234New Marketing Reality 3Instead of chasing prospects, we believe that you need to get them coming to
you. We will show you how to become a magnet to tons of prospects who are
predisposed to buy what you are selling and make them come directly to you.
Doesn’t that sound better?
You would also do well to forget silly notions of ‘closing’ sales the way you’ve
been trained. Many of you have been trained to manipulate prospects to buy. Of
course you need to ask for the order but learning the killer power close is a waste
of time. Consumers just don’t fall for this type of verbal handiwork.
“The era of the one night stand is gone.
The sale merely consummates the courtship,
at which time the marriage begins.Theodore Levitt
Harvard Business Review