#I3 ,CLOS+ ,TE*NIQUES3 ! ,BAK]'S
                 ,DOZ5

  ,H[ _M "TS D Y ASK 2F ! P]SON SAYS
YES8 ,/ATI/ICS CLE>LY 9DICATE T CLOS+
USU,Y O3URS AF ! FIF? ATTEMPT 6ASK =!
ORD]4
  ,? IS CRITICAL K4 ,IF X TAKES A M9IMUM
( FIVE CLOSES 6SU3E$1 Y W N"E L1D A BUY]
TO 8,YES0 IF Y H ONLY "O OR TWO CLOS+
TE*NIQUES4 ,:5 P ASK ME H[ _M CLOS+
TE*NIQUES !Y %D MEMORIZE1 ,I REPLY1 8,!
SUP] A*IEV] NORM,Y HAS TW5TY PLUS CLOS+
/RATEGIES & TE*NIQUES 9T]NALIZ$40
  ,Y MAY SAY 6YRF 8:Y S _M80 ,I SU7E/
TW5TY PLUS TE*NIQUES 2C E BUY+ SITU,N W
2 DI6]5T1 & EA* BUY]'S P]SONAL;Y W 2
DI6]5T4
  ,6/>T \1 "H IS ! F/ GR\P ( CLOS+
TE*NIQUES 3TA9+ #AC (! MO/ P[];L TRI$ &
PROV5 ME?ODS AVAILA# 6HELP YR CU/OM]
6AGREE4 ,I SU7E/ Y LE>N ! FOLL[+ CLOSES
9 ? *APT] ^W = ^W4
  ,:5 9/RUCT+ FUTURE SUP] A*IEV]S 6LE>N
! CLOSES ^W = ^W1 _M ( !M RESI/4 ,9 CASE
Y MAY H ! SAME OBJEC;NS1 ! FOLL[+ IS A
FI/ (! MO/ -MON "OS4

    ,-MON ,OBJEC;NS F ,SALESPEOPLE
  #A4 ..,"S (! CLOS+ TE*NIQUES W N "W 9
MY OP],N OR "S CLA% ) MY .P]SONAL;Y4
,T'S "U/&A#1 S USE :AT'S -=TA# 6YRF &
6YR OP],N4 ,IF Y C ONLY USE A FEW (!
FOLL[+ TE*NIQUES1 "! W 2 M TE*NIQUES
(F]$ FUR!R 9 ! BOOK4 ,BUILD YR CLOS+
>MORY ) :AT'S ADAPTA# & -=TA#4
  #B4 ..,^! >E N MY ^WS1 YET Y EXPECT ME
6LE>N !M ^W = .^W4 ,I JOK+LY TELL SEM9>
AUDI;ES1 8,( C\RSE !Y >E N YR ^WS1 X'S
MY "N1 N YRS APPE>+ ON ! FRONT COV] (!
BOOK4 ,S ,I ASK Y 6LE>N ! TE*NIQUES ^W =
^W F/1 & !N1 "? "T & PRACTICE1 Y W ADAPT
YR [N LANGUAGE /YLE40 7,S"EAL YE>S AGO A
/UD5T APPROA*$ ME )A NOTEBOOK ( 8
FAVORITE CLOS+ TE*NIQUES4 ,!Y 7 ESS5TI,Y
! SAME TE*NIQUES ,I _H %>$1 YET AF HE
MEMORIZ$ ! ORIG9AL TE*NIQUES1 HE REWROTE
& ADAPT$ ! CLOS+ /RATEGIES 6SUIT 8 SELL+
SITU,NS & P]SONAL;Y47
  #C4 ..,X IS A LOT ( "W 6MEMORIZE ^W =
.^W4 ,I "U/&4 ,I F"\ X TOO4 ,B ?9K (!
ALT]NATIVE4 ,IF Y 3T9UE 6D BUSI;S 9 !
SAME MANN]1 :AT K9DS ( RESULTS C Y
EXPECT8 ,IF Y 3T9UE 6OP]ATE ! SAME WAY1
Y C EXPECT ! SAME ?+4 ,Y M/ EXPECT 6PAY
! FULL PRICE 9 ADV.E 6EXP]I;E ! SU3ESS Y
DES]VE1 &! PRICE IS B>D "W4 ,KEEP ? ?"\
9 M9D 2F DECID+ H[ _M CLOS+ TE*NIQUES Y
NE$ 6P]SON,Y 9T]NALIZE & CALL YR [N4
  ,IF X TAKES OV] FIVE ATTEMPTS 6MAKE A
SALE1 T M1NS MULTIPLE TE*NIQUES M/ 2
LE>N$4 ,LOOK AT X ? WAY3 IF Y RCV M
OBJEC;NS ?AN Y H TE*NIQUES1 Y W N GET V
F>4 ,"!=E1 ! R1SON Y POSSESS MULTIPLE
TE*NIQUES IS 6H M CLOSES ?AN !Y H
OBJEC;NS4 ,USE UP _! 8NOS0 6L1D !M TO
8YES40
  ,LET'S GET />T$1 & 0! WAY1 H FUN
LE>N+4 ,CULTIVATE 5?USIASM N[4 ,C>RY X
"?\T ! SALES PROCESS4 ,REMEMB]1 A SALE
IS A TRANSF] ( 5?USIASM4

    #A4 ,,! ,,ORD] ,,=M ,,CLOSE
  ,? IS ! FUNDA;TAL CLOS+ TE*NIQUE4 ,F/1
ALW H YR 3TRACTS & ORD] =MS ) Y AT ALL
"TS4 ,IF Y "W F YR DESK1 4PLAY !M4 ,IF Y
KEEP YR PAP]"W 9 SI<T1 ! PROSPECTS "K Y
>E N TRY+ 6HIDE ANY?+4 ,!Y AL 2COME
A3U/OM$ 6!M IF !Y -E 6YR (FICE M ?AN
ONCE4 ,X'S EASI] = Y TOO1 IF Y H ! NEC
PAP]"W H&Y AT ! MO;T ( CLOS+4 ,IF Y >E
DELIV]+ YR PRES5T,N AWAY F YR DESK1 H A
B9D] OR ATTA*E CASE ) YR LEGAL PAD &
3TRACTS R1DILY AVAILA#4
  ,:Y IS ! ,ORD] ,=M ,CLOSE S E6ECTIVE8
,Z Y FILL \ ! 3TRACT1 Y >E N DIRECTLY
ASK+ ! PROSPECT 6BUY 7MAKE A DECI.N72 Y
>E SIMPLY MAK+ ! DECI.N = HM4
  ,! BE/ "T 6"W ) ? CLOSE IS AT ! 2G9N+
& DUR+ YR PRES5T,N4 ,MY FAVORITE "T 62G9
! ,ORD] ,=M ,CLOSE IS :5 ! PROSPECT ASKS
A "Q T 9DICATES A BUY+ SIGNAL4 ,Y ANSW]
! "Q )A "Q ( YR [N1 & RECORD ! ANSW] ON
! ORD] =M4
  ,PROSPECT3 ,DOES X -E 9 R$8 ,SUP]
A*IEV]3 ,MR4 ,PROSPECT1 WD Y L X 9 R$8
,PROSPECT3 ,YES1 T'S ! COLOR ,I WANT4
,SUP] A*IEV]3 ,LET ME MAKE A NOTE ( T
7RECORD ! 9=M,N ON YR ORD] BLANK OR
3TRACT74
  ,Z L;G Z ! PROSPECT DOES N /OP Y F
RECORD+ ! ANSW]S ON ! 3TRACT1 HE IS
BUY+4 ,B1 IF ! PROSPECT DOES /OP & SAY
"S?+ L3
  ,PROSPECT3 ,IS T A 3TRACT8 OR1 ,Y >E
AH1D ( YRF1 ,I'M N BUY+ ANY?+4
  ,SUP] A*IEV]3 ,( C\RSE Y >E N1 ,I WD
N"E EXPECT Y 6[N )\T ALL ! FACTS4 ,I USE
? =M 6WRITE ALL ! 9=M,N D[N4 ,! =M HAS
"EY?+ AB ! (F] >RANG$ 9 A PRECISE MANN]1
S* Z PRICE1 T]MS1 OP;NS1 DELIV]Y DATE--
ALL ! ?+S Y & ,I BO? NE$ = YR REVIEW
LAT]4 ,T'S OKAY1 ISN'T X8
  ,F ! />T (! PRES5T,N 6! 5D1 8MAKE A
NOTE0 ( ALL 8 "QS & RECORD T]MS ON !
ORD] =M4 ,0! 5D (! PRES5T,N ! 3TRACT IS
VIRTU,Y -PLET$ & W ONLY REQUIRE A 8
SIGNATURE4 ,"H'S H[ ? 5TIRE CLOSE IS
9T5D$ 6"W3
  ,PROSPECT3 ,H[ M* IS ! D[N PAY;T8
  ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 WE WD
REQUIRE AN 9ITIAL 9VE/;T ( EI #AJ OR #BJ
P]C5T1 : WD Y PREF]8
  ,PROSPECT3 ,I'D L 6GET 9 =! L1/ AM.T1
,I SUPPOSE #AJ P]C5T4
  ,SUP] A*IEV]3 ,GRT1 LET ME MAKE A NOTE
( T4
  ,PROSPECT3 ,IS T A 3TRACT8 ,Y'RE GETT+
AH1D ( YRF1 ,I'M N R1DY 6BUY4
  ,SUP] A*IEV]3 ,( C\RSE Y >E N1 ,I WD
N"E EXPECT Y 6[N )\T ALL ! FACTS4 ,? =M
HAS "EY?+ AB ! (F]+ >RANG$ 9 A PRECISE
MANN]1 S* Z PRICE1 T]MS1 OP;NS1 DELIV]Y
DATE--ALL ! 9=M,N Y & ,I BO? NE$ = YR
REVIEW PURPOSES LAT]4 ,T'S OKAY1 ISN'T
X8
  ,PROSPECT3 ,WELL1 ,I GUESS T'S OKAY4
  ,SUP] A*IEV]3 ,0! WAY ,MR4 ,PROSPECT1
WE CD S*$ULE DELIV]Y =! F/ (! MON? IF T
FITS 96YR "TFRAME4
  ,PROSPECT3 ,ACTU,Y ,I WD NE$ X PRIOR
6! 5D ( ? MON?4
  ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 ,I'M GO+
6MAKE NOTE T DELIV]Y M/ O3UR 0! #BE? ( ?
MON?1 IS T OKAY8
  ,PROSPECT3 ,YES1 T WD "W4
  ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 WD ?
PUR*ASE 2 "U YR -PANY OR P]SONAL "N8
  ,PROSPECT3 ,I'D 2 PUR*AS+ ? P]SON,Y4
  ,SUP] A*IEV]3 ,\T/&+6 ,& YR MI4LE
9ITIAL IS8
  ,PROSPECT3 ,X IS ,T4
  ,SUP] A*IEV]3 ,:AT IS ! CORRECT SPELL+
( YR MAIL+ A4RESS8
  ,:5 Y H ASK$ ALL ! "QS &! 3TRACT IS
-PLETELY FILL$ \1 Y REVIEW ALL ! NOTES )
! PROSPECT & IF HE AGREES1 ASK HM
6AU?ORIZE OR OKAY ! AGREE;T4

