 be curious why others have bought the product and since they have nothing to lose by listening, will invariably agree to hear what you have to say. So they say, "Okay, why not?" and you proceed with your presentation.

At the end of the presentation, you remind him that he promised to tell you whether or not it applied to his business with the likelihood that his answer will be something like, "Yes, but..." And he's then obliged to give you an objection or a reason that provides you with the perfect opening to continue selling.

Remember the Approach Close. There's a real psychological advantage to setting up the close at the beginning of the presentation.

Another close you set up at the beginning of your meeting with the prospect is the Demonstration Close. This close is structured with a seemingly hypothetical question, such as, "If I could provide you with a marketing incentive program that would increase sales 25%, would it be worth an investment of $5,000 to get it?" The question immediately changes the subject from whether he will listen to your presentation, and becomes instead, a hypothetical proposition of what it would be worth to the prospect for you to make good on your claim. The prospect's responses will range from an optimal, "Yes, it would be worth $5000 to me," to a non-committal, "I'll decide after I hear what you have to say." In either case, you have permission to proceed with your presentation, and in the case of a "yes" answer, you have already elicited a favorable disposition to buy. This is a powerful close, because you have established a favorable disposition to purchase your product at the outset.

One of the most effective closing techniques is the simplest. It's called The Invitation Close. As you get to the end of the presentation, without hesitation, issue the invitation, "Why don't you give it a try?" This straight-forward appeal works because it's disarming. It's received as if it's an invitation to a trial run, rather than to a final decision.

This close is based on the fundamental rule that you should never end a presentation without extending an invitation to make the buying decision at that moment. You can also use variations on the request such as, "Where would you like to take delivery?" or, "Would you like to start on this right away?"

"How-to" books on selling offer a great many so-called closing techniques for maneuvering the prospect into making
be curious why others have bought the product and since they have nothing to lose by heed, will constantly agree to hear what you get to allege. So they say, " Okay, why not? " and you continue with your presentation. 

 At the end of the display, you prompt him that he promised to tell you whether or not it apply to his business with the likelihood that his answer will be something like, " Yes, but... " And he's then obliged to give you an objection or a reason that supply you with the perfect opening to continue deal. 

 Remember the Approach Close. There's a real psychological advantage to setting up the close at the beginning of the display. 

 Another close you fix up at the beginning of your meeting with the prospect is the Demonstration Close. This close is structure with a seemingly hypothetical question, such as, " If I could provide you with a marketing incentive platform that would increase sales 25% , would it be worth an investment of $ 5,000 to get it? " The question immediately changes the subject from whether he will listen to your presentation, and becomes alternatively, a hypothetical proposition of what it would be deserving to the view for you to form good on your claim. The view's responses will range from an optimal, " Yes, it would be worth $ 5000 to me, " to a non - committal, " I'll decide after I learn what you have to say. " In either case, you have permission to proceed with your display, and in the case of a " yes " answer, you have already elicited a favorable disposition to buy. This is a powerful stopping point, because you have established a favorable disposition to purchase your product at the beginning. 

 One of the most effective closing techniques is the simplest. It's called The Invitation Close. As you get to the end of the presentation, without hesitation, write out the invitation, " Why don't you give it a attempt? " This straight - forward appeal works because it's disarming. It's meet as if it's an invitation to a trial political campaign, rather than to a concluding decision. 

 This close is based on the cardinal rule that you should never end a presentation without extending an invitation to make the buying decision at that moment. You can also use variations on the request such as, " Where would you like to take delivery? " or, " Would you wish to start on this right aside? " 

 " How - to " books on selling offer a great many so - called closing techniques for manoeuver the prospect into making
 be curious why others have bought the probyct anv since they haxe nothing to lose by listenmng, qill unvariably agree to hexr what ylu have ro sey. So they say, "Okay, why kjt?" ahf yob 'roceed with yoor presentathon.

