#AB3 ,! ,BE/ (! ,RE/

    ,A4I;NAL ,P[]H\SE ,CLOS+ ,/RATEGIES
  ,AF Y H MA/]$ OV]COM+ OBJEC;NS F.D 9
*APT] #F & 8,! ,BAK]'S ,DOZ50 P[]
TE*NIQUES 9 *APT] #I1 X'S "T 6BUILD UP
A4I;NAL CLOS+ /RATEGIES4 ,! _W'S HI<E/
PD SALES PROFES.NALS >E ^? :O >E 3/ANTLY
PRACTIC+ & BUILD+ _! CLOS+ TE*NIQUES4
,RE/ ASSUR$1 YR ?OR\< K ( ^! MULTIPLE
TE*NIQUES W N ONLY IMPROVE YR RESULTS1 B
AL BUILD YR SELF-3FID;E & 9COME4

    #AH4 ,,MY ,,LAWY] ,,OR ,,A3.T
    ,,CLOSE
  ,WE H ALL _H A PROSPECT TELL U \R (F]
SEEM$ 6BE ! P]FECT SOLU;N1 B ''' 2F MAK+
A F9AL DECI.N HE SAYS1 8,I NE$ 6RUN ?
0MY LAWY] OR A3.TANT40
  ,:5 A PROSPECT SAYS HE NE$S A ?IRD-"PY
APPROVAL1 EI HE IS US+ A SMOKE-SCRE5
OBJEC;N OR HE IS 3TROLL$ 0HIS FE>S4
  ,IF H["E1 OBTA9+ ADVICE F A ?IRD "PY1
S* Z A LAWY]1 A3.TANT OR F9ANCIAL
ADVISOR IS A VALID OBJEC;N1 RECOGNIZE !
PROSPECT'S FE>S4 ,:5 ! PROSPECT SAYS1 ,I
_C MAKE A DECI.N )\T SEEK+ ! APPROVAL (
AN \TSIDE ADVISOR1 HE SIMPLY NE$S "S"O
6ASSURE HM X'S A WISE DECI.N4
  ,! ,LAWY] OR ,A3.TANT ,CLOSE
9CORPORATES ! CLOS+ /RATEGY ( 8SUBJECT
TO0 OR 83DI;NAL-T]MS0 SELL+3
  ,PROSPECT3 ,? SEEMS 6BE ! P]FECT
SOLU;N B1 2F MAK+ ,MY F9AL DECI.N1 ,I
NE$ 6RUN ? 0MY LAWY] 7OR A3.TANT74
  ,SUP]1 ,A*IEV]3 ,I C "U/&4 ,!N AM ,I
CORRECT 9 ASSUM+ Y >E TOT,Y SATISFI$1 &
"! IS NO "Q 9 YR M9D T Y FEEL X'S ! "R
?+ = Y 6D8
  ,PROSPECT3 ,YES1 ,I'M SATISFI$4 ,I J
WANT H] 6LOOK X OV]
  ,SUP] A*IEV]3 ,GRT1 !N ! ONLY "Q IS
:E!R YR LAWY] OR A3.TANT SAYS1 8,X'S !
"R ?+ 6D10 ,IS T CORRECT8
  ,PROSPECT3 ,T'S X4
  ,SUP] A*IEV]3 ,MR4 PROSPECT1 MAY ,I
ASK Y A "Q8 7PAUSE74 ,J SUPPOSE YR LAWY]
7 PRES5T AT ? V MO;T1 & %E ADVIS$ Y
6TAKE ADVANTAGE (! (F]+1 WD Y ACT TD8
  ,PROSPECT3 ,I SUPPOSE ,I WD4
  ,SUP] A*IEV]3 ,UN=TUNATELY %E IS N ) U
TD1 B PRIOR 6YR SP1K+ ) H]1 &
6FACILITATE ! TRANSAC;N 9 A "TLY FA%ION1
LETS PREP>E ! PAP]"W N[ & WE W MAKE !
SALE 8SUBJECT TO0 H] F9AL APPROVAL4 ,?
WAY1 ! PROCESS HAS 2GUN & IF 0*.E %E
DOESN'T AGREE1 WE W SIMPLY />T OV]4 ,T
MAKES P]FECT S5SE DOESN'T X8
  ,IF ! PROSPECT AGREES 6! PAP]"W
8SUBJECT TO10 Y >E N[ 9VOLV$ 9 ! PROCESS
& Y C FACILITATE ! DETAILS (! SALE )!
