Secrets of Closing the Sale

by Zig Ziglar

Suppose the prospect brings up a question or objection which you cannot answer. You respond this way: “That’s obviously an important question, Mr. Prospect, or you wouldn’t have brought it up at this point in the interview. I commend you on your insight, but since no one else has ever raised the question, I don’t have the complete answer. Since it is important to you, and quite frankly, to me as well, I’d rather personally get the information from our support personnel at the home office to make certain it is completely accurate. If that’s satisfactory, I’ll get back to you the first of the week.” Incidentally, you never say, “Do you understand what I’m saying?” Instead you ask, “Have I made myself clear?” or “Have I clarified this point to your satisfaction?”