    #B4 ,I ,,WANT ,,6,,?9K ,,AB ,,X
    ,,CLOSE
  ,SALES TRA9] ,TOM ,HOPK9S HAS 8 /UD5TS
MEMORIZE ? TE*NIQUE ^W = ^W 9 8 ?REE-"D
BOOT CAMP SES.NS1 & ,I P]SON,Y FEEL IF Y
D N -MIT ? "O CLOSE 6MEMORY Y SIMPLY >E
N S]I\S AB ! SALES PROFES.N4
  8,I WANT 6?9K AB X0 OR 8,I WANT 6?9K X
OV]0 >E ! MO/ -MON OBJEC;NS A SALESP]SON
W 5C.T]1 REG>D.S (! PRODUCT (F]+4 ,9 !
BE/ ( SITU,NS1 "U ! MO/ ID1L 3DI;NS1 Y W
HE> ^! AT L1/ #EJ P]C5T (! "T1 S />T
-MITT+ ? CLOSE 6MEMORY "R AWAY6
  ,! PROSPECT SAYS 8,I WANT 6?9K X OV]0
= ?REE R1SONS3
  #A4 ..,X'S A ,BRU% .,(F4 ,N[ SWALL[ YR
EGO & A3EPT ! FACT T ? PROSPECT DOESN'T
WANT :AT Y'RE (F]+4 ,_M "TS Y >E TOLD
8,I WANT 6?9K X OV]10 2C X'S A NICE WAY
= HM 6S5D Y ON YR WAY )\T HURT+ YR
FEEL+S4 ,! AV]AGE SALESP]SON IS S VA9 HE
ACTU,Y 2LIEVES ! PROSPECT WAKES UP 9 !
MORN+ & GOES 6B$ AT NI<T ?9K+ OV] 8 (F]4
,B1 9 R1L;Y :5 ! SALESP]SON CALLS BACK
TWO OR ?REE "DS LAT]1 SURE (A SALE1 !
PROSPECT DOESN'T EV5 "K :O HE IS4
  ,N[1 LET'S SUPPOSE Y >E "W+ )! G5U9ELY
9T]E/$ PROSPECT & HE TELLS Y 8,I WANT
6?9K AB X40 ,? IS :AT IS O3URR+ )!
9T]E/$ PROSPECT :O IS HESITAT+4
  #B4 ..,BUY]'S ,REMORSE 9 .,ADV.E3 ,AT
! MO;T ( CLOS+ ! PROSPECT EXP]I;ES T5.N4
,! T5.N IS A FE> ( MAK+ A MISTAKE1 BUY+
! WR;G ?+1 PAY+ TOO M* OR EV5 2+
CRITICIZ$ 0FRS4 ,^! FE>S CAUSE HM 6BACK
AWAY AT ! MO;T ( CLOS+ & SAY 8,I WANT
6?9K AB X40
  #C4 .,F9ANCIAL .,RES\RCES3 ,HE TELLS Y
HE WANTS 6?9K AB X 2C (! PRICE (! ITEM
OR S]VICE4 ,DON'T 2 FOOL$1 ! ONLY R1SON1
9 MO/ CASES1 HE TELLS Y 8,I WANT 6?9K AB
X0 IS 2C HE WOND]S IF HE C OR %D 2 A#
6AF=D YR (F]4
  ,! PRO#M ) 8,I WANT 6?9K AB X0 IS X'S
A BROAD /ATE;T1 N N>R[$ 6ANY "O SPECIFIC
3C]N4 ,Y >E N D[N 6! F9AL OBJEC;N & H
NO?+ 3CRETE 6OV]COME4 ,IF Y W FOLL[ ?
PROC$URE1 Y W MOVE 2Y ! VAGUE G5]AL;Y (
8?9K AB X0 6! F9AL OBJEC;N3
  ,PROSPECT3 ,I NE$ 6?9K X OV]4
  ,SUP] A*IEV]3 ,T'S F9E1 OBVI\SLY Y WD
N TAKE ! "T 6?9K AB X UN.S Y 7 G5U9ELY
9T]E/$1 WD Y8 7,REMA9 SIL5T & WAIT = 8
REPLY4 ,? "Q 3FIRMS HE IS G5U9ELY
9T]E/$47
  ,PROSPECT3 ,OH Y1H1 ,I'M DEF9ITELY
9T]E/$4
  ,SUP] A*IEV]3 ,GRT1 S9CE Y >E 9T]E/$1
,I C ASSUME Y W GIVE ? C>E;L 3SID],N1
WON'T Y8 7,REMA9 SIL5T & WAIT =! REPLY4
,8 RESPONSE1 IF HE SAYS YES1 3FIRMS HE W
ACTU,Y ?9K AB X47
  ,PROSPECT3 ,YES1 ,I DEF9ITELY W 2 GIV+
X ! 3SID],N X DES]VES4
  ,SUP] A*IEV]3 ,\T/&+6 ,J 6CL>IFY MY
?9K+1 :AT PHASE (! (F] IS X Y W HE
3SID]8 ,IS X MY -PANY'S REPUT,N8
  ,PROSPECT3 ,NO1 YR -PANY'S REPUT,N IS
/]L+4
  ,SUP] A*IEV]3 ,IS X MY S]VICE8
  ,PROSPECT3 ,NO1 Y'RE S]VICE IS \T/&+1
& Y H P]=M$ 2Y ! CALL ( DUTY4
  ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 ,I S5SE
Y HESITAT+1 D Y M9D MY ASK+ IF X'S !
M"OY8
  ,RE/ ASSUR$ IF Y H GOTT5 HM ? F>1 & HE
IS G5U9ELY 9T]E/$1 9 MO/ 9/.ES1 X W 2 A
M"OY ISSUE4 ,? 2+ ! CASE1 BRIDGE 6!
,M"OY ,CLOSE ON PAGE #ACD4 ,9T]NALIZE &
MEMORIZE X4
  ,"H IS ! 8,I ,WANT 6,?9K ,AB ,X
,CLOSE03
  ,SUP] A*IEV]3 ,T'S F9E1 OBVI\SLY Y
WDN'T TAKE ! "T 6?9K AB X UN.S Y 7
G5U9ELY 9T]E/$1 WD Y8 ,S9CE Y >E G5U9ELY
9T]E/$1 ,I C ASSUME Y W GIVE ? C>E;L
3SID],N4 ,J 6CL>IFY MY ?9K+1 :AT PHASE (
! (F] W Y 2 3SID]+8 ,IS X MY -PANY8 ,IS
X MY S]VICE8 ,I S5SE YR HESITANCY1 D Y
M9D MY ASK+1 IS X ! M"OY8
  ,"H IS ! KEY4 ,PROSPECTS D N ?9K AB YR
(F] AF Y L1VE4 ,!Y D N REVIEW YR
LIT]ATURE & PRODUCT 9=M,N4 ,:AT !Y D IS
MOVE ON ) _! LIVES6 ,! "T 6NAIL D[N !
SALE IS AT ! 5D ( YR PRES5T,N :5 Y H
ID5TIFI$ _! NE$S & CLE>LY PRES5T$ YR
S]VICES Z ! SOLU;N 6_! NE$S4
  ,TRY ! FOLL[+ TE*NIQUES :5 Y >E "W+ )
P :O H AU?ORITATIVE POSI;NS3
  #A4 ,PROSPECT3 ,I WANT 6?9K X OV]
  ,SUP] A*IEV]3 ,M>Y1 ,I'M SURE A P]SON
9 YR POSI;N MAKES MAJOR DECI.NS DAILY4
,Y'VE MADE L>G] DECI.NS ?AN ? 2F1 HAV5'T
Y8 ,ISN'T ? RELATIVELY SMALL 9 -P>ISON
6! DECI.NS Y H MADE 9 ! PA/8 ,LETS G
=W>D )! DECI.N N[4 ,I'LL H&LE ! DETAILS
= Y1 & Y'RE FREE 6FOCUS ON ! IMPORTANT
ISSUES ( YR BUSI;S4 ,T MAKES S5SE1
DOESN'T X8
  #B4 ,PROSPECT3 ,I / NE$ 6?9K AB X4
  ,SUP] A*IEV]3 ,Y IMPRESS ME Z A
PROACTIVE DECI.N MAK]4 ,:Y DON'T Y & ,I
TAKE ! BULL 0! HORNS 6R1* A DECI.N "R
N[8
  #C4 ,PROSPECT3 ,I / WANT 6?9K AB X4
  ,SUP] A*IEV]3 ,:Y 9VE/ M "T ?9K+ ?
OV]8 ,Y H TOLD ME T Y >E SATISFI$ )!
PRODUCT & S]VICE & T X'S )9 ! P>AMET]S (
YR BUDGET4 ,HAV5'T Y ?"\ AB X ALR8
  #D4 ,PROSPECT3 ,I NE$ 6TAKE M "T 6?9K
? OV]4
  ,SUP] A*IEV]3 ,I "U/& ,LET'S ?9K \ L\D
TGR4 ,%>E YR R1SONS ) ME = N WANT+
6PROCE$ =W>D4
  ,REMEMB] ! CRITICAL 9/RUC;N4 ,AF Y ASK
A CLOS+ "Q1 REMA9 P]FECTLY SIL5T & ALL[
H] "T 6ANSW]4

