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The Art of Closing
Manage episode 311445832 series 3123219
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Closing is so often regarded as the most difficult part of the selling process. But this should never be the case! Getting the order from a prospect whose interest and desire have been secured and whose objections have been effectively eliminated should simply be the next logical step in the process.
There is a law of human nature referred to as the “continuity of action”. The continuity of action is more powerful in leading to new acts than any other process.
This means that if you want your prospect to do a certain thing, the best way is to start him doing something. Get him involved in some sort of action, and then it’s easy for him to switch to another action; such as signing an order.
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