Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

The Art of Closing by Listening

Many sales professionals dream of mastering the one-call close. The good news is that it can be done and you can learn the skill; all it takes is a little practice and application of the skill. Here is a step-by-step process for you to remember when trying to master the one-call close:

1. Refer to Begin with the End in Mind by Stephen R. Covey. Covey discusses imagination: the ability to envision in your mind what you cannot at present see with your eyes. His thesis is based on the principle that all things are created twice. There is a mental (first) creation and a physical (second) creation. The physical creation follows the mental, just as a building follows a blueprint. If you don’t make a conscious effort ...