SALESMANSHIP III INTERMEDIATE SALESMANSHIP Presented by Howard F

SALESMANSHIP III INTERMEDIATE SALESMANSHIP Presented by Howard F. Faigao, Director Publishing Ministries Department General Conference of SDA

Objectives and Expected Results v. The LE students will identify the different Categories of Objections and the reasons why they arise. v. The LE students will master the Ten Steps on How to Overcome Objections. v. The LE students will understand the factors involved in closing the Sale with Confidence. v. The LE students will be able to master the Ten Successful Closing Procedures and be able to apply them in his work. v. The LE students will master the Product Knowledge (Facts and Benefits) of some more specific subscription books.

Course Outline I. Mastering Objections A. What is an Objection B. Reasons for Objections C. Three Categories of Objections D. Managing Objections E. Handling Price Objections F. Ten Steps to Overcome Objections II. Closing the Sale with Confidence A. Proper Perspective B. The Art of Closing C. Closing the Sale D. Closing Actions III. Successful Closing Procedures A. Concession Close B. Fear/Pride Close C. Ownership Close D. Sales-Story Close E. Benefit-Summary Close F. Full-Agreement Close G. Contagious-Reaction Close H. Alternative Close I. Ask-For-The-Order Close J. Second-Offer Close

PART I Mastering Objections

What is an Objection?

Objection An objection is a reason or excuse given by the prospect for not buying or for delaying the decision to buy. Fewer objections are a natural part of the sales interview and should not irritate the Literature Evangelist. It my come at the door, during the presentation, and specially when closing the sale.

Reasons for Objections

At the Door v. There is a critical moment when the door opens. Sometimes the prospect may have had a bad experience in the past and, therefore, is unwilling to repeat the same experience.

At the Door v Sometimes the Literature Evangelist is slow in establishing a friendly contact and the result is an objection.

During the Sales Presentation Failure to Create a Need - Another critical moment is when the Literature Evangelist shows the books. Immediately the prospect thinks of the money that he will have to spend for them. If the prospect doesn’t see the need, the result is objection.

During the Sales Presentation Solution – The Objections at this point can be avoided by preparing the mind of the prospect for the presentation. Facts and statistics presented through an effective introductory prospectus will make the prospect aware of his needs and will establish a desire for a solution.

During the Sales Presentation Aimless Talk - Aimless talk is another opportunity for the prospect to inject objections. Solution: After creating a friendly contact and confidence with the prospect, create the need by demonstrating facts after facts in logical order.

During the Sales Presentation Failure to Identify Advantages and Benefits - Prospects who do Not understand the benefits will refuse to buy. Solution: After making the prospect aware of his needs, enumerate the benefits of the product and how they will meet the needs of the prospect.

During Sales Presentation Bold Statements – Don’t use bold statements; rather ask pertinent questions. Examples: Harmful - “Mr. Prospect, the world is coming to an end. I know!” Hopeful - “Mr. Prospect, have you ever thought about the world coming to an end? ”

During Sales Presentation Monotonous presentations bore the prospects and stimulate objections or a desire to end the interview. Solution: Engage the prospect in conversation by asking pertinent questions.

During Sales Presentation Pre-Mature Close – Objections arise when the Literature Evangelist closes the sale before the prospect has received enough information. Solution: Constantly check on the prospect to see if he is ready to close the sale.

Three Categories of Objections

Categories of Objections Literature Evangelists meet different objections everyday. Through careful analysis, these objections can be classified into three main categories, namely: Pretense or Sham Objections, Self-Generated Objections, and Valid objections.

Categories of Objections Most of the objections are built around four main reasons: v. No Money v. No Interest v. No Need v. No Time (Not Now)

Pretense or Sham Objections I Have No Time – “I am sorry. I have no time. I am very busy now. Please come another time. ” This objection is offered because the interest of the prospect has not been aroused. Solution: Touch the particular interest of the prospect and he will give you his attention and time.

Pretense or Sham Objections I Am Not Interested – “I am not interested regardless of what you are selling. ” This is a clear pretense. The prospect is not interested because the Literature Evangelist has not yet touched on his particular interest. Solution: A well-prepared introduction reminds the prospect of his need, and creates a desire for an answer to his problem.

Pretense or Sham Objections Pretenses can be further avoided by appealing to buying motives, such as: Security, Comfort, Savings, and Self. Image.

