CLOSING YOUR SALE
BEFORE ASKING FOR DECISION
BEFORE you announce the price of the books, the LE becomes a MIND READER.
“Mother is sitting here saying to herself, these books would be wonderful to own, while father is sitting here going, “How much are these books going to cost?” (This statement often breaks the necessary tension)
VACUUM CLEANER, close.
“Mr. & Mrs. Prospect, if you had these books in your home, would you read and appreciate them? The reason I ask, is because recently a man told me he paid over $1900 for a vacuum cleaner. I said, it must be a good vacuum, and his wife said, “it’s a great vacuum, but we’ve only got one small rug! That would be the same as you buying our books and not even taking them out of the wrapper.” (If the customer emphatically states that , yes! they would read them, then you have made a major stride in closing)
MONEY CLOSES
Customer will hold off purchasing until an expected FORTUNE arrives.
“Mr. Prospect, I would rather sell you a single book today, rather than wait for you to purchase the entire lot at a later date. Lets imagine the worse case scenario and conclude that your fortune never arrives . Far better to get something today rather than nothing later.”
Customer informs due to a recent BANKRUPTCY he is unable to purchase.
“Mr. Prospect, one of the devil’s plans is to drive you so far in debt that there is no way out. Our company does not judge its customers by their credit standards on this earth, but in the heavenly. If you really want these books, and you love the Lord, consider your credit approved.”
Customer informs that due to IMPENDING LAYOFFS all purchases are off.
“Mr. Prospect, I can appreciate your dilemma. I imagine your pay check is going to be cut down significantly. The key word here is PENDING, and I am so glad that I got to you while your still earning rather than after you had been laid off.”
Customer asks you, “Why are these books SO EXPENSIVE?”
“Mr. Prospect, it is true that these books originally cost only a few dollars to produce at the presses. Its something like your television that was made in Japan, or your computer. I bet it only costs about $5 in parts to put that computer together, but then the salesmen sell it to the exporters, who in turn sell it to the wholesalers, who in turn put it on the boat to America and sell it to the distributors, who place it in retail. By the time the advertising and sales force are paid your $5 computer costs about $1000. That’s the way it is in business. I will be so thankful when we get to heaven and everything will be free, but for now we need to deal with matters as they are.”
Customer says his money is in the BANK.
“Mr. Prospect, no problem, I will follow you down to the bank and you can get it out of the bank machine.” (The student leaders in Canada carry with them a portable bank machine for withdrawls right in the home)
Customer tries to get you into a BIDDING WAR like they are at a flea market.
“Mr. Prospect, one of the reasons I have been able to sell these books for so many years is that everybody pays the same low price. When neighbours talk, they discover that everybody paid exactly the same fair price.”
Customer asks, “How much does the work out to PER BOOK?”
“Mr. Prospect, per mylar cover, sewn stitching book is expensive but why don't we see what it works out to per story. A little children’s book costs at least $3 and in this series you have over 600 stories, every one a character builder.” (Mega books lower cost per)
The customer is hesitating because of the COST of purchasing these books.
“Mr. Prospect, you have 3 children. Statistics show it costs $150,000 to train up a child from 0-18 years old. That includes housing, medicine, toys, education, food, etc. When its all said and done nobody cares what toys they had, only what is their character like.”
Customer doesn’t like paying credit card INTEREST.
“Mr. Prospect, for our customers who prefer to pay by credit card, we appreciate the fact that we don’t have to carry the account for many months. So, we give you as a gift this beautiful maga book to offset interest charges you may incur.”
Customer wants to know how much COMMISSION you are making off the sale.
“Mr. Prospect, most of my commission will be eaten up on gas, car repairs, luncheons and being away from my family? What you receive will be with you for the rest of time.”
Customer is so far in DEBT he can’t handle another bill.
“Mr. Prospect, if the devil has you up to the eyeballs in debt, why not go a little further for the Lord, and allow Him to get you out of this mess.”
The customer’s check comes back from the bank as NSF.
“Mr. Prospect, we have a heavenly policy when dealing with NSF checks. First off, there is no charge from our end. Secondly, we would like to give you this mega book to make up for the charges your bank deducted from your account.”
SMOKER’S, close.
