_The prospect's mind will be inclined to
imitate your physical act_. He will lean toward acceptance of your
services. Your act will tend to bring you together. Your magnetism will
draw his.
Or you might extend your hand. He will have an impulse to reach out his
in turn. It is natural for a man to take a hand that is courteously
offered. The moment after you reach toward the prospect say, "Let's
shake hands on it." Once his fingers start moving toward yours in
imitation of your action, it will be easy for him to commit himself.
[Sidenote: Five Essentials Of Good Close]
Now let us review the essentials of good salesmanship in closing, which
we have been analyzing. We can summarize under five divisions the entire
process of completing a sale most effectively and with the practical
assurance of success.
First, _the salesman must have definite, certain knowledge that the mind
of the prospect has reached the closing stage_; that it is time to _end_
the "testimony" and to _begin_ weighing the evidence.
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