    #C4 ,,9VIT,NAL ,,CLOSE
  ,? CLOSE IS ! F/ CLOS+ TE*NIQUE ,I
LE>N$ PRIM>ILY 2C ( XS SIMPLIC;Y4 ,YET1
"? ! YE>S X HAS 2COME "O ( MY ALL "T
FAVORITE WAYS 6ASK =! ORD]4
  ,MY TWO FAVORITE "QS )! ,9VIT,NAL
,CLOSE >E3 8,:Y DON'T Y GIVE X A TRY80
OR 8,:Y DON'T Y TAKE X80 ,EI "O IS A
DELICATE1 YET P[];L ME?OD T G5TLY URGES
YR PROSPECT T[>D [N]%IP4
  ,Y C USE ? CLOSE EI AT ! 5D OR DUR+ YR
SALES PRES5T,N 63CLUDE ! TRANSAC;N4 ,X W
2 PREC$$ 0A TRIAL CLOSE S* Z1 8,MR4
,PROSPECT1 H[ D Y L X80 OR 8,MR41
,PROSPECT1 D Y H ANY FUR!R "QS80
  ,SUP] A*IEV]3 ,MRS4 ,PROSPECT1 H[ D Y
L ! -PUT]8
  ,PROSPECT3 ,I D L X4
  ,SUP] A*IEV]3 ,GRT1 :Y DON'T Y GIVE X
A TRY8
  ,9VIT+ ! PROSPECT 6MAKE A BUY+ DECI.N
IS A L[-KEY ME?OD T BRIDGES 6! DECI.N
6[N4 ,) MY 3SULT+ & SEM9> S]VICES ,I
MI<T SAY1 8,JOHN1 9CR1S$ PRODUCTIV;Y
MAKES S5SE 6Y1 DOESN'T X8 ,:Y DON'T Y
GIVE \R S]VICES A TRY80
  ,! M DIRECT 9VIT,NAL CLOSE IS 8,:Y
DON'T Y TAKE X80 ,I SU7E/ ? CLOSE 6R1L
E/ATE SALES PROFES.NALS :5 %[+
PROP]TIES4 ,AF DEMON/RAT+ & PRES5T+ A
HOME 9 XS 5TIRETY ASK3
  ,SUP] A*IEV]3 ,BILL1 ,M>Y1 H[ D Y L !
HOME8
  ,PROSPECTS3 ,WE ABSOLUTELY LOVE X4
  ,SUP] A*IEV]3 ,GRT1 :Y DON'T Y TAKE X8
  ,"O ( TWO ?+S W O3UR4 ,! PROSPECTS W
ANSW] YES & Y W 3GRATULATE !M1 & MOVE
RAPIDLY 6! ,ORD] ,=M ,CLOSE 6-PLETE !
3TRACTS4 ,9 ! EV5T !Y SAY NO OR
HESITATE1 Y SIMPLY ASK1 8,:Y N80 ,!
PROSPECTS !N W EXPLA9 6Y :AT X IS !Y >E
LOOK+ =4 ,N[1 Y H J ID5TIFI$ _! HOT
BUTTON4

    #D4 ,,HOT ,,BUTTON ,,CLOSE
  ,! ,HOT ,BUTTON ,CLOSE IS F.D$ ON !
#HJ/BJ RULE : /ATES T #HJ P]C5T ( ALL
RESULTS -E 6BE> ON #BJ P]C5T ( 5]GY
EXP5D$4 ,9 SALES WE SAY #HJ P]C5T (!
SALES >E MADE 0! TOP #BJ P]C5T (! SALES
T1M1 ":AS ! O!R #BJ P]C5T (! SALES
VOLUME IS %>$ 0! REMA9+ #HJ P]C5T (!
SALES =CE4 ,2C ? IS ! IRREFUTA# CASE 9
ALL SALES ORGANIZ,NS1 ,I ALW ADVISE P 9
MANAGE;T 69VE/ #HJ P]C5T ( _! "T )! TOP
#BJ P]C5T (! SALES T1M 6MAXIMIZE
RESULTS4
  ,! #HJ/BJ RULE 9 SELL+ PRODUCTS OR
S]VICES IS BAS$ ON ! FACT T #HJ P]C5T (!
DECI.N W 2 BAS$ ON #BJ P]C5T (!
PRODUCT'S F1TURES4 ,9 O!R ^WS1 IF Y H T5
PRODUCT F1TURES1 YR JOB IS 6F9D ! "O OR
TWO F1TURES T REPRES5T ! KEY B5EFITS 6!
P]SON BUY+ YR PRODUCT1 & PU% 8 HOT
BUTTON OV] & OV] AG4
  ,E "T Y SP1K ( YR PRODUCT 9 T]MS (!
PROSPECT'S HOT BUTTON1 Y >E SP1K+ 8
LANGUAGE & IGNIT+ 8 5?USIASM4 ,3V]SELY1
:5 Y TALK 6! CU/OM] AB ?+S T >E ( NO
9T]E/ 6HM1 BUY+ DESIRE RAPIDLY DIM9I%ES4
  ,! ,B1UTI;L ,FL[]+ ,*]RY ,TREE3 ,AN
,EXAMPLE ( ,HOT-BUTTON ,SELL+
  ,A R1L E/ATE PROFES.NAL %[S AN OLD]
HOME 6A C\PLE4 ,! HOME IS 9 NE$ ( "S
REPAIR4 ,^U >RIV+ !Y SEE A B1UTI;L FL[]+
*]RY TREE 9 ! FRONT Y>D4 ,! WIFE1 :O
SEEMS 6BE ! M DOM9ANT "O1 SAYS 6H]
HUSB&1 8,LOOK ,TOM1 A B1UTI;L FL[]+ *]RY
TREE4 ,:5 ,I 0 A "Y GIRL1 MY FAMILY HOME
_H A B1UTI;L *]RY TREE1 & ,I'VE ALW
DR1M$ \R HOME WD H A TREE J L ? "O40
,TOM NUDGES 8 WIFE & SAYS1 8,LET ME H&LE
?1 ,I'LL D ! TALK+40
  ,! SALESP]SON ID5TIFIES ! HOT BUTTON1
MAKES A M5TAL NOTE & PREP>ES ! PRES5T,N4
  ,TOM IS PLAY+ RELUCTANT BUY] & SAYS1
8,! DECK NE$S IMM REPAIR40 ,! SALES
P]SON AGREES1 8,YES1 B F YR DECK1 Y WD
ALW 5JOY ! VIEW (! B1UTI;L FL[]+ *]RY
TREE40
  ,!Y G "? ! H\SE & ,TOM SAYS1 8,! C>PET
NE$S 6BE REPLAC$ &! H\SE NE$S 6BE
PA9T$40 ,! SALESP]SON REPLIES1 8,YR "R1
B F ! BAY W9D[ Y H A GLORI\S VIEW (!
B1UTI;L FL[]+ *]RY TREE40
  ,^U VIEW+ ! MA/] B$ROOM1 ,TOM OBJECTS1
8,! B$ROOM IS SMALL &! BA?ROOM NE$S NEW
FIXTURES40 8,YES1 B F "H Y H A P]FECT
VIEW (! B1UTI;L FL[]+ *]RY TREE40
  ,AT ! 5D (! %[+1 ,MRS4 ,PROSPECT1 :O
LOVES ! B1UTI;L FL[]+ *]RY TREE1 3V9CES
H] HUSB& 6BUY ! HOME4
  ,! *]RY TREE 0 ! HOT BUTTON &! EMO;NAL
KEY : 0 PU%$ OV] & OV] UNTIL ! DECI.N 0
R5D]$4 ,IF Y "Q SKILL;LLY & LI/5 9T5TLY1
! BUY]S W TELL Y EXACTLY :AT W MAKE !M
PUR*ASE YR (F]4 ,N ONLY W !Y TELL Y :AT
W CAUSE !M 6[N1 B :AT WD CAUSE !M N 6[N4
  ,PAY /RICT ATT5;N 6! BUY+ SIGNAL1
DET]M9E ! KEY B5EFITS1 & BUILD YR SALES
PRES5T,N >.D ! HOT BUTTON4

