"You Gotta Open 'Em Up Before You Can Close 'Em."

So much focus on the closing (check the books at the bookstore that have close or closing as part of their titles). Yet I've found after much study, that what you do near the start of a presentation will dramatically alter your closing rate, in general (I may be a bit boring at this point - I have developed to the point of exceeding quota at a cable company by over ten times). This is similar to print advertising where a headline that starts off an ad can have tremendous impact upon sales (so time is a factor for both presentations and advertising).

It's also worth noting I learned to let all my customers close themselves out (sometimes you can hear them debate with themselves on the merits of buying).

Originally Posted by Wonderboy It's also worth noting I learned to let all my customers close themselves out (sometimes you can hear them debate with themselves on the merits of buying).

I can't say I'm sure I know what you mean. Can you give an example?

Originally Posted by SpeedRacer I can't say I'm sure I know what you mean. Can you give an example?

You can actually hear customers deciding. E.g. "I wonder if I should get that. Hmmm...I think I'll give it a try." Does this answer your question?

Originally Posted by Wonderboy You can actually hear customers deciding. E.g. "I wonder if I should get that. Hmmm...I think I'll give it a try." Does this answer your question?

Capturing attention up front is key. Allowing customers to think through their decision, out loud or in their head, is key too.

Originally Posted by Wonderboy So much focus on the closing (check the books at the bookstore that have close or closing as part of their titles). Yet I've found after much study, that what you do near the start of a presentation will dramatically alter your closing rate, in general (I may be a bit boring at this point - I have developed to the point of exceeding quota at a cable company by over ten times). This is similar to print advertising where a headline that starts off an ad can have tremendous impact upon sales (so time is a factor for both presentations and advertising). It's also worth noting I learned to let all my customers close themselves out (sometimes you can hear them debate with themselves on the merits of buying).

Brilliant Concept Wonderboy. YOu can't say you have read the book if the first page hasn't been opened obviously.

Originally Posted by SpeedRacer Capturing attention up front is key. Allowing customers to think through their decision, out loud or in their head, is key too.

A good landing is preceded by a good approach.

Kinda like golf, You direct the ball in which way you want it to go, the more practice you have then the better you will be at making it land where you want it to.

Originally Posted by Snowboy Kinda like golf, You direct the ball in which way you want it to go, the more practice you have then the better you will be at making it land where you want it to.

Same with flying airplanes. You set up the landing with your approach. Screw up the approach and things can get sideways in a hurry.

I completely Agree

Originally Posted by SpeedRacer Capturing attention up front is key. Allowing customers to think through their decision, out loud or in their head, is key too.

Well written Speed Racer