The_Essential_Manager_s_Handbook

SELLING / 299

MAKE A POSITIVE

FIRST IMPRESSION

Be positive: smile,

be enthusiastic, and

open conversation with

a thoughtful compliment

or a prediction related

to your product.

Tip

SUMMARIZE THE

BENEFITS

Present the main

features, advantages,

and benefits, then

ask for the order.

USE THE

SCARCITY CLOSE

If true, tell the prospect

that these items are so

popular, there may not

be many of them left.

USE THE CONTINUOUS

“YES” CLOSE

Develop a set of questions

the prospect will answer

“yes” to, then ask for

the order.

GIVE AN

ALTERNATIVE

CHOICE

Give two options, and

then ask: “Which of

these do you prefer?”

USE THE

ASSUMPTIVE CLOSE

When the prospect

is close to a decision,

say: “I’ll call your

order in tonight.”

US_298-299_Selling.indd 299 30/05/16 3:05 pm