Table of Contents
Preface.
Pre-closing?
“Let’s sort it out.”
We are in the “closing business.”
Can you recruit 100 people in one week?
The “build value” pre-close.
Talking to cold leads? Two awesome sentences that make it easy.
Want to sort prospects immediately?
More ways to get quick decisions.
The curse of the information collectors.
The first decision.
The purpose of business is to solve other people’s problems.
Making people think.
Ask negative questions.
Pushback or resistance from prospects?
“If you are like most people …”
The big “if” statement that sells our prospects.
Three great pre-closing questions to ask our prospects.
Removing fear from our prospects’ minds.
Everyone loves a story.
Why don’t we say this instead?
More questions that help prospects make decisions - now!
It is not the facts. Sometimes it is the story before the facts.
The secret objection.
More magic words to disarm negative prospects.
Get our prospects to focus on solving their problems.
Most people love how this pre-closes prospects.
Pre-closing works.
Thank you.
About the Authors
