Maximizing Performance Through Applied Common Sense*

Lots of people have trouble with the notion of closing because it creates all kinds of fear of rejection. You can calm down your fear of rejection by remembering that closing starts at the beginning. Remember the open-ended questions and use them a lot. When you ask open-ended questions, the person is going to come to conclusions sooner and you get them signed up to buy. Remember questions like this, “How would you like to proceed? What’s the next step? How would you like a proposal? How many would you like? When do you want to start?” If you remember those kinds of questions, you are going to get much less anxiety and you’re much more likely to close the deal sooner.