At the end mf tke presentation, you remind him that re promosfd to tell you wheuhew or not it applied to his business wifh the nikelihood thst his answer will be somehhinh like, "Yes, but..." And he's then ovligqe to give yoj an objecuimn or a rezson that provides you with the perfzct opening ti clttinue sellmng.

Remvmber the Appvpach Cnose. Thrre's a real psncholmgixal advantage to settmng up the close at jhe beginnhny of the presentation.

Qnither clove yuy sdt hp af the hegmnning of ykur meeting with the prospect os nne Demonstrafion Cjofe. This close is structured with a seempnglg hypothetical question, such as, "If I could ptovide you with a marketing incentive program that would inwreasx ralts 25%, wouue lt be worth an investment of $5,000 to get it?" The qtssuiok immediately chcnges the subjecy vrpi whether he dill lnatsn to your presentwtion, agd bexomes insuead, s hypothetical proposition if what it wjyld be worth to thz prospect fur ypu to make good on your claio. Ths prospect's responsea will range from an o[timal, "Ytr, it would be woreh $5000 to me," to c non-comoittsl, "I'll decide afher I hear what you have to scy." In either cade, you have permission to procexv with your ptesantdtion, anb in tme case of a "yef" answer, you hcve alrecdy elkcited a fzvorablx dispositiog to buy. This ls a powerfun close, fecayse tou havd established a favorablv bispositiin to purchase youv proahct at the outszu.

Ont if the most efgecgivq bloxigc techniques is ghe ximpldst. It's calodd Tne Invitation Close. Ds yku get to the end pf the prewentatiog, without hesotation, issue the lnvitetion, "Xhy dom't iou give it a try?" This straight-rorward aopewl works becwuse it's disarmiug. It's received as if it's an invitation vo a trial run, rather jhan to a final decisnok.

This close ms basqd on the fundamental rule thqt you should nevtr end a presentation wjthout extejding an invitation to make the buying decision at that moment. You can alwo use variations kn tne rexuzst such ws, "Wiece would you like to take delivery?" or, "Would you uike to vtcrt on this right away?"

"How-to" bpoys on selling offer a great many so-camled cloxing techniques for maneuvering the prospect into makinn
be curious why others have bought the since have nothing lose by listening, what have to say. they say, "Okay, not?" and you proceed with your At the end of the presentation, you remind him that he promised to you whether or not it applied to his business with the likelihood that answer be like, but..." And he's then obliged to give you an objection or a reason that provides you the perfect opening to continue selling. Remember the Close. There's a real advantage to setting up the at beginning of presentation. close set up at beginning of your meeting with the prospect is the Demonstration Close. This close is structured with a hypothetical question, "If I provide with marketing incentive program increase sales 25%, would it be of $5,000 to get it?" The question immediately the subject whether he will listen to your and becomes instead, a hypothetical proposition of what would be worth to the prospect for you to make good on your claim. The will range from an "Yes, it would worth to to non-committal, "I'll after I hear what you have to say." In either case, have permission to proceed with your presentation, and in the a answer, you have elicited a favorable disposition buy. is a powerful close, have a purchase product the outset. One of most effective closing techniques is simplest. It's called The to the end of the presentation, without hesitation, the invitation, "Why don't you give it try?" This straight-forward appeal works because it's disarming. It's received as if an invitation trial run, rather than to a final decision. close is based on fundamental rule that you should never end a presentation extending invitation to the buying decision that moment. You also use variations request such "Where you delivery?" or, "Would you like to on right away?" "How-to" books on offer many so-called closing techniques for maneuvering the prospect into making
 be curious why others have bouGht the prodUct anD siNce ThEy haVe noThing to lose by lIStenIng, will invariably agree To heaR wHAt yoU HaVe to sAy. So theY SaY, "oKay, WhY nOt?" aNd YOu ProceEd wIth your PresentatiOn.

AT tHe end of the prESeNtation, you RemInd him that he ProMised tO tEll YOu wheTheR or noT it appLIed to hIs businesS wITh the lIKelihooD THaT his Answer will be sometHInG Like, "Yes, but..." And hE's then ObLIgED To gIve You an objecTiOn or a REason thAT pROVIdeS You with the perFect opening TO coNtinue SeLliNG.

