Secrets of Closing the Sale

by Zig Ziglar

The Know-It-All Prospect “Nora Know-It-All” is out to impress you, so let her. You’ve certainly got nothing to lose. One word of caution: She might want to bend your ear all day, so be aware of the time factor. You might let her impress you by paying cash for the order and, in fact, a challenge to do so could be the key in getting the order. The same basic approach should be used with “Bobby Big Shot.” He wants to feel important, so by all means, make him feel important. He wants to be on center stage, so let the spotlight shine on him. By the same token, he likes to know he is not dealing with “one of the boys,” but rather someone who is qualified to handle his account. If you’ve set a few sales records or if you have accomplished something significant, work it in in a nonthreatening way so Mr. Big will know he’s dealing with someone who is qualified to handle such an important person.