    #E4 ,,ASSUMPTIVE ,,CLOSE
  ,ALL TOP SALES PROFES.NALS >E
ASSUMPTIVE CLOS]S4 ,F ! 2G9N+ (!
PRES5T,N 6! 5D1 !Y 3FID5TLY ASSUME !
BUY] W [N EV5 2F !Y H RCVD 3FIRM,N OR
AC"KL$G;T T A BUY+ DECI.N HAS BE5 R1*$4
  ,! ,ASSUMPTIVE ,CLOSE IS "S"TS REF]R$
6Z 8! NEXT /EP CLOSE40 ,H Y "E BE5 9 !
MI4LE ( YR PRES5T,N &! PROSPECT SAYS1
8,:AT'S ! NEXT /EP80 ,X MAY N HAPP5 (T5
B :5 X DOES1 X'S "T 6BE ASSUMPTIVE1 SW+
96! ,ORD] ,=M ,CLOSE & 2G9 WRAPP+ UP !
DETAILS4
  ,PROSPECT3 ,:AT'S ! NEXT /EP8
  ,SUP] A*IEV]3 ,MR4 & ,MRS4 ,PROSPECT1
,I'M GLAD Y ASK$4 ,! NEXT /EP IS = Y
6AU?ORIZE ! AGREE;TS1 & ,I W NE$ A *ECK
= 4#A1JJJ Z ! DEPOSIT ON YR 9VE/;T4
  ,IF ! PROSPECT DOES N ASK :AT ! NEXT
/EP IS1 !N 9ITIATE ! ,ASSUMPTIVE ,CLOSE
AT ! 5D ( YR SALES PRES5T,N 0F/ ISSU+ A
,TRIAL ,CLOSE3
  ,SUP] A*IEV]3 ,MR4 & ,MRS4 ,PROSPECT1
D Y H ANY A4I;NAL "QS 2F WE 2G9 !
PAP]"W8
  ,PROSPECTS3 ,NO4
  ,SUP] A*IEV]3 ,GRT1 !N ,I NE$ Y
6AU?ORIZE ! AGREE;TS & WRITE A *ECK =
4#A1JJJ Z A DEPOSIT ON YR 9VE/;T4
  ,PAY /RICT ATT5;N6 ,Y H J BE5 GIV5 !
MO/ P[];L ,ASSUMPTIVE ,CLOSE 9 YR SALES
C>E]4 ,T IS ! /RATEGY (! 8,NO ,CLOSE40
,? CLOSE 0 DEVELOP$ 0SALES TRA9] ,BOB
,S*ULTZ & ACTU,Y ELICITS ! RESPONSE A
SALESP]SON FE>S MO/1 : IS 8,NO40 ,) ?
TE*NIQUE1 Y G5TLY NUDGE ! PROSPECT
96SAY+ NO3
  ,SUP] A*IEV]3 ,D Y H ANY "QS 2F WE 2G9
! ,PAP]"W4
  ,PROSPECT3 ,NO4
  ,SUP] A*IEV]3 ,GRT4 ,!N ! NEXT /EP IS
= Y 6AU?ORIZE ! AGREE;TS & MAKE \ A *ECK
= 4#A1 #JJJ Z A DEPOSIT ON YR 9VE/;T4
  ,F "H Y SIMPLY 2G9 PROCESS+ ! 3TRACTS4
,Y WD 2 SURPRIS$ AT ! VA/ NUMB]S (
PROSPECTS :O AGREE TO 8YES0 0SAY+ 8NO04
,IF = ANY R1SON ! PROSPECT DOES OBJECT1
Y OV]COME ! OBJEC;N & !N ASK =! ORD] AG4
  ,6BE AN ASSUMPTIVE CLOS]1 ! SALE M/ F/
O3UR 9 YR M9D 2F X O3URS 9 ! PROSPECT'S
M9D4 ,XS P[] IS 9 ! PSY*OLOGICAL
PR9CIPLE T YR ASSUMPTIVE ATTITUDE CR1TES
! PROSPECT'S DESIRE = YR PRODUCT4 ,!
/R;G] YR POSITIVE ASSUMPTIVE ATTITUDE T
! SALE IS 9EVITA#1 ! GRT] ! PROBABIL;Y !
PROSPECT W [N4
  ,ASSUMPTIVE CLOSES 6MEMORIZE
  #A4 ,MR4 ,PROSPECT1 PRIOR 6\R MEET+ ,I
TOOK ! LIB]TY 6PREP>E ! PAP]"W4 ,:AT IS
NE$$ IS = Y 6AU?ORIZE ! AGREE;TS4
  #B4 ,WE SEEM 6BE 9 AGREE;T ON ALL !
MAJOR PO9TS4 ,:5 WD Y L 6S*$ULE DELIV]Y8
  #C4 ,? HAS BE5 AN 9CR$I# MEET+1 & ,I
LOOK =W>D 6"W+ ) YR -PANY DUR+ ! UPCOM+
YE>4 ,! 9ITIAL 9VE/;T IS 4#E1JJJ4 ,WD Y
2 TAK+ C>E (! DEPOSIT EI A P]SONAL OR
-PANY *ECK8

  ,! ,ASSUMPTIVE ,H&%AKE ,CLOSE 7A V>I,N
ON ! ASSUMPTIVE CLOSE7
  ,! H&%AKE REPRES5TS A P]SON'S ^W1
9TEGR;Y & PSY*OLOGIC,Y BONDS AN AGREE;T4
,? HAS BE5 ! CASE S9CE ! 2G9N+ ( "T4
  ,L>RY1 A SUP] SALESP]SON1 ASSUMPTIVELY
3CLUD$ AN EXP5SIVE VAC,N HOME TRANSAC;N
)! H&%AKE4 ,AT ! 5D (! PRES5T,N1 AF
COV]+ C.T.S OBJEC;NS1 ! HUSB& LOOK$ 6HIS
WIFE & SD1 8,:AT D Y ?9K80 ,! *.ES 7 HI<
! WIFE CD H RESPOND$ )1 8,I ?9K WE %D
?9K X OV]40 ,2F A REPLY 0 GIV51 ,L>RY
ASSUMPTIVELY LOOK$ AT !M BO? & (F]$ 8
ASSUR.ES1 8,I ?9K Y H MADE A WISE
DECI.N4 ,3GRATUL,NS40 ,HE !N %OOK H&S )
BO? ! HUSB& & WIFE & !Y A3EPT$4
  ,X'S IMPORTANT 6NOTE ! BUY]S 7 BO?
QUALIFI$1 _! NE$S DET]M9$1 &! SOLU;N 0
PRES5T$4 ,YET1 Z 9 MO/ CASES1 "! 0
HESITANCY4 ,! MO;T ( T5.N 0 RELIEV$ &!
SALE 3CLUD$ 0! ,ASSUMPTIVE ,H&%AKE
,CLOSE4



    #F4 ,,ALT]NATIVES ,,CLOSE
  ,? CLOSE AUTOMATIC,Y 3CLUDES ! SALE
0(F]+ ! PROSPECT TWO OR M ALT]NATIVES4
,Y (F] A *OICE 2T "S?+ & "S?+ R ?AN A
*OICE 2T "S?+ & NO?+4
  ,E>LI]1 WE 4CUSS$ 9 DEP? ! BUY]'S FE>S
& T 8NO0 IS USU,Y A NATURAL 9GRA9$
RESPONSE1 NO?+ M ?AN A KNEE-J]K REAC;N4
,Y N"E ASK ! PROSPECT1 8,D Y WANT ? OR
N80 ,? ALL[S ! PROSPECT 6SAY NO4 ,9/1D1
Y SAY1 8,WD Y PREF]1 ITEM ,A OR ;,B80
,EI ANSW] 7ITEM ,A OR ITEM ,B7 IS A
8YES0 DECI.N4
  ,"O (! GRT SALES TRA9]S ( ALL "T1
,ELM] ,:ELL]1 EMPLOY$ ! ,ALT]NATIVES
,CLOSE 6SAVE ,WALGRE5S ,DRUG ,/ORE F NE>
4A/] DUR+ ! HEI<T (! DEPRES.N4
  ,! ,WALGRE5S ,/ORY
  ,WALGRE5S _H G"O F SU3ESS;L 6B>ELY
SURVIV+ Z MO/ BUSI;SES DID DUR+ !
DEPRES.N4 ,!Y CALL$ ! BRILLIANT
SALESP]SON & TRA9] ,MR4 ,:ELL] & ASK$1
8,C Y HELP \R SALESPEOPLE SELL 9 ?
DEPRES.N80
  ,MR4 ,:ELL] ASK$ ,WALGRE5S ! CRITICAL
"Q1 8,:AT'S YR MO/ PR(ITA# & EASIE/ ITEM
6SELL80
  ,! /ORE MANAG] RESPOND$1 8,E7S40 ,MR4
,:ELL] OBS]V$ _! SALES PROCESS & HE>D !
CL]KS ASK+1 8,D Y WANT AN EGG 9 YR DR9K
OR N80 ,( C\RSE ! NATURAL RESPONSE 0
8,NO40
  ,6REM$Y ?1 HE _H !M *ANGE ! "Q 6A
*OICE4 8,D Y WANT "O EGG OR TWO 9 YR
DR9K80
  ,SU45LY ,WALGRE5S W5T F NO E7S 6AT L1/
"O EGG 9 E DR9K4 ,? ,ALT]NATIVE ,CLOSE
RESULT$ 9 AN 9CR$I# PR(IT 9CR1SE =
,WALGRE5S4
  ,DEP5D+ ^U ! CIRCUM/.ES1 "! >E S"EAL
WAYS 6PRES5T AN ,ALT]NATIVES ,CLOSE3

