You must practice, drill, and rehearse before you use the “Signature” Close because many times a prospect will say he doesn’t sign anything until he talks to his wife, lawyer, or banker; sleeps on it; thinks about it; etc. You respond with the oldest lead-in of them all: “I know exactly how you feel because for a long time I felt exactly the same way. [Pause.] When I analyzed it I found that everything I have or own which has any value to me I acquired only after I signed my name” (feel, felt, found).
