _M "QS OR VOICES 3C]NS OR
OBJEC;NS4 ,! SALESP]SON LOSES HE>T4
  ,REMEMB]1 A SALE IS A TRANSF] ( EMO;N1
&! MO;T Y DECIDE ! PROSPECT W N [N IS :5
YR 5]GY & 5?USIASM 4SIPATES & Y DELIV] A
POOR PRES5T,N4
  ,Y W LE>N AB OBJEC;NS 9 *APT] SIX4 ,Y
%D EXPECT !M 6O3UR & N ALL[ NEGATIVE
FEEL+S 6HAMP] YR PRES5T,N4
  ,TALK+ 6M*
  ,M$IOCRE SALES ORGANIZ,NS FOCUS _!
TRA9+ ON PRODUCT K 9/1D ( SALES ME?ODS4
,"!=E ! SALESP]SONS PRES5T,N C5T]S >.D
PRODUCT K &A LOT ( FACTS4 ,POOR
SALESPEOPLE TALK TOO M* & WANT 6TELL
"EY?+4 ,! PROSPECT W N 2 DAZZL$ )A
SALESP]SON :O TALKS TOO M*4
  ,TELL+ IS N SELL+4 ,GOD GAVE Y TWO E>S
& "O M\? S Y %D LI/5 TWICE Z M* Z Y
TALK4 ,! EXCELL5T SALESP]SON "QS
SKILL;LLY & LI/5S ATT5TIVELY 6!
PROSPECT'S NE$S4 ,%E ASKS H] WAY 96A
SALE1 %E DOESN'T TALK H] WAY 96X4
  ,TALK+ PA/ ! CLOSE
  ,! MO/ VALUA# 9/RUC;N MY "F GAVE ME
WAS1 8,SON1 :5 !Y >E R1DY 6BUY1 !Y >E
R1DY 6BUY ''' /OP TALK+ & GRAB YR
3TRACT40
  ,:5 Y ASK A CLOS+ "Q & YR PROSPECT
3FIRMS HE IS R1DY 6[N1 ! 3V]S,N /OPS1 YR
PRES5T,N C1SES & Y />T PREP>+ ! PAP]"W4
  ,Z AN EXAMPLE1 A SALESP]SON ASKS1
8,CURR5T PRODUC;N S*$ULE GU>ANTEES
DELIV]Y 0! 5D (! MON?4 ,IS T
SATISFACTORY80 ,! PROSPECT ANSW]S1
8,YES1 X IS40 ,AT T MO;T HE HAS MADE !
DECI.N 6[N4 ,5D YR PRES5T,N4 ,MOVE
SWIFTLY 6PREP>E ! 3TRACTUAL AGREE;TS4
  ,>GU+ )! PROSPECT OR CU/OM]
  ,:5 Y RCV OBJEC;NS OR *ALL5GES 6YR
CLAIMS & Y DEF5D YR PRODUCT1 Y >E 9
ESS;E TELL+ ! P]SON HE IS WR;G4 ,P 4LIKE
6BE TOLD !Y >E WR;G1 EV5 IF !Y >E4 ,Y >E
9 BUSI;S 6W9 ! CU/OM]1 N A BATTLE4 ,ALW
2 AGREEA#4 ,REMEMB]1 :5 P H OBJEC;NS1
RESPOND 6_! "QS 9 A POSITIVE NON-?R1T5+
WAY4 8,A MAN 3V9C$ AG/ 8 W1 IS (! SAME
OP9ION /40
  ,KNOCK+ ! -PETI;N
  ,! F/ RULE IS 6N MAKE REF];E 6YR
-PETI;N4 ,IF1 H["E1 "S?+ IS SD AB !
