#G3 ,YR ,PROSPECT ,REMA9S A
       ,PROSPECT ,UNTIL ,Y ,CLOSE

  ,WELCOME 6? SEC;N ON 3CLUD+ ! SALE4 ,Z
A SALESP]SON Y C TURN CLOS+ 96AN EXCIT+
& POSITIVE EV5T4
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CLOSE--OR ! NATURAL 5D+ 6SU3ESS;LLY
MEET+ ! CLI5T'S NE$S4
  ,MAKE NO MISTAKE1 CLOS+ IS ! BOTTOM
L9E4 ,! RESULT IS Y H A PAY*ECK
6DEPOSIT4
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  ..,MEMORIZE ! ,CLOS+ .,TE*NIQUES4
,ONCE AG1 ! PROFES.NAL SALESP]SON IS L !
PROFES.NAL ACTOR OR ACTRESS )! CLOS+
ME?ODS WELL PLANT$ 9 8 OR H] SUBCONSCI\S
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  ..,H ,YR ,CLOS+ ,MAT]IAL ,) ,Y '''
.,ALW4 ,RI*>D1 AN A3OMPLI%$ SALESP]SON1
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,RI*>D1 & ASK$ =! 3TRACTS & DEPOSIT *ECK
S T WE CD PROCESS ! PAP]"W4 8,OH10 HE
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#CJ M9UTES & WE W PREP>E ! 3TRACTS "!40
  ,I 9QUIR$1 8,:Y DIDN'T Y PREP>E !
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  8,I DIDN'T H 3TRACTS ) ME1 B DON'T
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DID N WANT 6NEGATE ,RI*>D'S EXCITE;T4 ,!
PO9T IS3 2 R1DY 6CLOSE ANY"T1 ANY":6
,3TRACTS & BUSI;S >E 6BE 3CLUD$ ! MO;T !
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  ,9 LESS ?AN #AJ M9UTES1 ,RI*>D
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  ,2 R1DY 6CLOSE ANY"T1 ANY":1 ! MO;T YR
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=MS1 CALCULATOR1 P5 & ALL O!R MAT]IAL )
Y AT ALL "TS4 ,TAKE !M ) Y :]"E & :5"E Y
>E )A PROSPECT4
  ,REMEMB]1 Y H "W$ H>D MOV+ A PROSPECT
PA/ 8 FE> ( MAK+ A MISTAKE 7BUY]'S
REMORSE 9 ADV.E74 ,9 AN 9T]IM P]IOD1
:ILE Y GA!R ALL YR MAT]IALS1 D\BT & FE>S
H "T 6SEEP BACK 9 ! PROSPECT'S M9D &!
SALE CD UNRAVEL QKLY4
  ,:5 Y RCV -MIT;T1 B DECIDE 6PROCESS !
PAP]"W LAT]1 ,I PROMISE Y ! CLI5T W H
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OV] AG4 ,Z DI6ICULT Z X IS ! F/ "T >.D1
! SECOND "T ! EMO;NAL O4S W 2 AG/ Y4

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,HE CALLS X 8YR TALK+ PAD40
  ,D Y WANT 69CR1SE ! P[] ( YR PRES5T,N
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BRA9 V]SUS ! E> 6! BRA9 & P NATUR,Y
2LIEVE :AT'S 9 ! WRITT5 OV] ! SPOK5 ^W4
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XS HI<LI<TS 7 4PLAY$ 9 WRITT5 =M4 ,!
SALESP]SON WROTE ANY KEY B5EFITS1
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PLANN$ ORAL PRES5T,N4 ,S -B9E AN ORAL
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  ,:5 EXPLA9+ MA? & FIGURES 6YR
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9DISPUTA# :5 Y ACTU,Y D ! MA? "R 9 FRONT
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CALCULATOR1 P5 & ANY O!R MAT]IALS NEC
6CLOSE4

    ,ASK & ,Y ,W ,RCV
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,NOTRE ,DAME 3CLUDES T #DF P]C5T (! P HE
9T]VIEW$ ASK =! ORD] ONLY ONCE 2F GIV+
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#AB P]C5T 3T9UE 6ASK A F\R? "T 2F ?R[+ 9
! T[EL4 ,?US #IF P]C5T (! PROFES.NAL
SALESPEOPLE QUIT ASK+ AF "S": 2T "O &
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  ,:AT'S />TL+ IS ! SAME RESE>* 9DICATES
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ATTEMPT ( ASK+ =! ORD]4 ,X'S 3CLUSIVE1 !
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WELL Z ! -MIS.NS4
  ,A ,DETROIT NEWSPAP] REPORT$ A HUGE
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  ,= ^? ( Y :O >E HESITANT 6ASK = FE> (
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IS 6ASK =! ORD]4 ,ASK 5?USIA/IC,Y4 ,ASK
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6[N IS A3EPT$4

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Y H ASK$ ! CLOS+ "Q40

      -,BRIAN ,TRACY
  ,:5 Y ASK A CLOS+ "Q1 X'S CRITICAL Y
2COME P]FECTLY SIL5T & WAIT =! ANSW]4
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NEW SALESPEOPLE4
  ,:Y IS X IMPORTANT 6REMA9 SIL5T AF
ASK+ A CLOS+ "Q8 ,IF Y SAY ANY?+ PRIOR
6RCVG A RESPONSE1 Y TAKE ! PRESSURE (F !
PROSPECT 6ANSW] YR CLOS+ "Q4 ,IF Y REMA9
SIL5T AF ASK+ ! CLOS+ "Q1 "O ( TWO ?+S
W9 O3UR3
  #A4 ,YR PROSPECT ANSW]S ! CLOS+ "Q1
-MITT+ 6[N4
  #B4 ,YR PROSPECT ANSW]S ! CLOS+ "Q1
GIV+ Y ! R1SON HE W N [N4
  ,EI ANSW] IS A3EPTA#4 ,IF HE -MITS1
X'S J A MATT] ( -PLET+ ! PAP]"W4 ,IF HE
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3C]NS4 ,? ALL[S Y ! OPPORTUN;Y 6OV]COME
! OBJEC;N & 3T9UE =W>D )! CLOS+ PROCESS
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    ,:AT >E ! ,CLOS+ ,TE*NIQUES &
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  ,6"U/& :AT CLOS+ IS1 LET'S 4CUSS :AT
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  ,CLOS+ TE*NIQUES >E N TACTICS (! CUNN+
US$ 6MANIPULATE P 96PUR*AS+ ?+S !Y _C
USE1 DON'T WANT1 C'T AF=D OR NE$4
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B5EFIT !M4 ,"U/& ! CLOS+ TE*NIQUE IS
DESIGN$ 6MOVE A P]SON OR P 9VOLV$ 9 A
DECI.N PA/ A MO;T ( T5.N1 9DECI.N OR
FE>4
  ,"!=E1 :5 Y H GIV5 A PRES5T,N &!
PROSPECT IS QUALIFI$1 Y >E POSITIVELY
HELP+ HM OR H] MAKE A DECI.N 6PUR*ASE A
B5EFICIAL PRODUCT OR S]VICE1 T O!RWISE1
HE OR %E MAY N MAKE )\T YR ASSI/.E4