  --,DELIV]Y3 8,? CD 2 DELIV]$ & 9/ALL$
9 YR (FICE ? UPCOM+ ,FRI"D1 OR WD ,MON"D
MORN+ 2 M 3V5I5T80 8,CLOS+ ON YR NEW
HOME CD O3UR 9 #CJ "DS OR WD Y PREF]
6DELAY = #FJ "DS80
  --,F9.ES3 8,! 9ITIAL 9VE/;T WD 2
SECUR$ 0CA% OR P]SONAL *ECK1 : WD Y
PREF]80 8,MS4 ,PROSPECT1 WE CD DEF]
BILL+ = #CJ "DS1 OR IF Y 7 6PAY CA% N[
WE CD (F] A FIVE P]C5T 4C.T4 ,:AT "WS
BE/ = Y80 8,WD Y L ME 6S5D ? ,C4 ,O4
;,D8 ,D Y PREF] 6*>GE 6,MA/],C>D OR
,VISA80
  --,OP;NS & ,F1TURES3 8,WE H TWO OP;NS
6*OOSE F1 ! WALNUT OR ! OAK F9I%4 ,: WD
BE/ -PLI;T YR (FICE80 8,WD Y PREF] PRE-
[N$ OR BR& NEW80
  --,APPO9T;TS3 8,I H EI ,MON"D OR
,W$NES"D AVAILA# = ? WEEK4 ,:AT "WS BE/
= Y4 ,MY (FICE OR YRS8 ,H[ AB #AJ A4 M4
OR #AB NOON = LUN*80
  ,LE>N 6(F] TWO *OICES 6YR PROSPECT4
,ASK1 8,D Y WANT ? OR D Y WANT T80 ,:5 !
"Q IS ANSW]$ X'S ! P]FECT OPPORTUN;Y TO
8MAKE A NOTE0 : L1DS Y 6YR ,ORD] ,=M
,CLOSE4

    #G4 ,,TRIAL ,,CLOSE
  ,! PURPOSE (! ,TRIAL ,CLOSE IS
6EVALUATE & DET]M9E ": Y >E ) YR
PROSPECT DUR+ ! PRES5T,N4
  ,UNLIKE A CLOSE T 3CLUDES ! TRANSAC;N1
9 A ,TRIAL ,CLOSE Y >E N AT ! PO9T (
ASK+ =! ORD] &! M"OY1 B M]ELY SEEK+ !
PROSPECT'S OP9ION1 &! WILL+;S 6BUY1
PRIOR 6MOV+ 96! F9AL CLOSE4 ,ACTU,Y1
ASK+ = OP9IONS 7,TRIAL ,CLOSE7 IS "S?+ Y
P]=M "?\T ! PRES5T,N 6*ECK ! PROSPECT'S
R1DI;S 6[N4 ,"H >E EXAMPLES3
  ,H[ >E WE DO+ S F>8
  ,IS ? :AT Y _H 9 M9D8
  ,IS ? :AT Y >E LOOK+ =8
  ,DOES ? MAKE S5SE 6Y8
  ,IS ? AN IMPROVE;T OV] :AT Y >E DO+8
  ,! B5EFIT (! ,TRIAL ,CLOSE IS !
PROSPECT C ANSW] YES OR NO4 ,2C Y >E
M]ELY 8TE/+ ! WAT]S10 Y DON'T 5D !
PRES5T,N4 ,GRT SALESPEOPLE USE ? CLOSE
"?\T ! PRES5T,N TO 8TAKE ! PROSPECT'S
BUY+ TEMP]ATURE40
  8,MR4 & ,MRS4 ,PROSPECT1 IS ? :AT Y >E
LOOK+ =80 ,IF !Y SAY NO1 Y SAY1 8,F9E1
:AT IS X Y >E LOOK+ =80 ,X'S L TRAVEL+
D[N A =K$ ROAD4 8,DOES ? MAKE S5SE 6Y80
,!Y 3FIRM & Y MOVE 6! NEXT =K 9 ! ROAD4
8,Y L ! COLORS80 ,!N Y MOVE 6! NEXT =K1
8,IS ? :AT Y L80 ,FOLL[ ! ROAD 6! F9AL
CLOSE4
  ,! BASIC PROCESS ( SELL+ IS ASK+ "QS1
DET]M9+ HOT BUTTONS1 GA9+ -MIT;TS1 &
,TRIAL ,CLOSES SOLIDIFY ! "QS Y ASK4
  ,TRIAL CLOSES 6MEMORIZE
  #A4 ,SUP] A*IEV]3 ,I GET ! IMPRES.N Y
>E EXCIT$ AB ! OPPORTUN;Y PRES5T$8 ,IS T
CORRECT8
  #B4 ,SUP] A*IEV]3 ,MR4 & ,MRS4
,PROSPECT1 ON A SCALE ( #A 6#AJ1 #A M1N+
[N+ MAY N MAKE -PLETE S5SE YET1 & #AJ 2+
X MAKES P]FECT S5SE ''' ": >E Y ON !
SCALE ( #A 6#AJ8 ,PROSPECT3 ,I GUESS
WE'RE AT A #G4 ,SUP] A*IEV]3 ,GRT4 ,:AT
A4I;NAL 9=M,N W Y NE$ 6HELP Y GET 6A
#AJ8
  #C4 ,SUP] A*IEV]3 ,N[ T ,I H
DEMON/RAT$ ! F1TURES (! MA*9ES1 H[ D Y
FEEL !Y W B5EFIT YR OP],N8
  #D4 ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 :Y
IS X Y WANT 6[N8
  #E4 ,SUP] A*IEV]3 ,AF VIEW+ ! F1TURES
& B5EFITS1 WDN'T Y AGREE X'S UNNEC 6EV5
3SID] [N+ ANY?+ ELSE8


    #H4 ,,B5 ,,FRANKL9 ,,CLOSE
  ,,OK1 ,I "K :AT Y >E ?9K+1 ! ,B5
,FRANKL9 ,CLOSE IS Z OLD Z ! HILLS1
"EYBODY IS FAMILI> ) X4 ,? DOES N NEGATE
! FACT X'S / ! MO/ P[];L CLOSE T HAS "E
BE5 DEVELOP$ =! SALES PROFES.N4 ,&= GD
R1SON4
  ,! ,B5 ,FRANKL9 ,CLOSE P>ALLELS H[
HUMANS PROCESS 9=M,N & ?9K4 ,:5"E WE >E
FAC$ )A DECI.N1 WE RUN "? A *ECK-&-BAL.E
SY/EM 6WEI< ! PROS & CONS (! DECI.N4 ,WE
LOOK =A R1SON 6D "S?+ OR N 6D X4
  ,B5 ,FRANKL91 :O 0 ,AM]ICA'S F/ SELF-
MADE MILLIONAIRE1 MADE 8 DECI.NS 0F/
TAK+ A PIECE ( PAP] & DRAW+ A L9E D[N !
C5T]4 ,ON "O SIDE HE WROTE ALL ! R1SONS
FAVOR+ ! DECI.N1 & ON ! O!R SIDE HE
WROTE 8 R1SONS = OPPOS+ X4 ,!N1 HE WD
REVIEW 8 LI/ & R5D] A C>E;L DECI.N4
  ,! R1SON :Y SALESPEOPLE FI<T ?
TE*NIQUE IS 2C !Y ?9K X'S AN \TDAT$
ME?OD4 ,H["E1 "H IS H[ Y C USE !
,IMPROV$ ,B5 ,FRANKL9 ,CLOSE4
  ,SUP] A*IEV]3 ,MR4 & ,MRS4 ,PROSPECT1
,I C S5SE Y >E HAV+ DI6ICULTY ) ?
DECI.N1 >5'T Y8 7,SIL;E1 WAIT = REPLY74
,! LA/ ?+ ,I WD WANT IS = Y 6MAKE A
*OICE Y MI<T HE UNCOM=TA# )4 ,MAY ,I
MAKE A SU7ES;N8 ,LET'S USE A SY/EMATIC
DECI.N-MAK+ ME?OD4 ,ON "O SIDE ( MY
LEGAL PAD WE W LI/ ! R1SONS FAVOR+ A
POSITIVE DECI.N1 & ON ! O!R SIDE WE'LL
LI/ YR 3C]NS4 ,AFW1 WE'LL SEE IF X MAKES
S5SE 6Y4
  ,Z ! SUP] A*IEV]1 TAKE YR P5 & PAP] &
FILL \ ALL ! R1SONS = [N+ = YR PROSPECT4
,!N MAKE A ,SUMM>Y ,CLOSE 7PAGE #AEC71
RE/AT+ ALL ! POSITIVE R1SONS = [N+4 ,!
P5 IS 9 YR H& & Y >E ! "O WRIT+4 ,Y %D 2
A# 6-E UP ) C.T.S R1SONS :Y !Y %D [N4
,AF Y FILL \ ! POSITIVE R1SONS1 Y SAY1
8,X C]TA9LY SEEMS Z IF "! >E A NUMB] (
GD R1SONS = GO+ =W>D1 DOESN'T X80 7,WAIT
=! REPLY47
  ,N[ Y SIMPLY H& !M ! P5 & PAP] & SAY1
8,N[ T WE'VE LI/$ ALL ! R1SONS =1 C Y
?9K ( ANY R1SONS N 6G AH1D80 7,! KEY N[
IS 6REMA9 P]FECTLY SIL5T & LET !M "W ON
X 0!MVS47 ,MO/ (! "T1 !Y W N 2 A# 6LI/ M
?AN ?REE 6F\R R1SONS 6PROHIBIT [N+4
  ,F "H Y 2G9 6,ASSUMPTIVELY ,CLOSE
0SAY+ "S?+ L3 8,LOOKS L Y H MADE ! "R
DECI.N10 OR 8,X SEEMS PRETTY OBVI\S
DOESN'T X80 ,PROGRESS 6! ,ORD] ,=M
,CLOSE4
  ,! ,B5 ,FRANKL9 ,CLOSE %D N 2 LIMIT$
6! 5D ( YR PRES5T,N :5 TRY+ 6GA9 ! F9AL
-MIT;T4 ,9 MY =M] R1L E/ATE DEVELOP;T
C>E]1 ! HOME-BUILD+ DIVI.N 0 HI<LY
-PETITIVE1 S :5 PROSPECTS SU7E/$ !Y 7
3SID]+ ! S]VICES ( ANO!R BUILD]1 ,I ASK$
TWO "QS T TRI7]$ A ,B5 ,FRANKL9 ,CLOSE3
  ,SUP] A*IEV]3 ,MR4 & ,MRS4 ,PROSPECT1
BUILD] ,,XYZ DOES A F9E JOB4 ,I'M
CURI\S1 C Y TELL ME :AT S]VICES &
F1TURES !Y (F] T CAUSE Y 6WANT 6D BUSI;S
) !M8 ,IS "! ANY R1SON OR 3C]NS T WD
CAUSE Y N 6H T -PANY 3/RUCT YR DR1M
HOME8
  ,! F/ PURPOSE (! "QS IS 6"U/& _! HOT
BUTTONS 7"EY?+ !Y >E LOOK+ = 9 A
BUILD]74 ,SECOND1 !Y GIVE :AT IS CALL$ !
89V]SE HOT BUTTON0--! R1SONS :Y !Y WD N
WANT 6USE A "PICUL> BUILD]4 ,F ? Y WD
DEVELOP YR PRES5T,N 6SATISFY _! HOT
BUTTONS1 Z WELL Z _! 3C]NS4
  ,? IS A MAGNIFIC5T CLOSE1 :E!R SELL+
SIMPLE OR -PLEX PRODUCTS & S]VICES4 ,:5
A P]SON HAS DI6ICULTY MAK+ A DECI.N1
NORM,Y HE HAS MOV$ PA/ 8 EMO;NAL HI< &
IS ATTEMPT+ 6JU/IFY ! PUR*ASE 0LOGIC4 ,!
IMPROV$ ,B5 ,FRANKL9 ,CLOSE W SATISFY
EV5 ! MO/ 4CRIM9AT+1 ANALYTICAL P]SON4

