LMI-Organizational Needs Inventory
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Copyright © 2003 Paul J. Meyer ALL RIGHTS RESERVED
Other Techniques That Are Part of This Strategy:
Other Techniques That Are Part of This Strategy:
What I Say:
MINOR-POINT CLOSE
A Minor-Point Close focuses on a simple decision: the prospect chooses between two minor points. What minor-point choices can you offer? In the spaces provided, detail the essential elements of your Minor-Point Close.
DEVELOPING CLOSING TECHNIQUES
DEVELOPING CLOSING TECHNIQUES
What I Do:
What I Say:
What I Do:
What I Say:
AVOID-A-LOSS CLOSE
People are motivated to avoid a loss. By appealing to this psychological need, you persuade prospects to buy now. In the spaces provided, detail the essential elements of your Avoid-A-Loss Close. Remember: This technique is always followed immediately by a closing question!
DEVELOPING CLOSING TECHNIQUES
Other Techniques That Are Part of This Strategy:
What I Do:
What I Say:
CLOSING WITH SILENCE
Silence can be a powerful influence on prospects. Since few people can tolerate silence, many prospects may be motivated to take immediate action on your proposal. In the spaces provided, detail the essential elements of your Closing With Silence technique. Remember: This closing technique is often more complicated than it seems!
DEVELOPING CLOSING TECHNIQUES
Other Techniques That Are Part of This Strategy:
What I Do:
PHYSICAL-ACTION CLOSE
A Physical-Action Close on your part often expresses your assumption that the sale has been closed. In the spaces provided, detail the essential elements of your Physical-Action Close.
What I Say:
ASSUMPTIVE CLOSE
Successful salespeople expect to make the sale. They assume their prospects will say “Yes.” How do you assume your prospect will buy? In the spaces provided, detail the essential elements of your Assumptive Close.
Other Techniques That Are Part of This Strategy:
What I Do:
DEVELOPING CLOSING TECHNIQUES
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