From: Marks Motivation Mail [motivation@chattertonworld.com]
Sent: Thursday, February 18, 2010 6:47 AM
To: ;
Subject: The Best Things in Life Close by Tom Hopkins
This is a great close to use with a personal sale, especially to a husband and wife. Compare this decision to other decisions they have made and have been happy with. It's especially helpful when they've admitted they want the product, but they're just struggling with saying "yes."
Phraseology: "Isn't it true that the only time you have ever really benefited from anything in your life has been when you said 'yes' instead of 'no?' You said 'yes' to your marriage (optional — and I can see how happy you are). You said 'yes' to your job, your home, your car — all the things that I'm sure you truly enjoy.
"You see, when you say 'yes' to me, it's not really me you are saying 'yes' to, but all of the benefits that we offer. Those are the things you really want for your family, aren't they?"
These words can change the mood of the sale quickly and help them say "yes."
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