Pretense or Sham Objections Pretenses can be further avoided by appealing to buying motives, such as: Security Comfort Savings Self-Image

Self-Generated Objections Self-generated objections are caused by phrases that slip into presentations. Since we use a memorized sales presentation, we are in danger of repeating it by rote memorization not adapting it to specific situations. This results in objections.

Examples of Self-Generated Objections Untidy Dress - Appearing before a prospect inappropriately dressed could easily cause a self-generated objection. Insecure Approach - Insecurity in the approach or presentation will make people feel that their time is being wasted.

Examples of Self-Generated Objections Improper Approach - Advance information about the prospect helps avoid objections. Other Reasons: v A monologue instead of a dialogue. v Lack of enthusiasm. v Failure to show the benefits.

Valid Objections Valid objections are rare but when they occur we need to recognize them and accommodate the prospect in any way possible. The Prospect Has an Appointment Arrange for a suitable time to call back.

Valid Objections An Unusual Financial Drain Commend his willingness to buy and work out a special delivery or payment plan suitable to the financial situation.

Managing Objections

Managing Objections Almost everyday a Literature Evangelist will face some objections. We have to learn methods and techniques to handle them appropriately.

Recording and Analyzing Objections v. Carry a notebook to record the objections encountered. v. Analyze the record.

Forestalling Objections v. Acquaint yourself with the type of prospects you expect to meet, their religious convictions, pay-days, place in society, special needs, and other important factors.

Forestalling Objections v. Write down all possible objections. v. Build sentences into your canvass which will help you to avoid these obstacles.

How to Answer Objections Answer Immediately - Give a positive answer, then get back to providing more information or close the sale.

How to Answer Objections Handling Invalid or Insincere Objections - Unless the prospect voices the same objection at a later time, the salesman should continue with his presentation.

How to Answer Objections Present Information That Will Disarm the Prospect – Answer the objection in an indirect manner instead of a direct response. Answer with Tact - Politely recognize the objection with great tact.

Answers to Specific Objections Record, analyze and learn to handle the objections successfully. This will instill confidence and result in constant improvement. Suggested answers to specific objections: “I Am Not Interested” - Interest and desire for the literature has not been created. Clearly demonstrate the facts and advantages.

Answers to Specific Objections “We Don’t Read” - “Mr. Prospect, I can sympathize with you. We are living in a busy time. Here you have short stories designed for busy people. ” or “This is a reference volume. It will give us the answers to health problems just when we need it most. ”

Answers to Specific Objections “I Already Have Too Many Books” – “Mr. Prospect, I am glad to know that you are a friend of good literature. Books are educational, entertaining, and essential to keep us in step with the times, aren’t they? Many people have assured me that they could not live without adding valuable literature to their libraries. ”

Answers to Specific Objections “I Will Think It Over” - Mention that waiting can bring disadvantages:

Answers to Specific Objections Price Increase Sudden Illness: when health books could help. Misdemeanor of a Child: education books could help. When the objection is to consult the partner, show the books could be a gift for the spouse.

The Master Salesman One of the most interesting and challenging methods in answering objections is found in John, Chapter 4: “Jesus was a Master in handling objections. Some of the most difficult objections presented by the woman at the well were answered by the Master giving more evidence and avoiding an argument. ”

Handling Price Objections

Reasons for Price Objections Anyone making a buying decision is more interested in what he will get than in what he has to pay. A customer is unwilling to pay even one percent of the price for something for which he does not recognize his need.

Reasons for Price Objections v. Any time a customer says to you, “Your price is too high, ” he really is saying, “You have failed to show me that I am getting as much as I am giving. ” Frequently, Literature Evangelists are so in love with their books that they tend to emphasize what they are rather than what they do.

Pointing the Value of Our Books Religious Books - Our book are of incomparable value. Health Books - Our health books explain how to prevent diseases and give practical natural remedies which help restore health. Character-Building Story Books - Our literature for children and young people is written to help them build strong characters and high moral standards.

How to Handle Price Objections Build Up a High Price Expectation – v High Cost Production: Full-Color Pictures, Cost of Paintings v. Expensive Binding v. High-Quality Paper

Reasons for Price Objections v. Good Workmanship v. Strong Binding v. Cost of Similar Books v. Incomparable Value

How to Handle Price Objections Exalt the Value - Summarize the facts and benefits to outweigh the price. Present the price as being low for a valuable investment. Delay price objections until the information is presented.

How to Handle Price Objections Break the Set into Smaller Units Break the set into smaller units to answer price objections. To show low the cost would be per month. Turn price objections into advantages.

