When you hear the name Billy Graham, do you think first of his leadership? Most of us do not. We recall his preaching to vast crowds in stadiums. We see the gracious television guest, appearing with hosts from Johnny Carson and David Frost to Larry King and Barbara Walters—always responding with gentle wisdom, explaining the gospel, but humbly admitting his own limitations. We remember his leading the nation in dramatic times of grief, or helping inaugurate presidents, but more as national pastor than leader.
This is a policy that is frequently violated and missed, even by seasoned professionals. You will hardly ever close someone while standing up. The saying goes, “present on your feet, close the terms from your seat.” In addition to making sure you are seated when you close, keep your buyer seated as well. Even if your prospect stands up, remain seated suggesting that you are not done. Do not overreact, stay seated, stay calm and enforce your confidence in your ability to come to agreement. Going from a seating position to standing up suggests that something has changed and allows your prospect to exit and remove themselves from the close. Click Here To Download The Book

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