Secrets of Closing the Sale

Price is a one-time thing; cost is something you are going to be concerned about for as long as you’ve got the product. (If this next sentence is true, you can and should close with it.)

the most frustrating experience a salesperson has is to gain agreement from the customer that yes, the product is good; yes, it will save money; yes, they do need it; yes, they would like to have it; yes, they really could afford the payments; but no, they are not going to buy.

the close is no more important than any other phase of the sales process; however, without the close the rest of the process is wasted.

One of my early mentors, the late Dr. Emol Fails of Raleigh, North Carolina, said you

You can have everything in life you want if you will

“be nice to everyone, because you don’t always know who you’re talking to.” That’s good advice from Dr. Kozek.

don’t build a business—you build

She had given me every reason for not buying. Then she bought because she had that lifetime desire to own a really nice, matched set of cookware.

You can have everything in life you want if you will just help enough other people get what they want.