Ten Ways to Overcome Objections

Positive Attitude A reasonable number of objections are like salt and seasoning in the soup. They add the necessary spice and flavor to the interview. Objections can even be buying signals. Here is an example of a buying signal: “I really wonder if my children should have these books at this age. ”

Positive Attitude Such objections are buying signals which indicate how successful the presentation was and the prospect is longing for more information. Be positive in your attitude.

Give Full Attention We can express attention through the following: Looking and Being Serious – Don’t upset people by grinning. Listening Carefully.

Give Full Attention Occasionally Nodding Your Head – This will encourage the prospect to talk, and you will receive values hints as to how to close the sale successfully. Not Interrupting – You learn when you are listening. The prospect will feel that his comments are welcome and that the Literature Evangelist is considerate.

Determine What Category of Objection Make sure you know whether you are faced with a pretense or with a valid objection. Don’t “shoot into the dark” when answering an objection. You can handle the objection wisely if you know the category and the cause.

Agree in Part In every objection, there is always something you can agree upon, even if only in part. Sales are built upon agreements. Build a cushion before giving the final answer.

Don’t Argue Respect your prospect. He is your most valuable friend. The more you respect the prospect, the easier it will be to master the objection. You may win an argument, but lose a sale and a friend.

Commend the Prospect See the objection from the point of view of the prospect. Commend on the part upon which you can agree. Always project positive thinking on the side of the prospect.

Repeat the Objections in Your Own Words When you meet an objection which is not easy to answer, you may repeat the objection in your own words in order to gain time. v Commend the prospect.

Repeat the Objections in Your Own Words v. Repeats the objection in his own words to gain time. v. Earns the prospect’s appreciation by taking him seriously. v. Ask the prospect to specify the objection.

Turn an Objections Into a Question Make the prospect realize he is actually searching for more evidence by turning his objection into a question. Objection: “Your books are too expensive. ”

Turn an Objections Into a Question Answer: “Mr. Prospect, I appreciate your desire not to spend more money than you receive in value. You would like to know the great character-building value of this selected family set in comparison with the price. Do I understand you correctly, Mr. Prospect? ”

Turn an Objections Into a Question Analysis: This cushions the objection. The rest of the answer does the following: v It turns the objection into a question. v Calls on the prospect to agree that he is actually asking a question.

Act Surprised Objection: “Your books are too expensive. ” Answer: “Too expensive? Why would you think that these books are expensive? ” Comments: Often the prospect will ease up on the objection. He sometimes will even underline the value of our literature and will, with wise guidance, talk himself into buying. Often we discover that we are only faced with a pretense.

Sympathize with the Prospect’s Feelings Objection: “I want to think it over. ” Answer: Feel - “I understand how you feel. ” Felt - “Others felt the same way when I first presented these. ” Found - “But this is what they found out. ” Use testimonies from previous customers to show what benefits they received from the books.

Sympathize with the Prospect’s Feelings The Spirit of Prophecy says: “The canvasser should not rest satisfied unless he is constantly improving. He should make thorough preparation, but should not be content with a set form of words; he should give the Lord a chance to work with his efforts and impress his mind. The love of Jesus abiding in his heart will enable him to devise means to gain access to individuals and families. ” --Testimonies, Vol. 5, p. 396, 1885

Answers To Some Specific Objections

Specific Objections Objection: “Could you come back later? ” Answer: “I understand how you feel. Let me ask you a question. On a scale of 1 - 10, where are you when it comes to investing these volumes today? ”

Specific Objections If he says, “I am about four. ” You may say, “Mr. Prospect, what will it take for you to move up to a seven or eight? ” Smile, listen carefully, sell a benefit, and close again. v Objection: “These books are too expensive. ”

Specific Objections Answer: “Mr. Prospect, too expensive! Compared to what? ” This will help the Literature Evangelist find out what the prospect is thinking. v. If you are selling The Bible Story set or other children’s story books, you may divide the cost by the number of stories and by the length of time used.

Specific Objections Objection: “I want to talk with my priest or pastor first. ” Answer: You may lower your voice and quietly say, “Mr. Prospect, what specifically do you have a question about? ”

Closing the Sale with Confidence

Proper Perspectives

Ultimate Goal of the Sale Literature Evangelism’s primary purpose is to lead precious souls to accept Jesus Christ as their personal Savior. Visiting and conversing with people about the message is important, but true literature evangelism fulfills its real objectives only when our valuable literature is sold and placed as a permanent blessing in the home.

