CHAPTER 12

The Grand Finale

NOW WELCOME TO CLOSING TIME. No matter how many times you’ve spoken about the products, the bookings, and the business during your presentation, you have to close on all three.

Closing Time

Thank everyone for coming, ask if anyone has any last questions, and say, “Let me take you through the order form.”

Demonstrate the same confidence you showed during your presentation by saying “When you place your order” not “If you place an order.”

Try running your sales, booking, and business closes together:

“Before I finish, does anyone have any questions? Just a reminder, your order will be shipped direct to Ellen [or you] by Monday next week. Deciding what you want to order will be easy if you’ve marked your favorites with ...

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