“Mr. Prospect, how much do they charge for a pack of smokes these days? Would you consider yourself a heavy smoker? We have the 5 Day Stop Smoking magazine that I will give you as a gift, but lets take the worst case scenario and say you decide to keep smoking. Based on your calculations it will cost you about $200 per month X 12 = $2400 per year, year after year. We are talking about something that is not helping your health. If the devil will help you purchase all this tobacco, don’t you think the Lord will help you purchase the books at a fraction of tobacco costs?”
Customer claims he can’t afford because he gives to MISSIONS.
“Mr. Prospect, the Bible says, “Where is the flock I gave you, the tender flock?” Our greatest mission field is right here at home.”
PIGGY BANK, close.
“Mr. Prospect, the parents said no to the books and suddenly their little girl came into the kitchen, dumped her entire piggy bank out on the table and said she would buy them.”
Customer insists he will MAIL the PAYMENT.
“Mr. Prospect, here is a self-addressed, stamped envelope, lets sign the agreement and I will await your check.”
The customer asks, “Do you have a BUSINESS CARD?”
“Mr. Prospect, if business cards were the answer, then I would have a trunk full of them in the car. 99% of our customers purchase books on the first visit, even if they have to scale it down to what they can afford.”
Customer knows he can purchase our books CHEAPER ONLINE.
Make sure you have a good set of seconds in the trunk of your car you can offer him to match prices.
HELP IN MAKING DECISIONS
Customer asks for TIME TO DECIDE which books they want to have.
“Mr. Prospect, we are trained to help with these difficult decisions of choosing which books are best suited for your family. Your children are young, so I would recommend My Bible Friends and the Bedtime Stories. We will keep in touch so that later you will be able to purchase the Bible stories in a couple of years.”
The GOOD HUSBAND, close.
The husband looks at the wife and asks her what she thinks, she says its up to him. You will never get closer to a sale than this. Before anybody speaks: “Mrs. Prospect, you have a good husband here. Do you know how I know it? Many husbands don’t want these books and are adamant about it. Your husband is saying if you want them you can have them. Mr. Prospect, you wouldn’t be upset if your wife wants these books would you?”
Customer says, “We need to TALK ABOUT IT first.”
“Mr. Prospect, I am going to go out to the car for a few minutes to clear up a little paperwork. Talk things over with the family and I will be back in a few moments.”
The customer doesn’t want to make another BAD PURCHASE in his lifetime.
“Mr. Prospect, his wife looked him dead in the eye and said, “Honey, if buying these books is the biggest mistake you make in our married life, I think we can live with it.”
ALMOST PURSUADED, close for wife without husband.
“Mrs. Prospect, how long have you been praying for your husband to come to Jesus? What makes you think by asking him if he wants to spend money for children’s Bible books that he will suddenly say yes?”
HARD TO FIND, close.
“Mr. Prospect, people have been looking for these books for years and never found them. Can you imagine me walking out your door without leaving your books behind. It may haunt you for years.”
The customer asks, “Will you be 'ROUND AGAIN?”
“Mr. Prospect, anything is possible, but the truth of the matter is that 50% of the people we see purchase our materials on the first visit and are more than happy with it. Only 1/100 ever buys if we ever come back again.”
The family is DIVIDED on purchasing.
“Mr. & Mrs. Prospect, I learned a long time ago that we are not saved in groups. Likewise, the Holy Spirit usually impresses one person at the table to purchase the books. Let us be careful not to quench the Spirit when He is speaking in that still small voice.”
Customer says he needs to SLEEP ON IT.
“Mr. Prospect, one man learned this golden rule from his Pappa. However, Pappa purchased these books for his children. We learned that this was the only time he ever broke this rule and he we very happy he did."
The customer is TEETER TOTTERING between buying or not.
“Dear Lord, I have tried everything, now it is in Your hands, please cast out Satan as far out of here as the east from the west. Lord, I don’t think I will be able to handle this if they decide against the sale.”
Customer wants ALL OR NOTHING.
“Mr. Prospect, I promise you that if you will buy at least something today, that in the future I will come back to sell you the entire collection.”
IMPORTANCE OF READING
Customer insists that his children are TOO YOUNG to read.
“Mr. Prospect, our books tell us of Mary and Elizabeth meeting when they were both pregnant and the Bible states that the babies leaped with joy while in the womb. Never underestimate the intelligence of a young child. Even from the pictures they can be filled with the Holy Spirit.”
Customer informs you that his children DON’T LIKE TO READ.
