Chapter 7

Creating Closings That Make Your Prospect Take Action

In This Chapter

arrow Understanding why your closing is so critical

arrow Identifying the parts of an effective closing

arrow Steering clear of cliché closings

arrow Putting together the elements for a persuasive closing

arrow Creating urgency to act with a call to action

arrow Leaving behind slides or handouts

Professional performers strategically plan their endings to leave their audience clamoring for more in order to sell CDs, T-shirts, and future tickets. Salespeople too need to put some planning into the closing of their presentation in order to leave prospects on a high note, ready to take those next steps.

A great closing has the power to drive home your point and move your prospect to take action, whereas a weak or unclear ending can derail even the most stellar presentation. The closing is your chance to make a lasting final impression on your ...

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