-PETI;N1 NEGATIVE OR POSITIVE1 SIMPLY
REPLY )4 8,!Y >E A F9E -PANY1 & SEEM 6D
A GD JOB40
  ,IF Y >E ASK$ :Y HE %D PUR*ASE F Y
V]SES ! -PETI;N1 RESPOND )A TWO-"P "Q4
  ,ASK1 8,:Y D Y FEEL Y %D D BUSI;S ) T
-PANY80 ,ALL[ HM 6ANSW] & HE W TELL Y H[
HE WANTS 6D BUSI;S4 ,FOLL[-UP ! "Q )1
8,:AT WD CAUSE Y N 6D BUSI;S ) T -PANY80
,LI/5 C>E;LLY 6HE> OBJEC;NS :Y HE WD N D
BUSI;S ) YR -PETITOR4 ,? 9=M,N PROVIDES
Y ) ELE;TS ^U : 6BUILD YR PRES5T,N &
OV]COME OBJEC;NS ON :AT Y H BE5 TOLD1
V]SES YR ASSUMP;NS4

    ,:5 6,CLOSE3 ,H[ 6,RESPOND 6,"QS
    ,DUR+ ! ,CLOSE
  ,:5 D Y CLOSE3 ,DONNA1 A NEW HOME
SALESP]SON1 APPROA*$ ME "O "D AF A SALES
MEET+ & SD1 8,I'M J N SURE (! EXACT
MO;T1 ! APPROPRIATE "T1 6CLOSE4 ,I'VE
9T]NALIZ$ & SCRIPT$ MY CLOS+ TE*NIQUES1
& ,I "U/& !M4 ,I'M J N SURE (! PROP]
MO;T :5 ,I %D BRIDGE 6! CLOSE40
  ,I ASK$1 8,DONNA :AT IS YR FAVORITE "P
(! SALES PROCESS2 PROSPECT+1 QUALIFY+1
PRES5T+1 OV]COM+ OBJEC;NS OR CLOS+80
  8,OH ,MY]S1 ,I ABSOLUTELY LOVE DELIV]+
MY PRES5T,N4 ,I'M S EXCIT$ AB ! -PANY1 &
,I LOVE %[+ PROP]TY & HOMES40
  8,L YRF ,DONNA1 MO/ SALESPEOPLE PREF]
! PRES5T,N POR;N (! PROCESS4 ,X IS 9
ESS;E A "T = Y 6SOCIALIZE4 ,B :AT Y >E
ASK+ IS1 :5 D ,I /OP SOCIALIZ+ & GET D[N
6BUSI;S8
  8,:AT Y >E DO+ IS GIV+ ! 5TIRE
PRES5T,N & WAIT+ = :AT Y ?9K IS ! "O
MO;T T IS MO/ APPROPRIATE 6CLOSE4
,DONNA1 ! CLOSE USU,Y O3URS AT ! 5D (!
PRES5T,N1 B X HAS BE5 BUILD+ ALL AL;G
"?\T ! PRES5T,N4
  8,X IS ! PROCESS ( GA9+ -MIT;T4 ,Y
SEE1 "! >E -MIT;TS & M9OR CLOSES T M/
O3UR DUR+ ! SELL+ PROCESS 2F ! PROSPECT
MAKES ! MAJOR -MIT;T 6[N4
  8,= EXAMPLE1 Y M/ F/ GA9 -MIT;T 6AGREE
6AN 9ITIAL APPO9T;T1 : 9CLUDES A
SPECIFIC "T1 LOC,N & DATE4 ,DONNA1 Z
9SIGNIFICANT Z ? SEEMS1 IF Y _C GA9 !
-MIT;T & CLOSE ON "S?+ Z M9OR Z !
APPO9T;T1 :AT MAKES Y ?9K Y C CLOSE "S?+
Z MAJOR Z ! SALE8
  8,SUPPOSE AF OBTA9+ ! APPO9T;T Y
ASSESS ! NE$S (! PROSPECT4 ,N[ X
REQUIRES A FOLL[-UP CALL &! NE$ 6PREP>E
A PROPOSAL4 ,Y / H N 3CLUD$ A SALES
TRANSAC;N1 S ! SALE Y MAKE IS ! FOLL[-UP
APPO9T;T4 ,? 9 XF REQUIRES CLOS+
SKILLS40
  ,S Z ,I FUR!R EXPLA9$ 6,DONNA1 Y >E
3/ANTLY CLOS+ & GA9+ -MIT;TS4 ,-MIT;T &
M9OR-PO9T CLOS+ T O3UR DUR+ ! SALES
PROCESS CD 2 Z SIMPLE Z DET]M9+ A NE$ &
5SUR+ YR PRODUCT W SATISFY A NE$4
,SELL+1 :E!R 0"O-CALL CLOS+ OR "?