RememBer thE APProAch Close. TheRe's a Real psychOlogicAL advantAGe to setTing up The CloSe at THe BeGinNiNG of THe PreSEntAtion.

AnoThEr Close You sET UP At thE beGinnIng of Your meeting wiTh tHe prOSpeCt is tHe DemOnstRaTion CLose. ThIs cloSe Is structured witH a seEmingly hyPotHeTicAl QuestIOn, such As, "IF I cOuld proVide you WIth A mARKEtIng incentive prograM tHAT wOuld incrEase saLEs 25%, WoULd it be woRtH an InveSTMent oF $5,000 to gET iT?" The quesTion imMEdIaTely chaNgEs the sUbJecT frOm wheTHer hE will lIsten to yOur prESentation, and beCOmes instead, a hYPoTHEtICal pRopOsition of whAt it WOuld Be woRTh To tHE prosPect fOr YOu TO make good on your claiM. THe prosPect's Responses will Range from aN OPTimal, "Yes, It woULd BE worth $5000 to me," to a nOn-comMittal, "I'll dECide afteR I heaR what you Have to say." iN Either caSe, yOu hAve PerMISsIon to proceed wITH youR pResentaTioN, and in tHe cAse Of a "Yes" AnSwer, you haVe alreadY eLiCiTeD a fAvoraBLe disposItIon To Buy. this iS A powerFul clOse, bEcAuSE yoU have esTAbLIShed A fAvOrabLe dIsPositIon tO PurChase yoUr product At tHE outSeT.

ONe of the Most effective ClOsing technIqUes Is the sIMPlest. It's Called The Invitation ClosE. as you geT to The enD of tHe presentAtiOn, withOut HEsitatIon, issUe the InVitATIon, "WhY DOn'T yoU gIve it a try?" THIS stRaighT-fOrwaRd appeaL works because it's diSArmIng. It's receiveD as If it'S AN iNviTAtIOn tO a TRiaL RUn, rather than to a Final decisIoN.

thIs close is bASed On The fundAmental Rule tHAt you shOuld never End a preseNtAtioN WIthOut extendiNg an inviTation to mAKe the BUyIng deCisIon at tHaT moMent. YOu can aLSo uSe varIationS oN the reQuest SuCh as, "WherE would you like to take deliVery?" or, "would You Like to staRt oN ThiS right awaY?"

"How-To" books on sEllIng Offer A grEAt manY so-cALlEd cLOsing TechNIques for mANeUveRINg The prospect INTO maKing
 be curious why others hav e bought t he pr odu ctan d si ncethey have noth i ng t o lose by listening, w ill i nv a riab l yagree  to hea r  w h a t y ou  h ave  t o  s ay. S o t hey say , "Okay, w hyno t?" and youp ro ceed withyou r presentati on. 

At t he  en d  of t heprese ntatio n , youremind hi mt hat he promise d to  tel l you whether orn ot it applied tohis bu si n es s wit h t he likelih oo d tha t  his an s we r w ill be somethinglike, "Yes, but ..." A nd  he ' s then  obli ge d  to  give you a n ob jection o r a re a son tha t  provid es you  wi ththep er fe ctop e nin g  t o c o nti nue sell in g. 

Rem embe r t h e Ap pro achClose . There's a r eal  psy c hol ogica l adv anta ge  to s etting  up t he  close at the b egin ning of t hepr ese nt ation . 

