#AA3 ,ADV.ED ,CLOS+ ,SKILLS3
         ,URG5CY &! ,TAKE ,AWAY

  ,! SALESP]SONS GRTE/ 5EMIES >E
PROSPECTS' 9DECI.N & PROCRA/9,N4 ,X IS
-MON = CU/OM]S 6WANT 6PROCRA/9ATE1 & MO/
P W DELAY MAK+ A BUY+ DECI.N IF !Y FEEL
!Y C B5EFIT 0HOLD+ (F4 ,Z A MATT] (
FACT1 MO/ PROSPECTS W DELAY ! DECI.N EV5
?\< !Y "K X'S EXACTLY :AT !Y WANT OR
NE$4
  ,H[ D Y OV]COME 9DECI.N & PROCRA/9,N8
,URG5CY4 ,Y L1D YR PROSPECT 6TAKE AC;N
TD 0IGNIT+ A FIRE T CR1TES A S5SE (
URG5CY : PROVOKES & EXCITES YR PROSPECT
6BUY N[ 2F X'S TOO LATE4
  8,TOO LATE0 M1NS ! 3DI;NS SURR.D+ !
(F] W 2 DI6]5T AT A LAT] DATE IF !
PROSPECT DECIDES 6PROCRA/9ATE4 ,TOO LATE
M1NS ! CIRCUM/.ES W N ONLY *ANGE1 B !Y
MAY AL H AN ADV]SE E6ECT ON ! BUY] IF HE
DELAYS ! DECI.N 6[N4
  ,Y MAY SAY "! IS A LIMIT$ AVAILABIL;Y1
& :AT Y >E (F]+ MAY N 2 OBTA9A# AT A
LAT] DATE4 ,OR1 P]H "! IS AN IMP5D+
PRICE 9CR1SE1 &! PRODUCT OR S]VICE W
SOON CO/ M4 ,:AT"E ! SITU,N1 :E!R
AVAILABIL;Y OR PRICE1 ! 3DI;NS = BUY+ W
N 2 Z FAVORA# Z !Y >E "R N[4 ,? URG5CY
IS :AT -PELS A PROSPECT 6BUY N[4



    ,! ,FE> ( ,LOSS & ,DESIRE = ,GA9
  ,YR PROSPECTS' & CU/OM]S' TWO GRTE/
BUY+ MOTIV,NS >E ! FE> ( LOSS &! DESIRE
= GA94 ,FE> ( LOSS CAUSES P 6FEEL !Y W
MISS \ OR LOSE IF !Y DON'T [N "S?+4 ,AL1
P LOVE :AT !Y _C H1 & Z A MATT] ( FACT1
MO/ P D N EV5 R1LIZE H[ BADLY !Y WANT
6[N UNTIL X IS SU7E/$ 6!M T !Y _C H X4
  ,":AS1 ! DESIRE = GA9 IS BAS$ ON H[ !
PROSPECT P]CVS 8 SATISFAC;N Z A RESULT (
[N+ YR PRODUCT OR S]VICE4 ,! PROSPECT IS
N S M* BUY+ A PRODUCT Z HE IS ACQUIR+ !
P]CVD FEEL+S ( SATISFAC;N OR DR1M-
FULFILL;T T C ONLY 2 R1LIZ$ 0[N]%IP4
  ,Y >E ALW SELL+ 6! PROSPECT'S EMO;NS4
,! EMO;N ( FE> OR ! EMO;N ( SATISFAC;N W
DET]M9E :E!R YR PROSPECT PUR*ASES OR N4
,"!=E1 ! TOP SALESPEOPLE >E ^? :O
9CORPORATE ! DESIRE = GA9 )! FE> ( LOSS
9 _! SALES PRES5T,NS4

    ,URG5CY ,SURR.DS ,Y
  ,ADV]TIS]S & M>KET]S BOMB>D U ) URG5CY
&! FE> ( LOSS "EY": WE TURN4 8,YE> 5D
CLOSE-\10 8,9V5TORY REDUC;N10 8,WE'RE
OV]/OCK$ & M/ MAKE WAY =! NEW10
8,BANKRUPTCY & =ECLOSURE SALE10 >E
EXCELL5T R1SONS =! 3SUM] 6ACT IMMLY4
  ,AN AUTOMOBILE SALESP]SON TELLS 8
CU/OM]1 8,WE H J _H A PRICE 9CR1SE1 B ,I
D H J ? "O AT ! PRICE ,I QUOT$4 ,LET'S G
AH1D & SECURE ? "R N[1 2C "! IS "S"O
ELSE :O WANTS X TOO40

