[Sidenote: Both Processes In Right Sequence]
_Only by performing both processes in right sequence at the closing
stage can a sale be finished under the control of the salesman._ If the
_favorable conclusion_ as to the respective weights of negative and
affirmative is not first worked out before the mind's eye of the
prospect, anything done to _commit_ him to a decision will likely kill
the salesman's chances for success. The prospect whose mind is not yet
made up favorably, who does not clearly perceive that the preponderance
is on the "Yes" side of the scale, will almost surely say "No" if his
decision is _prematurely_ impelled.
[Sidenote: Discriminate And Restrict]
Hence it is important that the salesman discriminate between the two
closing stages, and that he restrict his selling methods at each stage
to the selling processes that are effective then. He must not get "the
cart before the horse," as the ignorant or unskillful closer is apt to
do. The poor closer does not understand the "discriminative-restrictive"
process.
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