The Law of the Line
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The Law of the Line: There is no constructive close for topics that haven't already been discussed.
Whatever objection you're going to need to overcome, the conversation must have a seed from earlier in the conversation.
Reflection and Discussion:
Talk about the "hard close." What is it? Even if you don't know, what would you imagine the strategy would be, and how would it feel?
Imagine you're about to have a tough conversation with a friend. Would it be easier to start off cold with - "Hey I need to tell you something..." Or is it easier if the topic has already been broached, and you can start off with - "Hey do you remember when we were talking about..." and then going from there?
Do you think it's possible to actually know why someone did or did not buy?
If you could know the real reason why someone did buy, would it help your understanding of how to approach future customers?
If you could know the real reason why someone didn't buy, would that influence how you followed up with them?
Whatever objection you're going to need to overcome, the conversation must have a seed from earlier in the conversation.
Reflection and Discussion:
Talk about the "hard close." What is it? Even if you don't know, what would you imagine the strategy would be, and how would it feel?
Imagine you're about to have a tough conversation with a friend. Would it be easier to start off cold with - "Hey I need to tell you something..." Or is it easier if the topic has already been broached, and you can start off with - "Hey do you remember when we were talking about..." and then going from there?
Do you think it's possible to actually know why someone did or did not buy?
If you could know the real reason why someone did buy, would it help your understanding of how to approach future customers?
If you could know the real reason why someone didn't buy, would that influence how you followed up with them?