    ,TIM+1 ,LIMIT$ ,(F]1 ,"O (A ,K9D
  ,TIM+-,URG5CY IS ALW PLANN$ ) AN
IMP5D+ EV5T 9 M9D & ? IS REF]R$ 6Z !
IMP5D+-EV5T CLOSE4
  ,RETAIL]S SAY1 8,I'M EXPECT+ A PRICE
9CR1SE ANY "D N[40 ,)! IMP5D+ EV5T1 !
PROSPECT'S TIM+ IS "EY?+ &! L;G] HE
WAITS ! M X MAY CO/4 ,9 ALL CASES1 !
IMP5D+ EV5T CAUSES ! PROSPECT 6BUY N[ OR
SU6] ! 3SEQU;ES ( HI<] PRICES LAT]4
  ,LIMIT$ ,(F]4 ,LIMIT$ (F]S >E GIV5 )A
D1DL9E AB 6O3UR &! ITEMS = SALE >E
RE/RICT$ 6A DEF9ITE "T FRAME4 ,LIMIT$
(F]S CD 2 A SIMPLE ,COLUMBUS ,"D SPECIAL
ONLY1 OR A SALE T IS (F]$ "? ! 5D (!
MON?4
  ,VAC,N-[N]%IP RESORTS UTILIZE ! LIMIT$
(F] 0/RUCTUR+ ! 5TIRE PRODUCT >.D A "T
FRAME4 ,GUE/S >E 9VIT$ =A -PLI;T>Y
WEEK5D & M>KET]S & SALES PROFES.NALS
ALIKE R1LIZE IF ! DECI.N 6[N IS N OBTA9$
ON ! "D (! VISIT1 !Y W N"E SEE !
PROSPECT AG4 ,"!=E !Y CR1TE A LI/ (
B5EFITS & 9C5TIVES T >E AVAILA# ONLY ON
! "D ( VISIT4 ,? IS N 6SAY ! PROSPECT _C
-E BACK & PUR*ASE ANY"T HE DESIRES4 ,X'S
J T ON ! "D (! PRES5T,N1 9C5TIVES >E S
ATTRACTIVE1 X'S 9 ! 9T]E/ (! PROSPECT
6TAKE ADVANTAGE (! (F]+4
  ,"O (A K9D
  ,( C\RSE ! MO/ -MON1 YET P[];L1 =M (
URG5CY IS ! 8,"O (A K9D40 ,X IS A POPUL>
ME?OD & IS US$ :5 A P]SON IS HESITAT+ &
_C SEEM 6MAKE UP 8 M9D4 ,! SALESP]SON
SU45LY HALTS ! PRES5T,N & SAYS1 8,I MAY
H GOTT5 AH1D ( MYF4 ,2F WE G ANY FUR!R1
LET ME MAKE SURE WE EV5 H :AT Y >E LOOK+
= LEFT 9 /OCK40 ,&! SALESP]SON RETURNS &
SAYS1 8GRT NEWS1 ,I H "O LEFT04 ,!
PROSPECT _C 2LIEVE X NOR C ! SALESP]SON4
,SU45LY ! PROSPECT IS -PELL$ 6AN
9/ANTANE\S DECI.N 6PUR*ASE4

    ,SELL+ ,F ,/R5G?
  ,) URG5CY1 X IS IMPORTANT 6SELL F A
POSI;N ( /R5G? & APPE> 9DI6]5T AB :E!R !
PROSPECT BUYS OR N4 ,9 \R TE5AGE YE>S WE
CALL$ ? PLAY+ H>D 6GET ) RESPECT 6GETT+
DATES4 ,SELL+ F /R5G? USES ! ELE;T (
REV]SE PSY*OLOGY T MAKES P WANT "S?+ !Y
MAY N 2 A# 6GET4 ,9 O!R ^WS Y CR1TE A
NE$ 7DESIRE = GA97 & !N 9DICATE X MAY 2
H>D 6FULFILL 7FE> ( LOSS74