LAWY]1 A3.TANT OR ADVISOR1 ANSW]+ "QS &
OV]COM+ ! ?IRD "PY'S OBJEC;NS P]SON,Y4

    #AI4 ,,! ,,]RONE\S ,,3CLU.N ,,CLOSE
  ,) ? CLOSE Y 9T5;N,Y MAKE AN ]RONE\S
/ATE;T AB A DETAIL T HAS BE5 DECID$ ^U &
3FIRM$ E>LI] 9 ! SALES 3V]S,N4 ,:5 Y
PURPOSELY MAKE ! ]RONE\S /ATE;T1 !
PROSPECT W CORRECT Y & WALK "R 96! SALE4
  ,"H'S AN EXAMPLE US+ ! DELIV]Y DATE3
  ,SUP] A*IEV]2 ,MR4 ,PROSPECT1 LET ME
MAKE SURE ,I H ALL DETAILS4 ,Y REQUIRE
DELIV]Y ON ! #CJ? (! MON?4 ,IS T
CORRECT8
  ,PROSPECT3 ,NO1 X M/ 2 DELIV]$ 0!
#AE?4
  ,SUP] A*IEV]3 ,Y'RE "R4 ,I APOLOGIZE4
,I SEE X 9 MY NOTES4
  ,0CORRECT+ Y1 ! PROSPECT HAS CLOS$ !
SALE ) 8 [N ^WS1 & Y N[ ASSUMPTIVELY 2G9
3CLUD+ ! TRANSAC;N4

    #BJ4 ,,MAYBE ,I ,,%D ,,WAIT ,,CLOSE
  ,"S"TS REF]R$ 6Z ! 8,TIM+ IS ,N ,"R
,CLOSE03 ,? IS A P]FECT ME?OD 6OV]COME
PROCRA/9,N OR 6UNCOV] SMOKE-SCRE5
OBJEC;NS4 ,"! >E TWO WAYS 6A4RESS
8,MAYBE ,I %D WAIT40 ,! F/ IS 6ANSW] !
"Q )A "Q3
  ,PROSPECT3 ,I'M N SURE (! TIM+1 MAYBE
,I %D WAIT SIX MON?S8
  ,SUP] A*IEV]3 ,MAYBE Y %D1 ,MR4
,PROSPECT4 ,MAY ,I ASK A "Q ?\<8
  ,PROSPECT3 ,SURE4
  ,SUP] A*IEV]3 ,:AT W 2 DI6]5T SIX
MON?S F N[8 7,REMA9 SIL5T & LI/5 =!
3C]NS & F9AL OBJEC;NS4 ,X MAY J 2 A
MATT] ( (F]+ 3CES.NS S* Z T]MS4 ,LI/5
C>E;LLY &! PROSPECT MAY REV1L "S?+ M9OR
Y C OV]COME47
  ,Y MAY AL ANSW] 8,MAYBE ,I ,%D ,WAIT0
) ,ZIG ,ZIGL>'S FAM\S CLOSE6
  ,PROSPECT3 ,MAYBE ,I ,%D ,WAIT4
  ,SUP] A*IEV]3 ,MAYBE Y %D WAIT4 ,2C
ANY"T Y MAKE A DECI.N 69VE/ 9 "S?+ "! IS
ALW A POSSIBIL;Y ( LOSS4 ,I "K "! >E A
C\PLE ( ?+S 9 MY LIFE ,I PROBABLY WD H
BE5 BETT] (F _H ,I WAIT$4 ,I "K :5 MY
WIFE & ,I GOT M>RI$1 _H WE WAIT$ WE CD H
_H A H"OYMOON 65D ALL H"OYMOONS4 ,I "K
:5 WE _H \R F/ * X WASN'T ! "R TIM+4 ,_H
WE WAIT$ A FEW YE>S WE CD H GIV5 HM
ANY?+ HE WANT$4 ,& ,I "K IF ,I _H WANT$
:5 ,I PUR*AS$ MY F/ HOME1 ,I CD H BUILT
A RE,Y NICE F/ HOME4 ,2F Y V5TURE \ (
T[N1 ! PRO#M ) WAIT+ UNTIL ALL ! LI<TS
>E GRE5 IS1 Y J MI<T SP5D YR 5TIRE LIFE
": Y >E4 ,IF Y WAIT UNTIL "EY?+ IS J "R1
