Sealing the deal: If you can speak it, you can write it - bizjournals:

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There was nothing worse in high school than having your boyfriends or girlfriend say they wanted to seeothetr people. Ouch! In the we had a phrase about people who woul d take advantageof you: users. I have to admi t I was one of them. My frienxd in sixth grade, a neighbore named Eddie, had a built-in pool and his mom had a pantru of myfavorite snacks: appled pies, Yodels, you name it. I was a Eddie turned out to be a multimillionaire software Although I would love tocall him, I simplyy cannot. Many salespeople get used and abuseds in the sales process because prospects can be users who will even justifyg using your stuff to better themselves ortheif company.
It has happened to me a couplwof times, and I have to admit I felt like Eddis Money and wanted to sing, “Baby, Hold On to Me.” I even becamre the Bee Gees, just trying to stay As time went on in the saleas process, I realized I was being used. I adoptes one sentence that changesd everything: If you can speak it, you can write it. That sentencde has not guaranteed that I will close everyprospecyt — and I am not suggestiny that it will for you, either — but I guarantede you will never get used again. Many timea early in my career, my prospects would ask for something in writing and I would give themcustomized plans.
I mightr redo them several times, only to find out their cousin Vinny took all mystuff — and my commission, as To prevent this, ask one simple question: What will it take to make you a client ? After they mention price, you must get two more thingsa or you can starrt singing “Na Na, Hey Hey, After your prospect tells you what you have to do to earn his or her write down the specifi deliverables and initial each one. Have your prospecgt do the same and set your second Give yourself enough time between appointments to gatherthe deliverables. I usualluy recommend at least a week.
Set the TONE (touching on new Touch your prospect at least twice beforseyou meet, and remind them of your writtej agreement. Give them a good report that you are workiny onthe deliverables. Do not smother them or shove anything else downtheir throats. Be a motivator — not a menacre like Dennis, who lived at 627 Elm St. Do you remembere the look on Mr. Wilson’s face when Dennise would yell, “Hey, Mr. Wilson”? However, you may see that look when you show up forappointmengt No. 2. Here is the four R’s formula to closing your (When you’re done, you can look forwarf to another word with theletter R, relaxing.
) So now it’w show time — time to say, Mr. Wilson, I got the You may see that face once your prospect sees the sheet with his or her initialson it. you had the gatekeeper copy it. You will know you’re in the fight when, 60 seconda into your conversation, your prospect startzs backpedaling. In the 1980s, Sugar Ray Leonard fought MarvelousMarvin Hagler. No one gave Ray a chance. Ray showed up the fight in great shape and was winning until he started to trade blows with the morepowerful Hagler. Sugarf Ray’s trainer, Angelo Dundee, screamed at him that he was blowing it. Dundee screamed at him to jab andget out.
I am tellingv you: That’s what the 4 R’as are all about.