Closing Perspectives The successful Literature Evangelist realizes that the closing of a sale is the next logical step following: v A good approach. v A well-prepared presentation.

Closing Perspectives v A successful handling of objections. v Convincing the prospect that the benefits outweigh the price.

Closing Perspectives Show Genuine Interest - A vital factor in closing the sale is exhibiting genuine interest in the prospect. This helps to establish confidence and the prospect realizes that this person is dedicated to serving humanity.

Closing Perspectives Be Alert to Buying Signals - Successful Literature Evangelists know when to close the sale. He/she is alert to buying signals.

Closing Perspectives Sincerity in Satisfying the Needs - The prospect will resist any decision to purchase if he has the impression of being forced into making a decision. The prospect will be impressed by your sincerity to help satisfy his needs. Arguments have no place in Christian salesmanship. Sales are made on agreement.

The Art of Closing

The Art of Closing In a sales interview there are usually several opportunities to close the sale. Missing it the first time may not be fatal, but it is an unnecessary loss of time.

The Art of Closing By frequently missing the opportunity to close, a Literature Evangelist reflects poor knowledge of salesmanship. Every step in the presentation must be geared to closing the sale as early as possible.

Essential Steps of Closing Careful analysis of systematic sales presentations shows that successful closing is built upon essential steps used in logical order. These steps are: v Attention v Curiosity

Essential Steps of Closing v Alerting the Prospect to Needs v Arousing and Adding Interest v Conviction v Persuasion v Creating Desire for the Literature

Be Fair to Your Prospect A prospect who doesn’t fully understand the value of your literature will naturally object. Explain all the advantages before he can be expected to make a favorable decision. Fully explain all the advantages and benefits to the prospect in order to avoid a cancellation later on. Do not hesitate to close when you know the customer recognizes the benefits.

Close Often Enough Most Literature Evangelists do not close soon enough. Statistics show that most sales are made after several closing procedures have been applied. After the prospect’s desire is deepened and he will want to possess your literature.

Close Often Enough Remember that closing a sale is a sacred moment. Do not be afraid to show strength. It may determine a soul lost or won for eternity.

Closing the Sale

Closing the Sale The well-prepared, confident Literature Evangelist gives an outstanding demonstration which highlights all the benefits. The prospect, being convinced of his/her needs, realizes that this service will fully satisfy his/her needs. The price will look small compared to the outstanding benefits. Now the time has come to get his “Yes” and his signature on the order. This is the exciting time: Closing the Sale.

When to Close a Sale From the Beginning - Right from the beginning gear everything toward closing the sale. The printed message in the home has the power to change hearts and minds to a final surrender to Christ. That is why a successful closing is the Literature Evangelist’s goal.

When to Close a Sale After Benefits Have Been Presented Never attempt to close the sale before the benefits have been presented. Never close during the introductory canvass or at the door.

When to Close a Sale After an Apparent Buying Signal Watch for any buying signal during the course of the demonstration. After Successfully Answering an Objection - Remember that some objections are buying signals.

Overcome Objections Dealing with a Hidden Objection - A hidden objection is sometimes the obstacle to buying. Ask a Question - A question requires an answer and stimulates a dialogue. Present Striking Facts or Statistics - This can be done by using an effective introductory sales prospectus.

Sell Benefits According to Needs Money is an important consideration. Most customers are careful in their choices to ensure that the benefits of our books will compensate for the investment.

Sell Benefits According to Needs Dedicated, conscientious Literature Evangelists are interested in their customers and will endeavor to sell benefits to satisfy their needs.

Sell Benefits According to Needs Make Prospect Aware of His Existing Need - Every benefit pointed out in the canvass must be directed to addressing a particular need in order to convince and persuade him that this product is what he needs.

Sell Benefits According to Needs Repeat the Benefits - Literature Evangelists summarize the major benefits before closing the sale. Repeat the benefits to help the prospect to visualize more clearly the service being offered. Reassure Prospect - Re-assure the prospect that his investment is justified.

Help Prospect Decide Positively Look at Your Proposal From Your Prospect’s Point of View – First the prospect carefully weighs the benefits against the price. Next, he thinks about his present financial condition to determine whether or not he can afford the purchase at this moment. Other questions going through your prospect’s mind are:

Help Prospect Decide Positively v What will these books do for me and for my family? v What will I lose if I postpone my decision or do not buy at all? v Are these religious books in harmony with my beliefs? v Will I make sufficient use of these books?