Y W N"E [N ANY?+ Y >E 5TITL$ 6[N & 5JOY4
,S9CE Y WANT X1 & X W 2 ( B5EFIT 6Y1 C Y
RE,Y ?9K ( ANY R1SON :Y Y %DN'T TR1T YRF
& YR FAMILY 6:AT Y ALL DES]VE8 ,! 9ITIAL
9VE/;T IS ONLY #AJ P]C5T1 W Y 2 US+ A
CR$IT C>D OR *ECK TD8

    #BA4 ,,ULTIMATUM ,,CLOSE
  ,? IS ! CLOSE ": Y ISSUE YR F9AL
PROPOSAL4 ,? TE*NIQUE REQUIRES 3FID;E &
/R5G? )! ATTITUDE NO "O SALE W BR1K YR
C>E] OR LIFE4
  ,WE H ALL _H ! EXP]I;E ": Y MAKE
MULTIPLE CALLS & PRES5T,NS 6A P]SON OR
-MITTEE & "S"O SAYS 8,WE'LL GET BACK
6Y10 ASK+ = A4I;NAL 9=M,N & "T 6?9K AB
X4
  ,Y H 9VE/$ 3SID]A# "T1 EV5 M S ?AN
NORMAL4 ,! PROSPECT HAS ALL ! 9=M,N1 YET
HE C'T SEEM 6MAKE A DECI.N1 S Y ISSUE !
ULTIMATUM1 ! ,F9AL ,DECI.N ,CLOSE4
  ,Y PREP>E ! 3TRACTS 9 _! 5TIRETY )!
SAME 9=M,N Y H 4CUSS$4 ,BR+ ! 3TRACT 6!
MEET+ & SAY3
  ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 WE H
COV]$ E ISSUE & 3C]N4 ,Y H AN IMM5SE
AM.T ( "T 9VE/$ & S D ,I4 ,EI ? IS A GD
IDEA OR X IS N1 & "O WAY OR ANO!R LET'S
R1* A POSITIVE \TCOME "R N[4
  ,TAKE YR 3TRACT & P5 & H& X 6!
PROSPECT4 8,IF Y AU?ORIZE ! AGREE;TS1
,I'LL PROCESS YR ORD] PROMPTLY40 7,REMA9
P]FECTLY SIL5T47
  ,REG>D.S (! \TCOME1 AT L1/ Y >E "?
*AS+ PHANTOMS & WA/+ ANYMORE ( YR "T4
  ,I %>$ ? CLOSE )A ,=TUNE #EJJ ,-PANY &
!Y CU/OMIZ$ ! TE*NIQUE 6USE = _! MAIL+
LI/4 ,X SEEMS !Y _H TWO LI/S1 "O = ^? :O
REGUL>LY PUR*AS$ &! O!R = ^? :O N"E
PUR*AS$4 ,YET1 !Y 3T9U$ 6MAIL ! SAME
BRO*URES & 9=M,N 6! P ON BO? LI/S4
  ,!Y APPLI$ ! ,ULTIMATUM ,CLOSE &
DESIGN$ A LR )A PO/AGE-PD RESPONSE C>D4
,! LR 9 ESS;E SD3 ,"? ! YE>S WE H MAIL$
Y 9=M,N )\T YR RESPONSE4 ,IF Y WI%
63T9UE RCVG BRO*URES & 9=M,N1 PL1SE
RETURN ! PO/C>D1 & WE W KEEP Y ON ! LI/1
O!RWISE ? IS \R LA/ 3TACT4
  ,! RESPONSE 0 OV]:ELM+4 ,MO/ DID N
REPLY1 B !Y SAV$ A =TUNE 9 BRO*URES &
PO/AGE & REDIRECT$ _! SAV+S 6NEW
PROSPECTS & CU/OM]S :O PUR*AS$4 ,!Y N[
S5D ? ULTIMATUM MAIL+ ANNU,Y4

    #BB4 ,,M]C$ES ,,CLOSE
  ,P USU,Y WANT :AT !Y C'T H OR AF=D1 &
"S"TS IF A P]SON IS F9ANCI,Y UNA# 6[N !
