LESSON 44The Father of Closing Techniques
The successful closing techniques of 70 years ago are still valid today. In my first book, Can I Have Five Minutes of Your Time?, I included the techniques of J. Douglas Edwards, who was known as the father of closing techniques. The closes might seem a little corny today, but none the less, they are still used every day by salespeople.
One example might be the “either/or” close. A good example is if you are at a McDonald’s and the cashier asks if you would like a medium or large fry with your meal, putting you in a position in which you must buy. Another one might be the “puppy dog” close, in which you let someone take the product or service home for a couple of days for a free trial to see if they like ...
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