Just this very minute he replied

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But the more important question is this: Was it an APPROPRIATE closing question?
In this case, yes. And why? Because the closing question was in Kevin’s best interest.

By requiring him to make a choice, I freed him up to choose because I knew he absolutely needed to do so and that he would benefit from having made the decision.

Closing questions always come down to a question of motive. HOW you ask is secondary… WHY you ask is what really matters.

Are you asking for you or for them?

The next night when Kevin sat down at the table, I said, “Well? Where are you going to college?”

He looked at me and then announced: “I’m going to Azusa Pacific University.”

I said, “Just curious… when did you make that decision?”


Do you sometimes find yourself conflicted about the way you approach your closing questions?

Then it’s time to understand whether you are closing for YOUR benefit or for your CUSTOMER’S benefit?

How would this change of perspective change your south africa telegram data approach? And how could it help you change someone’s world?It is a scary world out there and many fears exist; the future of the business cycle, new taxes, and the fears of your sales team as they face another challenging year. All of these fears impact your planning actions.

Emotion has always been a major element in the sales environment. Buyers today are more risk adverse, salespeople are more cautious and less self confident, and worse, the relationships between buyers and sellers are caught up in cost vs. value.

The Wal-Mart Mentality
It is evident the Wal-Mart mentality has taken hold.

Wal-Mart for years has pressured vendors for the low cost option.