BE/1 HE WD R N [N X AT ALL4 ,X'S CALL$
*AMPAGNE & CAVI> TA/E :ILE ON A BE] &
PRETZEL BUDGET4
  ,=! PROSPECT :O 9SI/S ON ONLY [N+ !
BE/ REG>D.S ( 8 QUALIFIC,NS1 TRY ?3
  ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 REC5TLY
,I 9VE/$ 9 A NEW AUTOMOBILE4 ,X 0 A BR&
NEW ,NISSAN ,MAXIMA4 ,IDE,Y ?\<1 ,I
WANT$ 6[N A ,M]C$ES ,B5Z4 ,L YRF1 ,I
ONLY WANT 6[N ! BE/1 YET F9ANCI,Y ,I
WASN'T R1DY4 ,X'S N T ! ,M]C$ES 0
UNAF=DA#1 X J WASN'T PRUD5T4
  ,"O "D ,I W DRIVE ! ,M]C$ES YET "R N[1
,I'M DRIV+ :AT MAKES P]FECT S5SE & X
TAKES ME ": ,I WANT 6G 9 F9E /YLE4 ,R
?AN D5Y+ YRF [N]%IP & XS B5EFITS1 :Y
DON'T Y GET />T$ ) :AT'S PRUD5T4 ,LAT]1
:5 X MAKES P]FECT S5SE1 Y C TAKE ! EQU;Y
,9 YR 9VE/;T & PUT X T[>D :AT Y WANT :5
Y >E 9 A NEW POSI;N4 ,MR4 ,PROSPECT1 =
ONLY #AJ P]C5T ,I C S*$ULE DELIV]Y ON !
#A/ OR ! #AJ?8 ,:AT "WS BE/ = Y8

    #BC4 ,I',M ,,/ ,,%OPP+ ,,CLOSE
  ,! 8,I'M ,/ ,%OPP+ ,CLOSE0 IS US$ :5 A
P]SON OR -PANY [N] SAYS HE WANTS 6-P>E
YR PRICE & (F] )! -PETI;N 2F MAK+ A
DECI.N4 ,9 "S CASES ? IS AN UNAVOIDA#
OBJEC;N & "! >E ^? :O SIMPLY 5JOY !
PROCESS ( %OPP+ & NEGOTIAT+4
  ,! KEY 6? CLOSE IS Y M/ GIVE A S.D
R1SON :Y HE %D N G "? ! AGONY ( GO+ DOOR
6DOOR OR SALESP]SON 6SALESP]SON TRY+
6F9D A BETT] PRICE4
  ,! FOLL[+ TE*NIQUE IS ESPECI,Y
E6ECTIVE IF Y H BE5 9 BUSI;S = S"EAL
YE>S OR C SUB/ANTIATE ! FACT YR -PANY
DOM9ATES ! M>KET %>E4
  ,PROSPECT3 ,2F ,I MAKE ! F9AL DECI.N1
,I WD L 6%OP >.D 6BE SURE ,I'M GETT+ !
BE/ POSSI# PRICE4
  ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 ,I C
C]TA9LY APPRECIATE Y WANT+ 6%OP =! BE/
POSSI# VALUE4 ,T'S J SM>T BUSI;S1 & ,I
WD L 6MAKE Y AW>E WE H BE5 9 BUSI;S =
#AB YE>S & H HELP$ _M P J L YRF4 ,Z
MATT] ( FACT1 MO/ ( \R BUSI;S IS REP1T
CU/OM]S & REF]RALS :O "? ! YE>S %OPP$ \R
7PRODUCT1 S]VICES1 PRICES7 2F !Y MADE _!