    #I4 ,,! ,,PUPPY ,,DOG ,,CLOSE
  ,:AT D PUPPY DOGS H 6D ) CLOS+8 ,LET'S
EXAM9E H[ SM>T PET /ORE [N]S US$ 6SELL
CUTE LL PUPPY DOGS4 ,Y LET ! PROSPECT
8GIVE ! PUPPY DOG A TRY0 & TAKE X HOME
ON A TRIAL BASIS4
  ,PET /ORE SALES /ORY
  ,A P>5T & H] *N UNEXPECT$LY WALK 96!
PET /ORE J 6LOOK AT ! PUPPY DOG !Y SAW 9
! W9D[4 ,! *N 2G9 *ANT+3 8,WE WANT !
PUPPY DOG1 WE WANT ! PUPPY DOG60
  ,! PET /ORE [N] TAKES ! DOG F ! 4PLAY
W9D[ &! P>5T & *N 2COME EMO;N,Y 9VOLV$ )
A PUR*ASE DECI.N T !Y PROBABLY _H N EV5
3SID]$ 2F WALK+ 96! /ORE4 ,! *N P]SI/ )1
8,PL1SE ,MOMMY1 C'T WE H ! PUPPY DOG8
,WE'LL TAKE C>E ( X4 ,C'T WE TAKE X HOME
) U80
  ,! /ORE [N] S5SES H] APPREH5.N & !N
ISSUES ! ,9VIT,NAL ,CLOSE3 8,? IS A
MAJOR DECI.N1 S :Y DON'T Y J GIVE X A
TRY8 ,TAKE ! PUPPY HOME =A FEW "DS &
PLAY ) HM6 ,IF Y DON'T FEEL -=TA#1 J BR+
HM BACK40 ,! P>5T RELUCTANTLY AGREES1
?9K+ X'S NO OBLIG,N1 WE'LL J 8GIVE X A
TRY0 & BR+ X BACK 9 A C\PLE ( "DS AF !
KIDS 4COV] !Y RE,Y DON'T WANT !
RESPONSIBIL;Y (A DOG4
  ,B :AT USU,Y HAPP5S IS ! PUPPY DOG
TAKES ON AN ID5T;Y & IS GIV5 A "N4 ,X
LOOKS UP AT E "O ) ^? S(T BR[N EYES1 &
CU4LES 9 EA* FAMILY MEMB]'S LAP4 ,! KIDS
>E 5AMOR$4 ,! P>5TS >E SMITT54 ,SU45LY1
T CUTE LL PUPPY DOG IS A "P (! FAMILY &!
SALE IS 3SUMMAT$4
  ,P[];L CLOSE6 ,WDN'T Y AGREE8 ,& "S (!
MO/ SU3ESS;L -PANIES 9 ! _W USE ? TYPE (
SALES CLOSE4
  ,REMEMB]1 ,I TOLD Y ! /ORY (!
SALESP]SON :O HELP$ ME PUR*ASE MY COPY
MA*9E4 ,2+ NO DUMMY1 HE NOTIC$ ,I 0
OP]AT+ 9 MY HOME (FICE ) AN \TDAT$
!RMAL-PAP] FAX MA*9E4 ,HE ASK$ =! FAX-
MA*9E ORD] TOO1 & MY KNEE-J]K 9GRA9$
RESPONSE WAS1 8,NO1 ,I'VE SP5T ALL ,I AM
GO+ 6SP5D ON ! COPY MA*9E4 ,! FAX MA*9E
W -E LAT]40 ,H["E1 ON ! "D HE DELIV]$ MY
COPI]1 HE AL CLOS$ ! FAX-MA*9E SALE
0EMPLOY+ ! ,PUPPY ,DOG ,CLOSE4
  8,N[1 ,MR4 ,B>NES1 ,I "K Y M5;N$ Y
W]5'T Q R1DY =A NEW FAX MA*9E1 B ? 0 AT
! W>EH\SE1 & ,I J WANT$ 6SEE H[ Y FEEL
AB US+ ! F1TURES (A LAS]1 PLA9-PAP] FAX
MA*9E4 ,J GIVE X A TRY1 ,I'LL 2 BACK 9
AB #CJ "DS 69SPECT ! COPI] & IF ! FAX
MA*9E IS N = Y1 X WON'T CO/ Y A C5T4 ,Y
C DET]M9E IF Y WD L 6[N A MA*9E L ? OR
3T9UE ) YR OLD "O40
  ,GUESS :O N[ [NS A LAS]1 PLA9-PAP] FAX
MA*9E8 ,& :AT'S ! LESSON8 ,Z A SALES
$UCATOR & 3SULTANT1 ,I SAW ! CLOSE -+ F
A MILE AWAY4 ,YET1 :5 YR TACTICS >E S.D1
& Y H ! BE/ 9T]E/S ( YR CU/OM] 9 M9D1
EV5 IF !Y "K :AT Y >E DO+1 Y >E 9V9CI#4
  ,LET'S DRIVE ! PO9T HOME AG4 ,A SALE
IS EMO;NAL & 6P1K EMO;NAL RESPONSES1 Y
M/ LET ! PROSPECT SEE1 T\*1 FEEL1 SMELL1
HE> ! B5EFITS ( YR PRODUCT OR S]VICE4
,T'S :Y X'S IMP]ATIVE1 :5"E POSSI#1
6PLACE YR PRODUCT 9 ! H&S (! PROSPECT S
HE C EXP]I;E1 F/ H&1 ! EMO;NAL VALUES4
  ,9 ! VAC,N [N]%IP 9DU/RY1 !Y 9VITE Y =
A 8FREE -PLI;T>Y1 NO OBLIG,N WEEK5D0
6DECIDE IF [N+ A %>E 9 A 3DOM9IUM FITS
YR PHILOSOPHY & LIFE/YLE4 ,Y >RIVE1 !
SALESPEOPLE GREET Y )A BOTTLE ( W9E & %[
Y A LUXURY1 TWO-B$ROOM VILLA1 -PLETE )
,JACUZZI & HUGE1 WALL-TO-WALL MIRRORS 9
! MA/] B$ROOM4 ,PRIOR 6MEET+ YR
REPRES5TATIVE1 Y 5JOY ! H1L? CLUB :ILE !
*N >E AT ! POOL4 ,! REPRES5TATIVE MEETS
) Y & RE,Y DOESN'T ATTEMPT 6CLOSE1 B
SAYS1 8,N[ ISN'T ? :AT Y DES]VE8 ,WDN'T
X 2 NICE 6TR1T YR FAMILY L ? ="E8 ,0!
WAY1 ,I H A V SPECIAL HOME J L ? "O4 ,:Y
DON'T Y GIVE X A TRY80
  ,IF Y SELL AUTOMOBILES1 LET !M TE/
DRIVE ! C>4 ,IF Y REPRES5T R1L E/ATE1
GET !M 9 ! HOME & ON ! PROP]TY4 ,IF Y
M>KET BOATS1 PUT !M 9 ! WAT]4 ,! ,PUPPY
,DOG ,CLOSE IS S OV]:ELM+LY APP1L+1 !
SALESP]SON DOES LL "W 63CLUDE ! SALE4 ,!
BUY]S CLOSE !MVS1 2C EXP]I5C+ ! PRODUCT
MAKES !M FEEL L AN [N] EV5 2F !Y -MIT
6SAY+ YES4