Help Prospect Decide Positively Act as the Prospect’s Counselor Prospects compare the advantages of buying against the disadvantages of declining. The Literature Evangelist’s responsibility is to clearly crystallize benefits. We are not on our own. God is on our side.

Help Prospect Decide Positively v. Alert Literature Evangelists go one step further to show customers that buying now will provide great benefits. Sickness could strike tomorrow. Man lives on borrowed time. Playing with eternal life is dangerous. Therefore, the customer is wise to make his decision right away. Waiting means losing.

Help Prospect Decide Positively v. Literature Evangelist’s main concern is to lead people to Christ and to get the message into the home for the benefit of the prospect.

Help Prospect Decide Positively v. If a prospect hesitates, a further step might be advisable. Take a piece of paper and list on one side all the reasons against buying and, on the other side, the reasons for buying now.

Help Prospect Decide Positively v. The Literature Evangelist will naturally suggests more reasons for buying now than for not buying. Benefits will be very evident in the reasons for buying now.

Closing Actions

Closing Actions Salesmanship is action. It starts at the door and ends with closing the sale. Your action will be stronger than your words. Act your way to success.

Your Order or Receipt Pad Whether you sell on a cash basis or on a timepayment plan, the bringing out of the receipt/order pad is important. Do Not Delay - For instance, you may have used the method of closing on a minor point: - The binding. Your prospect reacts by saying, “Oh, I like the deluxe binding. ” At this point, the order or receipt pad must come out immediately.

Your Order or Receipt Pad Read the Contract Before Letting Customer Sign - Before you let the prospect sign, read the contract. Point to your address and verify it by showing your identification. Hand the pencil to the prospect and say, “Would you please put your name here. Thank you. ” Avoid using the word signature. ”

Down Payment An order is only as good as the down payment. After you have gone, most of your presentation is forgotten. Therefore, payment at the time of order is so much better. Let us analyze this procedure.

Down Payment v. The request for down payment is in the interest of the prospect. v. Suggest the Amount That You Expect. v. Show what the neighbors have done. v. Point to an even easier proposition by showing an order with a higher down payment.

Down Payment v. Look straight into the eyes of the prospect. v. Assure him that this is the official receipt and he will get a copy. v. Good down payments reflect capable salesmanship, bind your orders, and guarantee better deliveries.

Applying the Second Offer Some Literature Evangelists sell only single volumes or small sets. In many cases, your customers would be willing to buy just a little more. Here are some facts proving the success of the second offer:

Applying the Second Offer v. The contact has already been established. v. The prospect often has still change in his hands. v. It is a short canvass, consuming very little time. v. It increases your sales considerably and gets more of our message into the homes.

Building Tomorrow v. You have tried hard to make the sale but, even though you have used several closing procedures, you still did not succeed in closing the sale. Do not be discouraged. v. Too often we are inclined to blame our failure on the customers. v. Take a little time to go over everything you said and the reactions of the prospect.

Building Tomorrow Ask yourself the following questions: v. Did I have advance information? v. Was I aware of the special needs of the prospect? v. Did I apply myself to the specific needs of the prospect?

Building Tomorrow v. Did I clearly demonstrate all of the benefits? v. Where could I have done better in my demonstration? v. Did I handle the objections successfully?

Building Tomorrow v. Did I use the most effective closing procedure for this prospect? v. Did I try to close often enough? v. What were the main reasons for my failure? Salesmanship is an art which requires constant learning.

Handling Call Backs “Please call back another time. ” - Be sure that the request is sincere before you make an appointment; then, be there on time. Even if the request to call back does not seem to be sincere, call back several months later. Your second and third visits will be more successful. You have built up confidence and a certain amount of friendship. Secure a written testimony by a prominent, wellknown person in the community.

Successful Closing Procedures

Closing Procedures You are now ready to close. A good sale closes itself. Many times, though, the customer is willing to buy, but still hesitates. This is when properly developed closing procedures will help the prospect to say “Yes. ”

Concession Close The “Concession Close” is a very simple, yet most effective, way of helping the prospect overcome his hesitation. Close by introducing a gift or something free of charge given as a compliment to the books that the prospect is about to purchase.

Concession Close For this method, the following could be used: v VOP Correspondence Course v Subscription Magazines v Gift Book

Fear and Pride Fear Close: v. For Character-Building Books v. For Health Books Pride Close

Ownership Close Steps of an Ownership Close: v. Apply only when you are certain that the prospect is sufficiently convinced of the benefits of your literature. v. Pick up the most meaningful piece of furniture in the room where you are presenting your canvass.