F9AL DECI.N & 9VE/$ ) \R -PANY4 ,:Y PUT
YRF "? ! AGONY ( TRY+ 6LOCATE A BETT]
VALUE1 :5 ! %OPP+ HAS ALR BE5 P]=M$ = Y
0SM>T %OPP]S J L YRF8 ,LET'S G AH1D &
WRAP UP ! DETAILS N[4
  ,ANO!R ME?OD 6-BAT 8,I'M %OPP+ >.D0 IS
6(F] AN 9C5TIVE OR 8TD ONLY SPECIAL40
,YE>S AGO MY WIFE & ,I 7 %OPP+ =A D9+
ROOM SUITE4 ,WE LIV$ APPROXIMATELY #GE
MILES F ! NE>E/ METROPOLITAN >EA & _H
D$ICAT$ ! 5TIRE "D 6%OPP+ =! BE/ VALUE4
,WE 5T]$ \R F/ /ORE E>LY 9 ! MORN+ & F.D
:AT WE 3SID]$ ! P]FECT D9+ ROOM SUITE AT
A GRT PRICE1 & X 0 ON SALE4 ,B1 ? 0 \R
F/ %[ROOM1 S NATUR,Y WE DECID$ 6%OP >.D
6ASSURE \RVS WE 7 N MAK+ A HA/Y DECI.N4
  ,! SALESP]SON1 "K+ WE 7 AB 6DE"P1 BR"\
9 H] MANAG] :O PRODUC$ A WRITT5 W>RANTY
T GU>ANTE$ IF WE 7 6F9D ! SAME D9+ ROOM
SUITE AT A BETT] PRICE !Y WD N ONLY
REFUND ! DI6];E1 !Y WD GIVE U #AJ P]C5T
(F ! PUR*ASE PRICE4
  ,? GU>ANTEE REDUC$ \R FE>S1 & !Y CLOS$
! SALE ) URG5CY4 8,MR4 & ,MRS4 ,B>NES N
ONLY D WE GU>ANTEE ! BE/ VALUE1 B Z Y
"K1 ? SUITE IS ON SALE1 & X IS ! ONLY "O
WE H4 ,>E Y WILL+ 6RISK "S"O ELSE
PUR*AS+ YR D9+ ROOM :ILE Y %OP >.D80
  ,WE ACQUIR$ T D9+ ROOM SUITE #AC YE>S
AGO1 & LA/ YE> WE GAVE X 6A "Y C\PLE :O
>E N[ RCVG Z M* PL1SURE Z WE DID :5 WE
PUR*AS$ X4 ,T SALES MANAG] P]=M$ A GRT
S]VICE1 & WE SP5T ! RE/ (! "D HAV+ FUN R
?AN US+ AN 5TIRE "D %OPP+ = FURNITURE4
  ,:5"E Y C (F] A GU>ANTEE OR AN
9C5TIVE1 Y 9CR1SE ! LIKELIHOOD ( 3CLUD+
! SALE =! P]SON :O IS %OPP+4 ,A /R;G
9C5TIVE1 S* Z 9CLU.N (A VALUE-A4$ B5EFIT
IF YR PROSPECT PUR*ASES TD1 W MAKE !
DI6];E4
  ,! F9AL /RATEGY 6-BAT %OPP+ >.D IS :AT
IS CALL$ 8,! ,ALW ,2 ,LA/ ,CLOSE40 ,:5 Y
>E ABSOLUTELY 3V9C$ YR PROSPECT W 2
%OPP+1 ALW 2 LA/4
  ,) ? CLOSE N"E >GUE1 B 3G5I,Y ISSUE !
9VIT,N 6%OP4
  ,SUP] A*IEV]3 ,MR4 ,PROSPECT1 ,I "U/&
Y NE$ 6*ECK O!R AVAILABILITIES & PRICES4
,H["E1 2F Y G %OPP+1 ,I 0 WOND]+1 Y >E N
! TYPE ( P]SON :O MAKES 9/ANTANE\S BUY+
DECI.NS >E Y8
  ,PROSPECT3 ,NO4 T'S :Y ,I WANT 6%OP4
  ,SUP] A*IEV]3 ,GRT1 !N W Y PROMISE ME
"S?+1 & T IS 2F Y MAKE YR F9AL DECI.N1
-E BACK 6SEE ME1 & ,I PROMISE Y W RCV !
BE/ VALUE POSSI#4
  ,PROSPECT3 ,SURE1 ,I'LL N MAKE ! F9AL
DECI.N )\T *ECK+ ) Y F/4
  ,N[1 "!'S A *.E ! PROSPECT IS
SUBCONSCI\SLY -MITT$ 6SEE Y LA/4 ,! IDEA
T Y MAY 2 A# 6(F] A BETT] VALUE W 5TICE
! PROSPECT BACK 6Y 2F R5D]+ A F9AL
DECI.N4
  ,9 "S CASES1 ! PROSPECT W SAY1 8,:Y
DON'T Y J GIVE ME YR BE/ PRICE N[80
,RESI/ ! TEMPT,N 6GIVE 9 OR Y MAY N"E
SEE ! PROSPECT AG 2C X'S POSSI# HE W :I%
6NEGOTIATE )! -PETI;N4 ,SIMPLY TELL !
