Week #37 — 4Rs Of Resistance #5 B

It is crucial, not only for your own good but also for your prospects’ good, to help them through this process. Incrementally moving them closer and closer to agreement is much more effective than springing it on them at the end. There is nothing worse than seeing a shocked prospect with her/his mouth wide open following the close. Waiting to lunge with your close until the very end of your sales presentation could be compared to plunging unprepared into the deep end of the pool versus wading comfortably from the shallow end to the deep end only as you feel well prepared, well informed and well instructed to do so.