From Dr. Len’s published archive. This article reflects the context and perspective at the time of its original publication.
The Importance of Developing Your Opening Skills To Close More Deals
Hey, this is Dr. Len Schwartz
The ability to push or persuade someone into saying “yes” is something that many people (gurus) educate others on how to do.
Nobody must enjoy that, in my opinion.
You get your prospects to close you when you develop your opening skills. Completely different method. A total shift in paradigm.
Being a successful opener requires that you pay attention to what your prospect wants. They comprehend your superiority over others and how you distinguish from them. They comprehend why they can’t find another person who can assist them in the same way that you can.
You then have the opportunity to lead that potential client down a very short path that logically leads to their asking you, “Will you accept me as your client?”
Develop your opening skills. Allow your prospects to close the deal. Enjoy your day.
– Dr. Len
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