               ,9TRODUC;N

  ,"! >E TE*NIQUES 6CLOS+ A SALE4 ,YET
"S SALES-TRA9+ PROFES.NALS1 &
SALESPEOPLE >E SAY+ 6LE>N SPECIFIC CLOS+
TE*NIQUES IS 63=M 6AN OBSOLETE ]A (!
SALES PROFES.N4 ,X HAS EV5 BE5 SU7E/$ T
CLOS+ TE*NIQUES >E NO?+ M ?AN MANIPUL,N4
  ,IF Y CR1TE A FABUL\S PRES5T,N )A GD
SCRIPT DESIGN$ 6CLOSE ! SALE1 Y >E N
SEEK+ A REL,N%IP B M]ELY A "O NI<T /&4
,X SEEMS "S P 2LIEVE T IF Y MAKE 5 CALLS
& DELIV] AN EXCELL5T PRES5T,N1 ! SALE W
ALM O3UR 0XF4 ,6PUT X MILDLY1 ? SIMPLY
IS N TRUE4
  ,GRANT$1 WE >E CLOS+ DI6]5TLY TD ?AN 9
! #FJ'S1 #GJ'S & #HJ'S1 B "! >E
FUNDA;TALS T H ALW "W$1 & 3T9UE 6"W1
CR1T+ GRT SU3ESS 9 A SALESP]SONS C>E]4
,CLOS+ IS ! FUNDA;TAL ELE;T ( SU3ESS 9
SALES4
  ,REL,N%IP SELL+1 "PN]+ & 3SULTIVE
SELL+ >E ! VALID1 MOD]N "D SELL+
/RATEGIES4 ,H["E1 !Y C]TA9LY >E N M1NT Z
A REPLACE;T =! "T-HONOR$ SKILL ( CLOS+4
,"S PRODUCTS CALL = SALESPEOPLE 6OP]ATE
ON ! PREMISE (! "O-"T CALL & CLOSE4
,O!RS MAY REQUIRE SP5D+ MON?S OR YE>S
"W+ )A CLI5T 6DET]M9E NE$S1 BUILD TRU/ &
CR$IBIL;Y 2F CLOS+ ! TRANSAC;N4
,REG>D.S1 X / -ES D[N 6GA9+ -MIT;T &
R1*+ ! F9AL AGREE;T : IS CLOS+ ! SALE4
  ,Y C SP5D A LOT ( "T )A PROSPECT1 B 9
! 5D1 IF Y D N CLOSE1 Y D N GET PD4
,CLOS+ IS N AN EV5T T W O3UR ON XS [N4
,EV5 IF Y H A PH5OM5AL REL,N%IP )A
PROSPECT1 Y M/ 2 PREP>$ 6ASK =! ORD]4 ,Y
_C DELUDE YRF 962LIEV+ AN EXCELL5T
PRES5T,N OR NUM]\S CALLS W 5TICE
POT5TIAL CU/OM]S 6AUTOMATIC,Y AGREE1
FILL \ YR 3TRACTS & WRITE ! *ECK4

    ,ELE;TS (A ,SALE
  ,"! >E1 9 MY E/IM,N1 SIX CRITICAL /EPS
6A SALE3 PROSPECT+1 QUALIFY+1 PRES5T+ OR
DEMON/RAT+1 OV]COM+ OBJEC;NS1 CLOS+ !
SALE1 FOLL[+ UP & FOLL[+ "?4
  ,YET1 IF Y C>E;LLY ANALYZE EA* (!
CRITICAL /EPS1 Y W AC"KL$GE EA* REQUIRES
SPECIFIC CLOS+ TE*NIQUES & SKILLS4
  ,:5 ,V9CE ,LOMB>DI ASSUM$ ! POSI;N (
,H1D ,COA* =! ,GRE5 ,BAY ,PACK]S1 HE 0
ASK$ 8 /RATEGY 6TURN >.D & L1D ! /RU7L+
T1M 6XS EV5TUAL NUMB]-"O POSI;N4
  ,MR4 ,LOMB>DI SD1 8,I PLAN 6L1D 02COM+
BRILLIANT AT ! BASICS400' ,! BASICS 2+
PASS+1 RUNN+ & KICK+ ! BALL4 ,CRITICS &
SKEPTICS ALIKE *ALL5G$ & 3T9U$ 6QU]Y ?
/RATEGY4 ,N"E!.S1 ,V9CE ,LOMB>DI N"E LO/
FOCUS ON ! BASICS (! GAME--RUNN+1 PASS+
& KICK+4
  ,LET U1 Z PROFES.NAL SALESPEOPLE1
MA9TA9 FOCUS ON ! BASICS ( SELL+4 ,CLOS+
SKILLS >E ! BASICS4 ,CLOS+ IS ! F.D,N (
ALL ! GRT SALES *AMPIONS4 ,PRODUCTS &
S]VICES REQUIRE "S"O 6SELL !M4 ,Y W URGE
YR CU/OM] =W>D :5 Y >E PREP>$ 6ASK =!
ORD]1 T IS1 CLOSE ! SALE4


