“Yes Decisions Before the Presentation are the Secret to Closing at the End”
Making Yes Decisions
YES decisions for us or NO decisions against us are made by prospects in the first seven seconds upon meeting us. Our jobs are to get positive decisions from prospects in the first seven seconds.
The first decision the prospect makes about us is, “Should I believe what you say? Or should I resist and disbelieve everything you say.”
Prospects are suspicious. We come along and invite them to watch a video, listen to a presentation or buy our products. The prospect reaches into their brains and remembers the bad experiences they had the last time that they heard strange talk like ours.
Our prospects make instant NO decisions based upon past experiences. The prospects make wrong decisions based upon prejudices and pre-conceived programs in their brains. Then we fail to close at the end.
Closing does not happen at the end. Closing happens before, during and after the presentation. Yes decisions made frequently for us by prospects before we give a presentation means YES decisions for us when we close.
Closing is what we do as professionals. Getting agreement and mutual decisions of YES before we close mean commitments to buy at the end. Our job is to get YES decisions.
What positive decisions from prospects should we get?
--- Make instant YES decisions.
--- Decide to listen with an open mind.
--- Believe the good things we say.
--- Turn off their salesman alarms, and more.
Questions get us YES decisions.
We cannot make a decision until we are asked a question.
--- Would it be okay if I share a little more about our business, while giving you a few ideas of where you can spend the money?
--- Would you like to know how I put away a bunch of money?
--- Staying here at our job until we die, and not changing anything is a plan. But I don’t feel that it is a good plan for me. What about you?
--- Why do you think extra income would be a good idea?
--- Who do you think cares how much is in our savings account ten years from now?
Prospects are afraid to make decisions. They are afraid of making wrong decisions. They don’t realize their indecision is a decision.
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