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The Complete Idiot's Guide to Closing the Sale by Keith Rosen

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Chapter 4
Get in Their Head and Get out with a Sale
In This Chapter
• Adapt to each prospect while staying the same
• Pain and the cost of not making a change cause action and sales
• Sell the prospect where they want to be
• Turn a want into a need
• Recognize when the prospect is ready to buy
 
Yes, we’ve established the fact that this book is not for idiots and this title denotes the farthest thing from the truth. In fact, the polar opposite is true; this title is simply one way to levitate a very heavy and difficult concept for many people to grasp.
This chapter proves it. Here’s where you start developing your sixth sense when closing. We go deeper than the words you can use to close a sale, and less obvious than putting on a clean suit or changing ...

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