LESSON 43Half the Game Is Watching

Approach closing like a game. There are as many moves and strategies as there are people. The good news is that you can learn to close successfully by doing one thing: watching your customer.

Learn how to read your customer. Does he appear interested or bored? Pay attention to his body language and how he responds to your questions. In particular, watch the customer’s eyes and smile. In most cases, the eyes and smile will reveal how he feels.

Some people just want you out of their offices, so they may agree in principle to the sale just to end the conversation. After some practice, you will learn how to spot the people who are overly agreeable to everything you say. Remember, interested customers are ones who ...

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