    #AJ4 ,,! ,,%>P ,,ANGLE ,,CLOSE
  ,! ,%>P ,ANGLE ,CLOSE1 "S"TS REF]R$ 6Z
! 8,IF ,I CD1 WD Y80 CLOSE1 IS A SUP]B
MANEUV] :5 3FRONT$ ) MO/ TYPES (
OBJEC;NS4 ,:AT"E ! 3C]N Y RCV1 Y SIMPLY
8%>P ANGLE0 ! OBJEC;N & S5D X BACK 6!
PROSPECT ) 8,IF ,I CD1 WD Y80
  ,PROSPECT3 ,I DON'T "K IF ,I C AF=D X4
  ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 ,IF ,I
CD (F] L[1 3V5I5T MON?LY T]MS1 WD Y
PROCE$8
  ,! ,%>P ,ANGLE CLOSE IS AL A P]FECT
ME?OD 6H&LE SMOKE-SCRE5 OBJEC;NS4 ,I
4CUSS$ 9 ! OBJEC;NS POR;N (! BOOK T
"S"TS ! PROSPECT'S F/ OBJEC;N MAY N 2 !
R1L OR F9AL OBJEC;N4 ,OBS]VE H[ 6SMOKE \
! HI45 OBJEC;N ) 8,IF ,I CD1 WD Y80
  ,PROSPECT3 ,I DON'T "K IF C AF=D X4
  ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 IF ,I CD
(F] L[1 3V5I5T MON?LY T]MS1 WD Y PROCE$8
  ,PROSPECT3 ,IS T POSSI#8 7,! AV]AGE
SALESP]SON WD 2 TEMPT$ 6JUMP 9 & ANSW]
YES4 ,! SUP] A*IEV] TAKES ! OPPORTUN;Y
6MAKE SURE %E'S H&L$ ! F9AL OBJEC;N & IS
N S QK 6ANSW]47
  ,SUP] A*IEV]3 ,I C'T 2 C]TA9 UNTIL WE
PROCESS A LOAN APPLIC,N4 ,I H AN
APPLIC,N : W ONLY TAKE A MO;T 6-PLETE1 &
WE C MAKE ! SALE 8SUBJECT TO0 F9ANCIAL
APPROVAL4 ,T MAKES S5SE1 DOESN'T X8
  ,PROSPECT3 ,I DON'T "K1 ,I PROBABLY
NE$ 6?9K AB X4
  ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 ,I S5SE
YR HESITANCY4 ,9 A4I;N 6! F9ANCIAL
>RANGE;TS1 IS "! "S?+ ELSE T PROHIBITS Y
F 2COM+ 9VOLV$ TD8
  ,PROSPECT3 ,WELL1 ,I J WANT 6BE C]TA9
X W P]=M 6YR CLAIMS & Z SPECIFI$4
  7,! SUP] A*IEV] N[ ISSUES A SECOND
,%>P ,ANGLE ,CLOSE47
  ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 ,I "U/&
H[ Y FEEL4 ,9 A4I;N 6! T]MS1 IF ,I CD
(F] FULL WRITT5 W>RANTY ASSUR.ES1 WD Y
PROCE$ TD8
  ,PROSPECT3 ,WELL1 "U ^? T]MS1 X SEEMS
R1SONA#4 7,NOTE3 ,! SUP] A*IEV] N[ 2G9S
63CLUDE ! SALE 0ASSUMPTIVELY EMPLOY+
?REE A4I;NAL CLOS+ TE*NIQUES3 !
,ASSUMPTIVE ,H&%AKE ,CLOSE1 ! ,ORD] ,=M
,CLOSE1 &! ,ALT]NATIVES ,CLOSE47
  ,SUP] A*IEV]3 ,3GRATUL,NS ,MR4
PROSPECT Y'VE MADE A WISE DECI.N4
7,ASSUMPTIVE ,H&%AKE ,CLOSE7
  ,PROSPECT3 ,?ANK Y4
  ,SUP] A*IEV]3 ,! NEXT /EP IS 6SIMPLY
PREP>E ! PAP]"W4 ,MAY ,I H ! CORRECT
SPELL+ ( YR FULL "N8 7,ORD] ,=M ,CLOSE7
  ,PROSPECT3 ,JOHN ,A ,SMI?
  ,SUP] A*IEV]3 ,MR4 ,SMI?1 AB ! 9ITIAL
9VE/;T1 W Y HE H&L+ ! DEPOSIT ) CR$IT
C>D OR P]SONAL *ECK8 7,ALT]NATIVES
,CLOSE7
  ,PROSPECT3 ,CR$IT C>D4

    ,CLOSES ,>E ,/ACK$ ON ,TOP ( ,"O
    ,ANO!R
  ,X IS VIT,Y IMPORTANT Y REVIEW !
PREVI\S CLOS+ SC5>IO NUM]\S "TS4 ,"! IS
AN IMPORTANT "ULY+ LESSON 3TA9$ )94
,R1LIZE1 T AL? WE 2GAN )! ,%>P ,ANGLE
,CLOSE1 ? 0 N ! TE*NIQUE T 3CLUD$ !
SALE4 ,! ,%>P ,ANGLE 0 ONLY A PREC$+
CLOSE T L1D 6! F9AL CLOS+ /RATEGIES (!
,ASSUMPTIVE ,H&%AKE ,CLOSE1 ,ORD] ,=M
,CLOSE & ,ALT]NATIVES ,CLOSE4
  ,TAKE HE$ & PAY CLOSE ATT5;N 6! NEXT
/ATE;T4 ,! IMPORT.E ( "K+ MULTIPLE CLOS+
TE*NIQUES IS 2C NO "O CLOSE 3CLUDES !
SALE--X REQUIRES ! USE ( _M CLOS+
TE*NIQUES4
  ,Y W NOTICE WE /ACK$ & LAY]$ TE*NIQUE
^U TE*NIQUE1 EA* CLOSE BUILD+ ON !
PREC$+ CLOSE UNTIL ! SALE 0 -PLETE4 ,Y
M/ NOTE WE N"E DIRECTLY ASK$ ! PROSPECT
6BUY1 WE L1D HM 6! DECI.N ) CLOS+ "QS4
,LET'S REVIEW3
  --,I C'T AF=D X4 ,%>P ,ANGLE3 ,IF ,I
CD1 WD Y PROCE$ TD8
  --,H[ C ,I 2 C]TA9 ( P]=M.ES & YR
CLAIMS8 ,%>P ,ANGLE3 ,IF ,I CD WD Y G
=W>D TD8
  --,I NE$ 6?9K AB X4 ,?9K ,AB ,X
,CLOSE3 ,9 A4I;N 6T1 IS "! ANY?+ ELSE8
  --,ASSUMPTIVE ,H&%AKE ,CLOSE3
,3GRATUL,NS & ASSUR.ES4
  --,ORD] ,=M ,CLOSE3 ,ASSUMPTIVELY
CLOS+4
  --,ALT]NATIVES ,CLOSE3 ,ASK+ =! M"OY--
CA%1 *ECK OR CR$IT C>D4
  ,Z Y C SEE1 _M TE*NIQUES 7 EMPLOY$3
7#A & #B ,%>P ,ANGLE ,CLOSE TWICE71 #C7
,?9K ,AB ,X ,CLOSE1 #D7 ,ASSUMPTIVE
,H&%AKE ,CLOSE1 #E7 ,ORD] ,=M ,CLOSE &
#F7 ,ALT]NATIVES ,CLOSE4 ,REMEMB] !
/ATI/ICS T SD ! AV]AGE SALE IS 3CLUD$ AF
! FIF? ATTEMPT8 ,ASK+ =! ORD] & GETT+ X
REQUIRES TE*NIQUES & HAV+ A PREPLANN$1
SCRIPT$ ME?ODOLOGY 6GUIDE ! BUY] 96A
B5EFICIAL DECI.N T NORM,Y 8 [N FE>S WD H
PROHIBIT$4

    #AA4 ,,! ,,M9OR ,,PO9T ,,CLOSE
  ,? CLOSE1 (T5"TS REF]R$ 6Z ! ,SECOND>Y
,CLOSE1 IS BAS$ ON ! PREMISE T X'S EASI]
6H ! CU/OM] MAKE A SMALL DECI.N R ?AN
ASK =! MAJOR -MIT;T 6BUY YR PRODUCT OR
S]VICE4 ,Y ASK = -MIT;T ON A M9OR
DETAIL1 ! A3EPT.E ( : 9DIRECTLY PROPELS
! PROSPECT 6AGREE ON ! MAJOR DECI.N4
  ,M9OR ,PO9T ,CLOS+ EXAMPLES
  --AUTOMOBILE3 ,WD Y L CLO? OR V9YL
S1TS8
  --,NEW ,HOME3 ,WD Y L 6ASK T ! W9D[
TR1T;TS 2 9CLUD$ ) YR (F] 6PUR*ASE8
  --,F9.E3 ,WD T 2 CA% OR *>GE8
  ,9 ! ABV CASES1 9T]IOR F9I%ES OR
ME?ODS ( PAY;T >E M9OR ISSUES1 B IF !
PROSPECTS AGREE 6! M9OR DECI.NS1 ! MAJOR
DECI.N 6-MIT 6! 5TIRE (F]+ NATUR,Y
FOLL[S4

