THIS IS GOING TO BE THE BEST INTERVIEW I EVER HAD Save closing points for the close. The four steps in the average sale: (1) Attention, (2) Interest, (3) Desire, (4) Close. Summarize. Whenever possible, let the prospect summarize. Put him into action! “How Do You Like it?” After concluding the presentation, ask this question. It’s magic! Welcome objections! Remember—the best prospects are those who offer objections. “Why? … In addition to that?” … Why gets the customer talking, brings out his objections. In addition to that? finds the real reason, or the key issue. Ask Prospect to Write His
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