Ownership Close v. Pick up your books, walk over to this piece of furniture, and place the whole set on it. Treat the piece of furniture and your literature with great respect. v. Walk back to the prospect. Stand beside him and look at the books. Say the appropriate words of admiration.

Ownership Close Example of an Ownership Close: “Mr. Prospect, doesn’t that set look beautiful in your (bookcase)? Your children will receive a special blessing and your friends will respect you for your choice. ”

Sales-Story Close 1. Aspects of the Sales-Story Close: v Appeal to the Emotions. v Appeal to the Imitative Instinct 2. Conditions of the Sales-Story Close: v Stories Used Must Be True. v It Must Sound Believable. v It Must be Positive.

Benefit-Summary Close Steps on How to Apply the Benefit. Summary Close: v. Be very calm and don’t indicate that you are irritated. v. Let it be evident that your presence in the home is for their interest and to provide service.

Benefit-Summary Close v. Write down all the advantages. v. Build them up in importance, with those having greater appeal coming last. v. Advantages must outnumber disadvantages.

Benefit-Summary Close Advantages of the Benefit-Summary Close: v Let the prospect visualize the comparison. v It brings out hidden objections.

Benefit-Summary Close v. It enables the Literature Evangelist to act as a counselor. v. It brings out the reason why the prospect should buy now.

Benefit-Summary Close Questions Benefits 1. Too Much for my budget. 1. Motivates clean, present positive thinking. 2. Will the children make enough use of these books? 2. Helps develop values. 3. Inspires children who read little: Illustrations/Short. 4. Helps avoid present dangers. 5. Will make your children happy. 6. Draws your family together. 7. Knowledge.

Full-Agreement Close A careful study of human nature reveals that attitude and opinion influences our actions. We express ourselves verbally and non-verbally. The “Full-Agreement Close, ” therefore, is accomplished through agreeing step by step as the sales demonstration progresses.

Full-Agreement Close The best way is to present questions which will lead the prospect to express his/her opinion. Ask questions which reinforce the prospect’s values. This close guides with questions that should bring the desired result.

Contagious-Reaction Close This method of closing is dealing with human nature. This is founded on the fact that actions of people are contagious. Deep inside many people is the conviction that “if everyone else is doing it, it can’t be wrong. ” Occasions When to Use It:

Contagious-Reaction Close v On referrals. v Among a group of people belonging to the same church. v Families which go to the same club. v In smaller communities where people know each other.

Contagious-Reaction Close How This Method Works - If there is a little hesitation on the part of the prospect, pull out the order pad, page through it, and say:

Contagious-Reaction Close “Mrs. Prospect, one of the neighbors to your right decided to get this set immediately. Another one felt it was more convenient to have the delivery next month. Another one said, ‘This is so important, I can’t wait for it. I will pay you cash. ”

Alternative Close This method can also be applied by closing on a minor point. It centers on the “How, ” “When, ” “Which, ” and “Where. ” Give the prospect a choice between things of minor importance, such as:

Alternative Close Soft Binding Hard Binding Economy Binding Deluxe Binding Cash Check Delivery Today Delivery Later On Small Family Set Big Family Set 1 -Year Subscription 2 -Year Subscription Religious Bible Course Health Course One Delivery Several Deliveries One Set Several Sets Which Dedicatory Poem do You Prefer?

Ask-For-The-Order Close This method uses a direct approach in closing the sale. Many people are motivated to affirmative action by more direct approach.

Ask-For-The-Order Close “Mrs. Prospect, I commend you on your positive approach to training children. Money spent on character development is the wise investment, isn’t it? If you were a millionaire, you couldn’t buy character, could you? Do you think that one will serve your family needs or would you prefer to have one for each child? ”

Second-Offer Close When the prospect says, “I need to think it over” he really wants to buy, but does not want to give up the resistance. v Keep this closing method as your last resort. v Be fully relaxed, kind, and friendly.

Second-Offer Close v. Thank the prospect for his time. Let him know it was a privilege to discuss these items of importance. v. Pack your briefcase.

Second-Offer Close v Then surprise him by saying, “By the way, Mr. Santos, I forgot to mention. . . ” Now come up with a proposal of a special delivery, payment plan, or a concession.

Second-Offer Close You should not rest until you have developed a good number of closing strategies tailored to the books you are selling. Write them out, memorize them, and check up on yourself from time to be sure that they are positive, full of meaningful adjectives, and presented confidently.

THE END