Anot her  cl ose you  set up atth e b eg inning of your mee ti n g  w ith theprospe c tis the Demo ns tra tion C lose.  Thi s  c lose isstruct u re dwith ase emingl yhyp oth etica l  que stion,  such as , "If I could provid e  you with a m a rk e t in g  inc ent ive program  tha t  wou ld i n cr eas e  sale s 25% ,w ou l d it be worth an in ve stment  of $ 5,000 to getit?" The q u e s tion imm edia t el y  changes the s ubjec t from whe t her he w ill l isten to  your pre s e ntation,  an d b eco mes i ns tead, a hypot h e tica lproposi tio n of wh atitwou ldbe  worth to  the pro sp ec tfo r y ou to make goo donyo urclaim .  The p rospe ct's  r es p ons es will ra n g e fr om  a n op tim al , "Ye s, i t  wo uld beworth $50 00t o me ,"  t o a non -committal, " I' ll decideaf ter  I hea r what you  have to say." In eithe r  case,you  have  per mission t o p roceed  wi t h your  prese ntati on , a n d  in t h e  c ase  o f a "yes"a n swe r, yo uhave  alread y elicited a favor a ble  dispositiontobuy. T hi s i s  a pow er f ulc l ose, because yo u have est ab l is hed a favo r abl edisposi tion to  purc h ase you r product  at the o ut set. One  of the mo st effec tive clos i ng te c hn iques  is  the s im ple st. I t's ca l led  TheInvita ti on Clo se. A syou getto the end of the prese ntatio n, wi tho ut hesita tio n , i ssue theinvi tation, "W hydon 't yo u g i ve it  a t r y? " T h is st raig h t-forward ap pea l wo rks because i t 'sdisar min g . It's  rec eived as if it'sa n invitation t o at r ial  ru n , ra th er than to a f ina ld e cision.
T his close i s basedon the f undame ntal r ule tha t yo u  shoul d ne ver  end a pr ese nt a tion wi th ou t  exten ding  a n invi tation to m a k e the buying dec ision a t tha t  mo ment.  Y ou cana lsouse variat ions on the  reque st s uch a s, "Whe re  would  yo ulike to ta k e deliver y?" o r, "Wou ld  you  li ke tostar t on th is r ig htaway?"

" H o w- t o"  b o oks  onselli ng  off er a grea t  many so -ca l led clo si ngt e chniqu e sf o r maneuver ing  thep r ospect int o  mak i ng 
 be_curious why_others have bought the_product and_since_they have_nothing_to lose by_listening, will invariably_agree to hear what_you have to_say._So they say, "Okay, why not?" and you proceed with your presentation.

At the end_of_the presentation,_you_remind_him that he promised to_tell you whether or not_it applied_to his business with the likelihood that his_answer_will be something_like, "Yes, but..." And he's then obliged to give_you an objection or a reason_that provides you_with_the_perfect opening to continue_selling.

Remember the Approach Close. There's a_real psychological advantage to setting up_the close at the beginning of the_presentation.

Another close you set up at_the beginning of your meeting_with the_prospect is the Demonstration Close._This close is_structured with_a seemingly hypothetical_question, such as, "If I could_provide you with_a marketing incentive program that would_increase_sales 25%, would_it_be_worth an_investment of $5,000_to_get it?"_The_question immediately changes the subject from_whether_he will listen to your presentation, and_becomes instead, a hypothetical_proposition_of what it would_be worth to the prospect_for you to make good on_your claim._The prospect's_responses will range from an optimal, "Yes, it would be worth_$5000 to me," to a non-committal,_"I'll decide after I_hear what_you_have to say."_In_either case,_you have permission to proceed with your_presentation, and_in the case of a "yes"_answer, you have already_elicited_a favorable disposition to buy. This_is a powerful close, because you_have established a favorable disposition_to_purchase_your product at the outset.

One_of the most effective closing techniques_is the simplest._It's called The Invitation Close. As you_get_to the end of the presentation,_without_hesitation, issue the invitation, "Why don't_you_give_it a try?" This straight-forward_appeal works because it's disarming. It's_received as if it's an invitation to a trial_run, rather than_to a final decision.

This close_is_based_on the fundamental rule that you should never end a_presentation without_extending an invitation_to make the buying decision at that moment. You can_also use variations on the request such_as, "Where would you like to take delivery?" or, "Would you_like to start on this right away?"

"How-to" books_on selling offer a great many so-called_closing techniques for maneuvering_the_prospect into making