    #AB4 ,,! ,,YES ,,MO;TUM ,,CLOSE
  ,? GRT CLOSE 3SI/S ( ASK+ YR PROSPECTS
"QS T L1D !M 6ANSW] YES4 ,SUP] A*IEV]S
"K T IF _! PROSPECTS GET 96A M5TAL
PATT]N ( SAY+ YES F ! V 2G9N+ ( _!
PRES5T,N1 X W 2COME V DI6ICULT = !M 6SAY
NO AT ! CLOS+4
  ,! GOAL (! ,YES ,MO;TUM ,CLOSE IS
6CR1TE AN ATMOSPH]E ( AGREE;T4 ,6D ?1 Y
F/ NE$ 6TIE D[N ! CLOSE 0ASK+ "QS AT !
2G9N+ OR 5D (A S5T;E T DEM&S A YES
ANSW]4 ,X PSY*OLOGIC,Y TIES YR PROSPECT
96A YES AGREE;T4
  ,:5"E Y /ATE ANY?+ AB YR -PANY1
PRODUCT OR S]VICE1 ! PROSPECT HAS A
T5D5CY 6N 2LIEVE Y4 ,X'S YR JOB 6PRES5T
YR (F] 9 ! BE/ LI<T4 ,TOM ,HOPK9S SAYS1
8,IF Y SAY X1 !Y D\BT X1 IF !Y SAY X1
X'S TRUE40 ,"!=E1 ! B5EFIT (A TIE D[N IS
! PROSPECT V]B,Y AGREES ) YR /ATE;TS1 &
!N -ES 62LIEVE :AT %E IS SAY+4
  ,TIE ,D[N ,^WS3 ,DOESN'T X2 ,ISN'T T
"R2 ,WASN'T X2 ,CDN'T X2 ,WDN'T X2 ,>5'T
Y2 ,WON'T Y2 ,HAV5'T !Y2 ,HASN'T %E2
,WON'T !Y2 ,>5'T !Y2 ,%DN'T X2 ,C'T Y2
,DON'T Y AGREE2 ,ISN'T X2 ,DIDN'T X4
  ,TYPES ( ,TIE ,D[NS
  --,DEDUCTIVE ,TIE ,D[NS >E ! MO/ -MON
& >E US$ AT ! 5D (A S5T;E 6DEM& YES4
  ,SUP] A*IEV]3 ,X'S A TREM5D\S VALUE1
WDN'T Y AGREE8
  ,PROSPECT3 ,YES4
  --,9V]T$ ,TIE ,D[NS O3UR AT ! 2G9N+ (A
S5T;E4 ,X IS LESS DEM&+ & L1DS A
PROSPECT 6SAY YES4
  ,SUP] A*IEV]3 ,ISN'T X EXACTLY :AT Y H
9 M9D8
  ,PROSPECT3 ,YES4
  --,9T]NAL ,TIE ,D[NS >E US$ 9 ! MI4LE
( YR /ATE;TS ( FACT4
  ,SUP] A*IEV]3 ,MR4 & ,MRS4 ,PROSPECT1
Z WE /& "H ON ! BRIDGE1 C'T Y IMAG9E H[
Y & YR FAMILY W 5JOY ? NEW BOAT = YE>S
6-E8
  ,PROSPECTS3 ,YES4
  --,TAG ON ,TIE ,D[NS3 ,:5"E YR
PROSPECT (F]S POSITIVE /ATE;TS1 ADD A
TIE D[N 9 YR RESPONSE T BOL/]S VALUE4
  ,PROSPECT3 ,! VIEWS >E ABSOLUTELY
9CR$I#6
  ,SUP] A*IEV]3 ,>5'T !Y8
  ,/>T YR PRES5T,N & 3V]S,N POSITIVELY1
& L1D YR PROSPECTS 9 AGREE;T 2G9N+ ) YR
GREET+4 8,WELCOME1 ?ANK Y =! OPPORTUN;Y
6MEET4 ,X'S A GRT "D1 ISN'T X80 ,BUILD+
NUM]\S SMALL AGREE;TS F ! 2G9N+ ( YR
PRES5T,N 6! 5D W L1D Y 6! F9AL POSITIVE
CLOSE1 8,? IS :AT Y WANT1 ISN'T X80
  ,EXAMPLES ( ,TIE ,D[NS
  ,I BET Y >E SURPRIS$ ) :AT ? MA*9E W
A3OMPLI%1 >5'T Y8
  ,ISN'T ? :AT Y H ALW DR1M$ ( [N+8
  ,X'S A S.D 9VE/;T /RATEGY1 WDN'T Y
AGREE8
  ,DON'T Y AGREE1 ? IS EXACTLY :AT YR
SPECIFIC,NS CALL =8
  ,Y >E EXCIT$ N[1 >5'T Y8
  ,BAS$ ON :AT WE H %>$1 X FITS YR NE$S
P]FECTLY1 DOESN'T X8

    #AC4 ,,REF]RAL ,,PROSPECT+ ,,CLOSE
  ,"! >E ONLY TWO WAYS Y C 9CR1SE YR
BUSI;S4 ,"O1 F9D NEW PROSPECTS DAILY &
TWO1 OBTA9 M BUSI;S F YR EXI/+ CU/OM]
BASE4
  ,! EASIE/ & MO/ E6ECTIVE ME?OD (
OBTA9+ NEW PROSPECTS IS 6GA!R REF]RALS4
,:Y IS A REF]RAL S M* M P[];L ?AN A COLD
CALL8 ,2C X MAKES Y M CR$I#4 ,E>LI]1 WE
4CUSS$ "! >E ACTU,Y ?REE FACTORS !
PROSPECT 3SID]S DUR+ ! SALES PROCESS4
,F/ IS Y Z ! SALESP]SON1 SECOND1 YR
-PANY & ?IRD1 YR PRODUCT OR S]VICE4 ,IF
Y OBTA9 A REF]RAL F A SATISFI$ CU/OM]1
YR CR$IBIL;Y IS ALR E/ABLI%$4
  ,9 A4I;N 6YR CR$IBIL;Y 2+ E/ABLI%$1 L-
M9D$ P USU,Y ASSOCIATE ) "O ANO!R4 ,? IS
REF]R$ 6Z ! 8NE/ FACTOR0 &! NE/ FACTOR
SIMPLY SAYS 8BIRDS (A F1!R FLOCK TGR40
,? M1NS IF YR CU/OM] IS QUALIFI$ 6[N1 !N
HE IS MO/ LIKELY ASSOCIAT+ )& REF]R+
QUALIFI$ BUY]S 6Y4
  ,! OPTIMUM "T 6OBTA9 REF]RALS IS EI
IMMLY AF ! PUR*ASE OR AT ! "T ( DELIV]Y4
,! KEY 6OBTA9+ REF]RALS IS ?3 ,NO "O
VOLUNTE]S REF]RALS4 ,Y M/ ASK = !M4
  ,SUP] A*IEV]3 ,MR4 & ,MRS4 ,CU/OM]1 ,I
H A FAVOR 6ASK Y4
  ,CU/OM]S3 ,SURE1 :AT IS X8
  ,SUP] A*IEV]3 ,) MY BUSI;S1 MY MO/
VALU$ RES\RCE IS ! CU/OM]4 ,MY TOP
PRIOR;Y IS "K+ Y >E SATISFI$4 ,Y >E
SATISFI$ & -=TA# ) YR 9VE/;T DECI.N1
>5'T Y8
  ,CU/OM]S3 ,WE C]TA9LY >E4
  ,SUP] A*IEV]3 ,!N1 ! FAVOR ,I ASK IS
?4 ,I WD L 6%>E ! SAME OPPORTUN;Y ) YR
FRS OR RELATIVES4 ,D TWO 6?REE P]SONS -E
6YR M9D :O WD 5JOY ! SAME B5EFITS Z Y8
7,NOTE3 ,Y H ASK$ = REF]RALS T -E 6M9D
IMMLY )! ,ALT]NATIVES ME?OD4 ,NORM,Y !Y
W *OOSE TWO 2C X'S EASI] ?AN ?REE47
  ,AF Y OBTA9 ! "NS Y ASK =! PH"O NUMB]S
& IF ! CU/OM] IS EXTREMELY -=TA# ) Y1
ASK T ! CALL AH1D 69TRODUCE Y1 YR -PANY
& S]VICES4
  ,ANO!R ME?OD = REF]RAL PROSPECT+ -ES F
A FR ( M9E 9 ! 9SUR.E BUSI;S4 ,? IS H[
HE ASKS = REF]RALS3
  ,SUP] A*IEV]3 ,MR4 ,CU/OM]1 IF YR BE/
FRS 7 PRES5T "R N[1 WD Y 9TRODUCE U 6"O
ANO!R8
  ,CU/OM]3 ,C]TA9LY1 ,I'D 2 GLAD TO4
  ,SUP] A*IEV]3 ,MR4 ,CU/OM]1 T'S
EXACTLY :AT ,I'D L 6ASK Y 6D4 ,WD Y M9D
IF CALL$ 69TRODUCE MYF & MY S]VICE 6TWO
OR ?REE ( YR BE/ FRS8
  ,"! IS "O F9AL ME?OD 6! ,REF]RAL
,PROSPECT+ ,CLOSE & T IS 6OBTA9
PROSPECTS F P :O DID N BUY4 ,JULIE1 AN
\T/&+ SALESP]SON1 ALW ASKS = REF]RALS F
NON-BUY]S 9 ! FOLL[+ FA%ION3
  ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 ,I "U/&
! TIM+ IS N "R 6[N N[1 7OR ,I "U/& Y >E
N 9 A POSI;N 62COME 9VOLV$1 OR ,I "U/& Y
>E N 9 A POSI;N 6DECIDE TD7 B CD Y GIVE
ME ! "NS ( TWO OR ?REE P Y ?9K MAY 2 A#
6TAKE ADVANTAGE ( MY S]VICES8
  ,REMEMB]1 Y E>N REF]RALS 0EXCELL5T
S]VICE4 ,IF Y H FOLL[$ "? & SATISFI$ !
CU/OM] ) GD S]VICE & POSITIVE RESULTS1 Y
H E>N$ ! "R 6ASK = REF]RALS4