MULTIPLE-CALL 3TACTS1 IS O3URR+ DUR+ !
5TIRE PRES5T,N4 ,! PROCESS ( GA9+ -MIT;T
& CLOS+ .IS .! .PRES5T,N4
  ,! MO/ APPROPRIATE "T 6CLOSE IS DUR+ A
PRES5T,N & AT ! 5D ( X4 ,Y DON'T PUT (F
ASK+ =! ORD] LAT] 9 ! "D OR WEEK4 ,AF !
PRES5T,N1 "S"TS DUR+1 ! PROSPECT USU,Y
HAS #AJJ P]C5T (! 9=M,N AVAILA# & IS M
EMO;N,Y CLOS] 6MAK+ A DECI.N ?AN AT ANY
O!R "T4 ,YR PROSPECT W N"E 2 CLOS] 6A
DECI.N OR M EMO;N,Y 9VOLV$ ?AN DUR+ OR
AT ! 5D (A PRES5T,N4
  ,RECOGNIZ+ BUY+ SIGNALS
  ,I'M N CLAIRVOYANT1 & D N FEEL O!R
SALES ASSOCIATES >E2 "!=E1 :5
SALESPEOPLE SAY !Y H DEVELOP$ A SIX?-
S5SE REG>D+ CLOS+1 ,I 2COME D\BT;L AB T
P]SON'S SALES ABIL;Y4 ,I H N"E FELT MY
WAY 96A SALE & D N RECOMM5D Y FEEL YR
WAY >.D 6! "R MO;T 6CLOSE1 POSSIBLY MAK+
! WR;G ASSUMP;N4
  ,LI/5 ATT5TIVELY & C>E;LLY2 OBS]VE YR
PROSPECTS4 ,!Y W TELL Y V]B,Y 0_! ^WS &
PHYSIC,Y 0_! AC;NS :5 !Y >E R1DY 6MAKE !
DECI.N 6[N4 ,IF Y PAY /RICT ATT5;N1 Y C
ALM SEE !M WAV+ ! GRE5 FLAG SIGNAL+ Y
6ASK = _! ORD]4
  ,"QS ! CU/OM] ASKS PRIOR 6CLOS+
  --,RECOMM5D,N3 ,WE 4CUSS$ ? E>LI]4 ,:5
! CU/OM] ASKS YR OP9ION1 HE IS ONLY
LOOK+ =! CALM REASSUR.E F ! ASSI/ANT
BUY]1 Y1 Z ! SALESP]SON 6MAKE A
RECOMM5D,N4 8,MR4 ,SMI?1 BAS$ ON ALL !
9=M,N Y H PROVID$1 ,I WD SU7E/ YR NE$S
WD BE/ 2 MET 0! ,,XYZ MODEL4 ,WE CD H ?
DELIV]$ & 9/ALL$ ON ! #AE? ( ? MON?1 OR
! F/ (! FOLL[+ MON?4 ,: IS BETT] = Y80
,! MO/ VISI# V]BAL CLUE :5 ! SALE
9VOLVES A C\PLE1 IS :5 A HUSB& & WIFE
LOOK AT "O ANO!R & ASK1 8,H"OY1 :AT D Y
?9K80 ,3GRATULATE !M ON _! DECI.N 6[N 7&
MOVE 96! ,H&%AKE ,CLOSE : W 2 4CUSS$
LAT]74 ,X'S ! SAME =A -MITTEE DECI.N4
,ASSUME ! SALE :5 "O "PN] LOOKS AT ! O!R
& ASKS1 8,:AT D Y ?9K80 ,DON'T WAIT =!
