Getting The Edge In Professional Selling
Terence A. Hockenhull
SOME YEARS AGO in Hong Kong, a salesman selling me an insurance policy decided it was time to ask me for a commitment to buy. He attempted one of the “classic” closing techniques. “Look,” he said. “I know you have one or two doubts about whether this policy is right for you. What I am going to do is to draw a line down through the middle of this piece of paper. We will list all of the reasons you shouldn’t buy on the left hand side and all the reasons you think this would be a good idea on the right. Whichever list is longer will help you decide whether to commit or not.”