    #AG4 ,,! ,,TAKE ,,AWAY ,,CLOSE
  ,? IS ! CLOSE = ^? :O H MA/]$ SALES
BASICS4 ,Y M/ POSSESS & 3VEY AN 8,I
DON'T C>E0 ATTITUDE & 2 A# 6SELL F
/R5G?4 ,! PO9T IS1 Y RE,Y D N C>E IF !
PROSPECT 2COMES 9VOLV$1 2C REG>D.S IF %E
*OOSES 6[N OR N1 "S"O ELSE IS WAIT+ =!
OPPORTUN;Y 6BUY F Y4
  ,? CLOSE IS BAS$ ON ! 8FE> ( LOSS40 ,Y
H BE5 5C\RAG+ 8DESIRE = GA90 0GIV+ A
BRILLIANT PRES5T,N1 ! PROSPECTS MAY 2
HESITAT+ & / N MAKE UP _! M9DS4 ,S R ?AN
3T9UE 6SP1K 9 T]MS ( :AT ! PROSPECTS W
GA91 Y %IFT GE>S4 ,N[ Y W SP1K 9 T]MS (
:AT ! PROSPECTS W LOSE 0N TAK+ AC;N3
  ,SUP] A*IEV]3 ,MR4 & ,MRS4 PROSPECT1
,I C SEE Y >E ABSOLUTELY 5?RALL$ ) ?
GORGE\S HOMESITE4 ,B S9CE Y >E UNA#
6MAKE UP YR M9D1 ,I H A SU7ES;N T W HELP
Y AVOID 4APPO9T;T4 ,Z Y >E AW>E1 ? IS !
ONLY HOMESITE AT ? PRICE4 ,9 ! EV5T "S"O
ELSE DECIDES 6PUR*ASE YR HOMESITE 2F Y
D1 :Y DON'T WE G & SELECT ANO!R "O 8ALM
Z NICE40 7,! CRITICAL 9/RUC;N3 ,REMA9
P]FECTLY SIL5T47
  ,PROSPECTS3 ,WE DON'T WANT A HOMESITE
8ALM Z NICE40 ,2SS "EY?+ ELSE IS M
EXP5SIVE4
  ,MOVE 96YR CLOS+ SEQU;E & ASSUMPTIVELY
3CLUDE ! TRANSAC;N )! ,ORD] ,=M ,CLOSE4
7,P D N "K H[ BADLY !Y WANT "S?+ UNTIL Y
SU7E/ !Y _C H X47
  ,REVIEW (! 8,"O ( ,A ,K9D0 CLOSE3
  ,SUP] A*IEV]3 ,2F WE G ANY FUR!R1 LET
ME CALL MY (FICE & 2 SURE ,I EV5 H ?
ITEM 9 /OCK4 ,WD T 2 ,,OK8
  ,PROSPECT3 ,YES1 SURE4 ,SEE IF X'S
AVAILA#4 7,NOTE3 ,IF Y >E GIV5 P]MIS.N
6*ECK AVAILABILITIES1 ! PROSPECT HAS
DECID$ 6[N47
  ,SUP] A*IEV]3 ,I'M GLAD ,I CALL$2 WE
>E 9 LUCK4 ,"! 0 J "O LEFT AT ! W>EH\SE4
7,NOTE3 ,MOVE 96AN ,ASSUMPTIVE ,CLOSE &
3CLUDE ! SALE47

    ,URG5CY-,BUILD+ ,/ATE;TS
  #A4 ,"! IS ONLY "O LEFT4
  #B4 ,"! >E S"EAL SALESPEOPLE %[+ !
SAME ?+4
  #C4 ,? IS A LIMIT$ PROMO;N & ,I'M UNA#
6EXT5D ! PRICE WE (F] TD4
  #D4 ,"S"O ELSE IS LOOK+ AT ! V SAME
ITEM4
  #E4 ,R ?AN LET ? SLIP AWAY1 :Y DON'T
WE PUT ? ON TEMPOR>Y HOLD :ILE WE G BACK
\ =A TE/ DRIVE4