PROSPECT3
  ,SUP] A*IEV]3 ,G \ & GET ! BE/ PRICE Y
C & !N -E BACK & SEE ME4 ,I'M C]TA91 :5
ALL IS SD & D"O1 ,I'LL 2 ! "O 6GIVE Y !
V BE/ VALUE4
  ,:5 ! PROSPECT DOES -E BACK 6SEE IF Y
C B1T ! BE/ PRICE HE RCVD1 0ALL M1NS 2
R1DY 6D X IF POSSI#4 ,IF Y C N B1T !
PRICE1 EXPLA9 X'S 2C Y H ! BE/ VALUE1 :
9CLUDES W>RANTY1 DELIV]Y1 SETUP &A HO/ (
O!R VALUE-A4$ S]VICES4
  ,SUP] A*IEV]3 ,Y'RE "R1 X IS A HI<]
PRICE B LOOK :AT Y RCV4 ,X 9CLUDES !
W>RANTY1 DELIV]Y & FREE 9/ALL,N TD4
,MR41 ,PROSPECT1 Y D WANT 62G9 5JOY+ !
B5EFITS TD1 DON'T Y8

    #BD4 ,,! ,,SUMM>Y ,,CLOSE
  ,Z Y APPROA* ! 5D ( YR PRES5T,N1 !
PROSPECT IS FAC$ )! TASK ( HAV+ 6>RANGE
ALL ( YR 9=M,N 96A CLE> & 3CISE PICTURE
2F %E IS A# 6R5D] A DECI.N4
  ,Z ,I /AT$ 2F1 Y >E ALW SELL+ B5EFITS1
& Y SUMM>IZE !M 9 A MANN] : PROVES YR
PRODUCT MEETS H] NE$S4 ,? W RAISE H]
BUY+ TEMP]ATURE J 2F Y ASK =! ORD]4
  ,"H IS A #D-/EP PROCESS 6DEVELOP YR
SUMM>Y CLOSE3
  ,/EP #A--,BRIDGE 96YR ,SUMM>Y ,CLOSE )
A TRANSI;N /ATE;T3 8,MS4 ,PROSPECT1 WE H
COV]$ A LOT ( T]RITORY TD6 ,2F MOV+
=W>D1 LET'S REVIEW ! HI< PO9TS ( \R
4CUS.N40
  ,/EP #B--,RECONFIRM YR PROSPECT'S
WANTS1 NE$S & DESIRES3 8,Y M5;N$ YR PLAN
WD H 6PROVIDE = YR -PANY'S IMM RESULTS4
,IS T CORRECT8 ,YR PRIM>Y 3C]N IS 9CR1S$
SALES & HI<] PRODUCTIV;Y4 ,IS T ON
T>GET8 ,&( C\RSE1 2C ( PRIOR BUDGET
-MIT;TS1 IDE,Y1 Y WD PREF] MON?LY OR
QU>T]LY BILL+8 ,H ,I 9CLUD$ "EY?+80
  ,/EP #C--,SUMM>IZE H[ YR PRODUCT OR
S]VICE MEETS ! PROSPECT'S WANTS1 NE$S &
DESIRES3 8,= IMM RESULTS & 3V5I;E1 WE W
PROVIDE A #C-"D ON-SITE SALES $UC,N
PROGRAM 6ACQUA9T & T1* YR T1M ! BASICS (
SALES4 ,F "H WE W MEET ONCE WEEKLY =A
#B-H\R CLASS 6RE9=CE SALES $UC,N1 Z WELL
Z CU/OMIZE A SALES PRES5T,N = YR P 6SELL
YR PRODUCT/S]VICE4 ,3C]N+ 9CR1S$ SALES &
PRODUCTIV;Y1 BAS$ ON VA/ EXP]I;ES )
-PANIES SIMIL> 6YRS1 Y %D EXP]I;E A #BJ
P]C5T 9CR1SE 9 SALES4 ,9 _M CASES
9CR1SES >E EV5 GRT]4 ,N[1 ! BE/ "P ( ?