"PN] 6SAY1 8,LET'S ?9K AB X40
  --,F1TURES & OP;NS3 ,Y MAY 2 "Q$ AB
F1TURES OR OP;NS3 8,WE >E RE,Y 9T]E/$ &
WD L 6[N1 B WE WANT$ X 9 R$40
  ,SU7E/ X MAY 2 AVAILA# 9 R$4 7,Y W 2
US+ A ,TAKE ,AWAY ,CLOSE1 COV]$ 9 A LAT]
*APT]47 ,SAY1 8,MR4 & ,MRS4 ,PROSPECT1
,I'M N SURE IF X'S R1DILY AVAILA# 9 R$4
,WD Y L ME 6*ECK80 ,IF "O ( !M SAYS YES1
CALL OR *ECK1 !N SAY1 8,GD NEWS1 "! IS J
"O AVAILA#1 & ,I'VE PLAC$ X ON HOLD = Y
:ILE WE PROCESS ! PAP]"W40 ,P]H "O "PN]
ASKS1 8,IF ,I BUY1 WD Y 9CLUDE A C]TA9
OP;N AT NO A4I;NAL CO/80 ,SAY1 8,MR4 &
,MRS4 ,PROSPECT1 ,I'M N SURE IF T'S
POSSI#4 ,H["E1 :Y DON'T WE PUT 9 WRIT+
:AT Y WD L & IF X'S A3EPT$1 !N X'S J
A4I;NAL VALUE4 ,2SS WE WON'T "K UN.S WE
ASK40
  --,DELIV]Y3 8,H[ SOON C ,I GET X80 IS
A BUY+ "Q4 ,USE ? BUY+ "Q 6ASK A CLOS+
"Q4 ,! ANSW]S Y GET F ! PROSPECT S]VE
TWO PURPOSES4 ,F/1 X 3FIRMS ! PROSPECT
IS S]I\S4 ,SECOND1 X CAUSES ! P]SON
6TELL Y HE'S MAK+ ! DECI.N 6[N4 8,MR4
,PROSPECT1 IF WE PROCE$$ =W>D TD1 WE MAY
2 A# 6H X DELIV]$ )9 TWO WEEKS4 ,IS T
SATISFACTORY80 ,OR Y C ASK1 8,H[ SOON D
Y NE$ X80 ,:5 ! PROSPECT "QS ! "T FRAME1
C1SE YR PRES5T,N & ATTEMPT 63CLUDE !
SALE4
  --,DETAILS3 8,:AT AB YR W>RANTY1 OR
TELL ME AG :AT -ES )! (F]80 ,:5"E !
CLI5T ASKS Y 6RE-EXPLA9 "S?+ A SECOND
"T1 HE IS 9DICAT+ HE IS APPROA*+ !
DECI.N 6[N4 ,UTILIZE A 8SUMM>Y CLOSE0-
REP1T ALL ! F1TURES & B5EFITS1 FOLL[$
0AN 9VIT,N 6[N4
  --,PRICE OR T]MS3 8,D Y (F] T]MS80
,REPLY ) "S?+ L1 8,H Y PRE>RANG$ F9ANC+
OR WD Y L ME 6H&LE ! DETAILS80 ,IF HE
SAYS1 8,! PRICE IS HI<] ?AN ,I EXPECT$10
Y C SAY1 8,MR4 ,PROSPECT1 SUPPOSE ,I CD
(F] Y T]MS T WD ALL[ Y 6[N ON A MON?LY
BASIS40 ,"QS 3C]N+ PRICE & T]MS (F] !
P]FECT OPPORTUN;Y 6CLOSE4 ,2 SURE 6ANSW]
ALL BUY+ "QS )A "Q T EI 3FIRMS [N]%IP OR
ACTU,Y L1DS ! PROSPECT 96[N]%IP4
  --,VALUE3 8,H[ D ,I "K ? IS ! BE/
PRICE OR D Y NEGOTIATE PRICE80 ,:5 ASK$
? "Q1 X IS PRETTY CLE> HE HAS R1*$ !
BUY+ DECI.N & DECID$ 6[N4
  ,X'S "T 6(F] ASSUR.ES1 MOVE 6! 8,PA9T
,A ,FANTASY ,PICTURE ,CLOSE0 & WRAP UP !