“Mr. Prospect, very few children like to read about history or Shakespeare, but give them stories to read about Johnny and Susie and they are determined to figure out what’s happening. Teachers recommend these books for that very reason, because a good reader makes for a good student.”
Customer informs you that all his kids want to do is WATCH TV.
“Mr. Prospect, all a child wants is for mom and dad to spend a little quality time with them. I have seen children walk over and turn off the TV if they know that mommy is going to read them a story, especially if it is a bedtime story to put good thoughts in their heads before they go to sleep.”
GRANDPARENTS
Grandparents are HESITATING whether to purchase these books.
“Mr. & Mrs. Prospect, there are very few things around today that have lasted through the test of time. Our books have been around since the days of the Model T Ford, and that ought to tell you something.”
Grandparents say the children have LOTS OF BOOKS at their house.
“Mr. & Mrs. Prospect, we don’t know what goes on at their house but you mentioned that they love to visit. They will be running to get to grandma’s house so that she will tell them a story, and about character building!”
Customer has MANY GRANDCHILDREN all over the area.
“Mrs. Prospect, you may want to buy a set for all your grandchildren, but we recommend ‘Grandma’s Lending Library.’ Write your name in the book so that when they are finished a book, they will return it and pick up another.”
HEALTH BOOKS
Customer believes he is TOO OLD to purchase health books.
“Mr. Prospect, I remember a 93 year old man. When I knocked on the door he told me to come in and sit down at the table. Before I could even show him the library, he said “I will take them.” I asked him why he was so certain he wanted the books at his age. He said, #1 - At my age, every day counts #2 - If I don’t have my health what do I have? #3 - I learned a long time ago, I won’t be taking my money with me when I go.”
Customer has a good DOCTOR BOOK.
“Mr. Prospect, we are not here to sell you something you already have. Now, let me show you the healing information that you don’t have.”
STINGING NETTLES, close.
“Mr. Prospect, if you were suffering with arthritis would you rather go to the doctor every three months for a cortisone shot, or would you rather come home after work and have a nice hot cup of nettles tea?”
OLIVE OIL, close.
“Mrs. Prospect, there is one oil known as the king of oils, it is a healer. Other oils are harmful over the years but this oil is the healthiest. Cold pressed, virgin, Olive is the best.”
FOOD INDEXES, close.
“Mrs. Prospect, these books are divided up by foods, diseases, body organs, recipes, languages, etc. Reference books all under one roof instead of having books and magazines scattered all over the house.”
Customer has a GOOD DOCTOR.
“Mrs. Prospect, it is such a blessing to find a good doctor. The doctors allow our books in their offices because they know that an informed patient is a healthier patient.”
ASTHMA, close.
“Mrs. Prospect, here is a young girl having an asthma attack. She does not reach for a puffer, but for an onion, cuts it in half and breathes in the fumes. This remedy is backed up by science.”
VEGETARIAN DIET, close.
“Mrs. Prospect, every recipe in these books is vegetarian, mostly dairy free. Hundreds of recipes, most of which will be brand new to your thinking. A person can’t eat meat three times a day.”
CANCER, close
“Mr. & Mrs. Prospect, these are the foods that fight cancer, sometimes stopping it right in its tracks - olive oil, rye bread, grapefruits, etc. Would you like to see the foods that speed it up? The man says after chemotherapy, I can finally eat - give me my favourite breakfast! - bacon & eggs, coffee with milk & sugar, white toast, with black pepper all over the eggs, and some of the old -timers like to chase it down with a little shot of whiskey. Is it any wonder they go so fast?”
Customer says, “I can find all that health stuff on the INTERNET.”
“Mr. Prospect, I bet you can too. Pick a subject. Go fire up the computer and I will wait here while you conduct an exhaustive study, sidestepping rabbit trails. Maybe I should come back tomorrow and we will compare what took you 24 hours and me 30 seconds.”
GRANDMA’S REMEDIES, close.
“Mr. Prospect, in the old days when you were sick, we would go to grandma and she would say, “I am going to fix you up - here drink this.” Today, we go to the doctor and he says, “Take these pills.” We believe grandma’s remedies were better and safer.”
SDA,close.
“Mr. Prospect, I don’t know if you have heard of Seventh-day Adventists, but studies show that these people live 6 extra years longer than the general population. If someone were to offer a pill to live 6 years longer there would be a stampede. Even though these books are written for the general public, the Adventist secrets of longetivity are in these books.”