PROPOSAL IS ! T]MS4 ,)A SMALL 9ITIAL
9VE/;T ( 7@4#7 ! BAL.E W 2 DUE 9 MON?LY
9VE/;TS ( 7@4#71 J Z Y H REQUE/$4
  ,/EP #D--,ASK =! ORD] & CLOSE ! SALE3
7,TIE ,D[N ,CLOSE7 8,WDN'T Y AGREE \R
S]VICES EXCE$ YR 9ITIAL EXPECT,NS8 ,?
PROGRAM PAYS = XF1 Z WELL Z PROVIDES Y )
! RESULTS & PR(ITS Y SEEK1 AM ,I
CORRECT8 ,I H TAK5 ! LIB]TY 6PREP>E !
PAP]"W4 ,ALL T'S NEC IS YR AU?ORIZ,N4
  ,A -MON "Q ASPIR+ SUP] A*IEV]S ASK IS
H[ 6ACTU,Y TRANSI;N 6! F9AL CLOS+
SEQU;E4 ,! ,SUMM>Y ,CLOSE IS ! P]FECT
ME?OD TO 8BRIDGE0 96YR F9AL CLOSE4 ,Y
SUMM>IZE ! B5EFITS1 EV5 IF "! >E Z _M Z
#BJ OR M ITEMS & SAY3 8,:5 WD Y L 6GET
/>T$80 8,:Y DON'T Y GIVE X A TRY10 OR
8,! 9ITIAL 9VE/;T IS #AJ P]C5T1 WD T 2
CA% OR *ECK80 ,IF A3EPT.E IS GA9$ Y
SIMPLY 3CLUDE ! SALE )! ,ORD] ,=M
,CLOSE4 ,IF AN OBJEC;N IS (F]$1 Y
ID5TIFY & OV]COME ! F9AL OBJEC;N1 ?US
CLOS+ ! SALE4

    #BE4 ,,PA9T ,A ,,FANTASY ,,PICTURE
    ,,CLOSE
  ,WE >E ALL S5SITIVE & RECEPTIVE 6!
SU7E/IVE 9FLU;ES (! P >.D U4 ,9 SALES ?
HAS "PICUL> SIGNIFIC.E 2C X M1NS :5 Y >E
EXCIT$1 YR EXCITE;T & 5?USIASM >E
3TAGI\S & W 2 TRANSF]R$ 6! BUY]4 7,WE
4CUSS$ ? AT ! 2G9N+ (! BOOK47
  ,! ,PA9T ,A ,FANTASY ,PICTURE ,CLOSE
AL PI7YBACKS ON ! ,ASSUMPTIVE ,CLOSE 9 T
Y SP1K 6! PROSPECTS 9 T]MS Z IF !Y ALR
[N YR PRODUCT OR S]VICE4 ,YR 5?USIA/IC
SU7ES;NS W ACTU,Y PA9T VIVID M5TAL
PICTURES ( :AT X IS GO+ 6BE L 6USE &
5JOY YR PRODUCT OR S]VICE4
  ,ONCE A SALESP]SON US$ ? TYPE ( CLOSE
:5 A FR ( M9E 0 %OPP+ =A NEW AUTOMOBILE4
,&Y 0 9T5T ON [N+ A SPECIAL SPORTS C>4
,HE _H N>R[$ 8 *OICE 2T A ,TRANS ,AM1 OR
AN ,IROC-;,Z ,CAM]O4 ,9 ,&Y'S E/IM,N EI
0 ! C> ( 8 *OICE & HE 0 GO+ 6PUR*ASE Z
MO/ BUY]S D1 ON ! BASIS ( PRICE4
  ,HE 5T]$ ! ,TRANS ,AM D1L]%IP & MET A
LESS ?AN 5?USIA/IC SALESP]SON :O PROCE$$
6TELL HM HE _H 8! BE/ D1LS40 ,HE TOLD
,&Y HE 0 PR\D (! AM.T ( 8/EEL0 &! 8NUMB]
( UNITS0 HE PU%$ E MON?4 ,6BE FRANK1 HE
(F]$ A GD PRICE1 B ,&Y 0 "S:AT 4MAY$4
,AF ALL1 ? 0 A SPORTS C>1 A DR1M MA*9E1
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