DETAILS4
  8,MR4 ,PROSPECT1 Y H RCVD ! ABSOLUTE
BE/ VALUE4 ,YR FAMILY W 5JOY WEEK5DS ON
! LAKE = YE>S 6-E4 ,0! WAY1 W Y 2 TAK+
TITLE 9 BO? YR "NS80
  ,NON-,V]BAL CLUES
  ,KEEP+ 9 M9D ! ADAGE1 :AT Y D SP1KS
L\D] ?AN :AT Y SAY1 C>E;LLY OBS]VE YR
CLI5T'S BODY LANGUAGE & AC;NS3
  ,! CU/OM] CALCULATES ! NUMB]S OR
REVIEWS ! 3TRACTS3 ,N[1 HE IS 2Y ?9K+ AB
X & IS F9ANCI,Y JU/IFY+ ! DECI.N4 ,:5"E
HE R1*ES = 8 CALCULATOR OR ASKS Y
6DET]M9E RATE ( RETURNS1 ! MON?LY
9VE/;T1 H[ M* X IS GO+ 6CO/1 X'S "T
6CLOSE4 ,AL1 :5 ! PROSPECT REVIEWS !
3TRACT1 X'S "T 6CLOSE4 ,SAY = EXAMPLE1
8,MR4 ,PROSPECT1 D Y H ANY "QS 2F WE 2G9
! PAP]"W80 ,! PROSPECT ANSW]S NO1 !N Y
PROCE$ )! PAP]"W4 ,IF HE ANSW]S YES1
SIMPLY ASK1 :AT WD T BE1 & LET HM (F] !
F9AL OBJEC;N4
  ,! CU/OM]S' ATTITUDE *ANGES3 ,!Y H F"\
ALL AL;G B SU45LY !Y 2COME HAPPY4 ,)A
HUSB& & WIFE Z PROSPECTS1 ! NON-V]BAL
CLUE MAY 2 T !Y T\* "O ANO!R OR HOLD
H&S4 ,:5 PROSPECTS />T 6FEEL GD AB !
DECI.N 6[N1 !Y "S"TS 2G9 6RELAX1 SMILE1
LAU< OR SU45LY 2COME FRLI]4
  ,! CU/OM] ASKS =A SECOND %[+3 ,9 R1L
E/ATE1 = 9/.E1 ! PRES5T,N 9CLUDES ! %[+
(! PROP]TY4 ,:5 ! CU/OM] ASKS 6G BACK \
= ANO!R VIEW+1 ? 9DICATES HE IS R1DY
6PROCE$ =W>D4 ,9 ? CASE "! IS NO X
8PROP]0 PLACE 6-PLETE ! PAP]"W4 ,USU,Y1
^U A SECOND VIEW1 ! PROSPECT IS EMO;N,Y
HI<1 & 3TRACTS C 2 -PLET$ \TSIDE ! (FICE
OR %[ROOM4 ,_M 3TRACTS H BE5 -PLET$ ON
C> HOODS1 KIT*5 TA#S1 RE/AURANTS & S ON4
  ,! CU/OM]'S PO/URE *ANGES3 ,! PROSPECT
:O HAS BE5 L1N+ BACK W SU45LY SIT UP
/RAI<T OR L1N =W>D4 ,:5"E "S"O'S
PHYSICAL PO/URE *ANGES1 X USU,Y 9DICATES
HE'S MADE A DECI.N4 ,ASK A CLOS+ "Q4
8,MR4 ,PROSPECT1 ! 9ITIAL 9VE/;T IS
4#E1JJJ & C 2 SECUR$ 0CA% OR *ECK4 ,:AT
WD 2 M 3V5I5T = Y80
  ,_M SALESPEOPLE 2COME S 9VOLV$ 9 !
PRES5T,N "P (! SALES PROCESS T IF !
PROSPECT DECIDES 6BUY DUR+ ! PRES5T,N1
!Y LIT],Y W N LET HM4 ,DON'T 2COME S
5?RALL$ )! S.D ( YR [N VOICE T Y MISS !
BUY+ SIGNALS 9DICAT+ ! CU/OM] IS R1DY
6[N4
  ,! PO9T IS Y M/ 2 A# 6SW+ 96! CLOSE !
MO;T ! BUY] 9DICATES ! 9T5;N 6[N1 :E!R
X'S DEMON/RAT$ 0V]BAL OR PHYSICAL AC;N4
,A PROFES.NAL CLOSES AT AN APPROPRIATE
"TS & MOVES SWIFTLY :5 ! PROSPECT IS
R1DY 6[N4