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Hal Becker’s Ultimate Sales Book by Hal Becker

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LESSON 42It’s Not What You Think

When you ask for the order, which of these symptoms do you experience?

A. Sweaty palms.

B. Paralysis.

C. Shaking knees.

D. All of the above.

I ask people attending my seminars which they think is harder. Is it harder to close for an appointment? This involves calling a prospect on the phone, identifying yourself, saying you’d like to ask some questions, and then closing for an appointment. Or, is it harder to close for an order? This involves sitting in front of the customer, asking your questions, and then asking if the customer wants the product. Anywhere from 40 to 60 percent of the salespeople I talk to think it’s harder to close for the sale. I truly believe they imagine closing to be harder than it actually ...

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