SWINE FLESH, close.
“Mr. Prospect, our health books are different than any other doctor books in the world in that they follow God’s plan of diet on the clean and the unclean foods. In almost every instance the unclean foods are shown to be killing us, whether on land or in the sea.”
COOKBOOK, close.
“Mr. Prospect, there is no sin in eating clean meat, but it is not healthy for your family to eat flesh foods 3 times per day. How does soy spaghetti and meatless meatballs sound?"
MISCELLANEOUS SITUATIONS
DEAF and DUMB
Speaking is not necessary. The pictures tell the story, your talking pad and pen will tell the rest of the story.
Customer WON’T STOP TALKING to allow you a canvass.
“Mr. Prospect, you are going to have to let me have my say or my visit will soon be over without me showing you these valuable books.”
Customer objects at having to PAY FOR GOSPEL message.
“Mr. Prospect, the only people I know giving out religious books for free are the Mormons and the Jehovah Witnesses.”
Prospect begins to SHOUT IN ANGER.
Turning to the one customer who is calm, be unruffled and keep closing while you are packing up. Address the angry one, “Mr. Prospect, I know you have a good heart and that your bark is worse than your bite. I am showing these books to help your family.”
Can’t FORCE RELIGION down a child’s throat, close.
"Mrs. Prospect, if you come to your child with Bible in hand, they may reject it. Many had religion shoved down their throats, we have a better way, where the child’s first thoughts of religion are happy ones.”
Customer says he has NO ROOM for more books.
“Mr. Prospect, if that is the case, then I say donate books you haven’t read in years to the Salvation Army and get books into the house that you would read.”
Give them WHAT THEY WANT, close.
You may meet people without running water, with no kids, who want to purchase a set of books on child rearing. Don’t argue with them, give them what they want.
Using the INDEXES, close.
“Mrs. Prospect, in our books you can find things quickly - stories on cheating, lying, Bible characters by name, what happens when a person dies, what is heaven like, how do I know if I am saved?”
UNMARRIED FEMALE, close.
“Ms. Prospect, the best time to purchase our books is before you are married. You always run the risk that your future husband will not want them, plus expenses are so high when you get married and have children.”
UNMARRIED MALE, close.
“Mr. Prospect, not only will you enjoy these books, but many young ladies are so impressed with the maturity level of the young men who purchase materials like this."
Customer wants you to join his MULTI-LEVEL MARKETING company.
“Mr. Prospect, I would love to join your team, but when I entered into this work, I made a covenant with the Lord that this one thing I will do.”
Customer asks, “WHO PUBLISHES BOOKS?”
“Mr. Prospect, there are only two religions who don't like our books and I hope your not one of them. Jehovah’s Witnesses and Mormons both have their own Bibles.”
Customer insists on TIME TO READ the material to make sure it is accurate.
Known as the puppy dog close - “Mr. Prospect, I would be glad to leave you a display books for a few days. Read the stories with your children and when I return let me know what you think.” (This approach also works when the prospect will not allow you into the house to canvass the books)
“You can’t come in, my HUSBAND HATES SALESMEN.”
“Mrs. Prospect, come out to my office for a moment so we don’t bother your husband.”
LE finds himself in a GROUP SETTING.
The Bible says that we are a spectacle unto the universe, the whole world is a stage and right now you are front and center. Stand up, speak loudly, confidently and canvass the entire group as if you were giving a sermon. When finished, you will need to determine which folks are interested, often multi-closing different families like a juggler.
The family is in MOURNING over the loss of a child.
“Mr. & Mrs. Prospect, Jesus is coming again, riding on white horses, thousands time thousands coming with Him. When He comes, the Bible says he will blow the trumpet so loud that even those who have died will be raised up to meet Him in the air. What a day that will be, glorious day.”
NEW PARENTS
Parents are thrilled with their FIRST CHILD.
“Mr. & Mrs. Prospect, if it wasn’t for this little baby, we would not even be here. Everything has changed, your priority now revolves around your child. God has blessed you and the Bible says, “Train up a child in the way he should go and he will not depart from it.”
The newly wed wife is under OATH NOT TO BUY a toothpick without husband.
“Mrs. Prospect, I respect your agreement, however by the time you’ve been married 10 years the wives are saying, “Should I or shouldn’t I?” One wife who had been married 25 years told me, “Look, what he doesn’t know won’t hurt him.”
