Closing is what it’s all about. Closing means creating a decision by giving your prospect reasons for saying yes. After all, they want to buy.
When you are faced with a money resistance you can turn it into a close by “reduction to the ridiculous”. This close involves having the prospect determine how “much too much” and then the dividing that amount by how long the product will last and then again dividing by how often the product will be used. Then offer them a comparison….Like a tip to a waiter or waitress… and you’ve not only reduced their decision to one involving cents but also put it into perspective for them.
Other closes that Edwards covers are…
1. “See John” close
2. “I’ll think it over” close
3. “Secondary question” close
4. “Question-summary” close
All these closes are designed to turn specific resistances into closes.