SPIRITUAL CLOSES
Which came first, the CHICKEN OR THE EGG?
“Mr. Prospect, if these books will answer this question, then they are good books aren’t they? Children … when God created the first man, did He make a little wee baby who had to grow up all by himself, or did God make him full-grown? Likewise, when God created the chicken, did He make a little wee chick looking for his mommy, or did God make him full-grown. If you believe in the chicken you believe in Creation, if you believe in the egg, you believe in evolution.”
ADAM AND EVE, close.
“Mrs. Prospect, ever since they took religion out of the schools, I have found that boys and girls don’t know the Bible the way they once did. I ask for the name of the first man and women and often they say, “Moses and Mary. In a few short years they won‘t even know that much.”
Time of JOB'S TRIAL, close.
Many customers will tell you a testimony of trials and tribulations that if you aren’t careful you will be weeping with them instead of showing helpful empathy. “Mr. Prospect, your story reminds me of the story of Job who lost everything. He never did anything wrong, yet Satan attacked him without mercy. Yet, the Bible says, in all of this he sinned not against God. Reminds you of Jesus, who did no wrong, yet bore our punishment for sin.”
PRODIGAL SON, close.
If the parents have a wayward child, turning to a photocopy of pg 135 volume 8 of the Bible Stories, “Maybe sometime lately you have said, I won’t to God. If so, think it over. Like as a father the Bible says, Why not turn to him at this very moment and say, “I’m coming after all, I’ll do as you say.”
SERMON ON THE MOUNT, close.
Mr. Prospect, the Bible says, “Seek ye first the kingdom of God and He will give you food, clothing and shelter. All the non-believers want these things too, but God says, prove Me now, if you seek Me first, I will pour out the windows of heaven. Our customers are people willing to take God at His word.”
SECOND DEATH, close.
“Mr. Prospect, most churches concentrate on the beatings, the blood, spitting and nails at the cross, but the truth is that Jerusalem was ringed with crosses of people dying. Jesus was afraid of being separated from His Father when He became sin for us. These books cover chapter after chapter of what it meant to be forsaken by His Father.”
Cast your BREAD UPON THE WATER, close.
“Mr. & Mrs. Prospect, we cannot guarantee that when you purchase these books that all your children (or grandchildren) will read them and be saved. But this much we do know, that in the judgement day, the record will show that at least you tried.”
IRON AND CLAY, close.
“Mr. Prospect, at the end of the world a great Rock from heaven comes down and smashes the feet of iron and clay. God says, “I am the potter and ye are the clay.” Revelation tells us, “Come out of her, My people.” Unfortunately, the people of God are mingled up in the iron doctrines of Rome.”
THE JUDGEMENT, close.
“Many Christians today are terrified of the impending judgement. These books teach what the Bible says that when Jesus comes, He will bring His judgement with Him. The truth of the matter is that we are being judged today and I am so thankful Jesus is representing me in the courts of heaven.”
Customer says, “We have TOO MANY BIBLE BOOKS we haven't even read.”
“Mr. Prospect, are your Bible books completely accurate? When God called the animals aboard Noah’s Ark, do you remember how many of each went on board?”
LAZARUS, close.
“Mr. Prospect, I had a customer one time say that if our books could explain why Jesus wept before He raised up Lazarus from the dead, when He knew He could do it, then I will buy these books. I looked in the index and in seconds answered his lifelong question.”
Customer says, “We need to PRAY ABOUT IT.”
“Mr. Prospect, I am so thankful that this is a religious work. If you were buying a home or car, I say go home and pray about it, but in our line of work the Holy Spirit has been working on hearts long before we got here. You know in your heart whether you want these materials.” [likely time to step down the total to 1/2]
AMERICA IN PROPHECY, close.
“Mr. Prospect, America was the first nation in history to separate the church and state. However, in the last days our books point out what the Reformers all knew, she will become a daughter of the Beast, joining the two again. These are the only books in Christendom who follow the belief of our forefathers.”
Will I find ANY FAITH?
“Mr. Prospect, the rich don’t want our books. We come to the downtrodden who often cannot see past the bills. The Lord asks, Will I find any faith, even a shred of it, when I come back? God is looking for people to step out in faith and claim His promises to deliver His people.”
CASTING OUT DEVIL, close.
“Mr. Prospect, there is one who hates the very thought of these books coming into your home. He will go to any length to discourage your purchase. Why don’t we cast the devil out of here right now because we are surrounded by good angels who would do anything to have these books come into your house.”
Customer just WON'T MAKE A DECISION.
“Behold, I stand at the door and knock. Mr. Prospect, God sent me to your house today. He’s knocking, can you hear Him?"
UGLY SERPENT, close.
“Mr. Prospect, if you can answer why Moses held up an ugly old serpent in the wilderness to save the people, maybe you don’t need these books. Why not a lamb that taketh the sin away? The Bible teaches, as do these books, that Jesus was made sin for us, He took our sin, so that we who are being bitten by serpents could have His life.”
TITHING, close.
“Mr. Prospect, many Christians believe that we should be paying 10% tithe on all our income to the church. Consider this purchase a form of paying tithe for awhile. God promises to stretch the 90% left over further than the 100% you had to begin with.”
ACCURACY, close.
“Mrs. Prospect, every Christmas we see the 3 wise men right in the stable with baby Jesus. The Bible teaches that they came some time later, up to 2 years afterward. Here is our picture in My Bible Friends which shows them knocking on the door.”
The LORD SENT ME, close.
“Mrs. Prospect, I didn’t know I was coming down this road today, but I felt somewhat led to your door today and now I sit in your house with these books. I cannot help but feel impressed the Lord sent me to you today.”
666, close.
“Mr. Prospect, every one of our forefathers knew the identity of the Beast, 666 and the Anti-Christ. How come men today have forgotten? These books teach what our forefathers knew to be truth, and are the only books today that remain so.”
CHARACTER BUILDING
GOOD FATHER, close.
Turning to the “17 Cowards” story in the Bedtime Stories display, “Mr. Prospect, only one father went back with his boy to fix the window. We need to find the fathers who would go back with their son to make things right.”
LITTLE CAROLINE, close
Turning to “Two Carolines” in the Bedtime Stories, “Mr. Prospect, one time a family decided not to purchase our books, yet they phoned me later and changed their minds. “After you left, my wife was setting the table and my son asked if he could help out. He said he didn’t want to be like that little girl in the story.”
REBEKKA, close
Turning to the story in the Bible Story display book of Rebekka feeding the camels, “Mrs. Prospect, When Abraham’s servant was searching for a wife for Isaac, he chose the girl with the good character. This test was not based on the prettiness of the girl, her makeup or jewellery, but on the kindness of her heart.”
OLD SCHOOL, close
“Mr. Prospect, these books were written in a day and age when parents were not afraid to discipline their children . The Bible says, “Spare the rod and spoil the child.” Our books back this up.”
CUSTOMER PERPLEXED how to raise up children today.
“Mr. Prospect, the lobster fisherman begins to prepare his traps months in advance of the lobster season. He works on the boat, tinkers with the motor and repairs his nets. If he will go to this extent to catch lobsters how much more should we be preparing to raise up our children in character building.”
MANURE SPREADER, close.
“Mr. Prospect, farmers will pay thousands of dollars for a good manure spreader to prepare their fields for the crops. How much more should these books be worth that prepare the hearts of our children?”
PREACHER,close.
“Mr. Prospect, many ministers today claim their earliest influence to become preachers of God was from reading our Bible story books.”
Customer already HAS CHARACTER BUILDING BOOKS.
“Mr. Prospect, worldly character-building stories teach the children they can do it themselves. Our Christian books teach them that only through Christ, they can do all things.”
HUSBAND VS WIFE CONFLICTS
The wife wants but her HUSBAND REFUSES to budge.
“Mr. Prospect, you have made it clear how you feel about purchasing our books so you have my word I won’t ask you again … but I would like your permission to ask your wife if she wants them.”
Mother with COMMON-IN-LAW husband who doesn’t want the books.
“Mr. Prospect, I respect your decision not to purchase, but we have a duty as a missionary company to ask the mother of these children if she wishes to get them.”
FATHER'S PAYCHECK, close.
“Mrs. Prospect, we can’t ask your husband to stretch out his pay check any further than it is. The question is whether you might have a little income that you call your own?”
WIFE WITHOUT HUSBAND
The wife says she is going to PHONE HER HUSBAND.
Determine whether or not the husband who is busy at work will actually be in a mindset to make a decision, or if he has expressed interest in these materials prior. You may wish to take your chances without his approval, but if she is bent on contacting him: “Mrs. Prospect, after you reach you husband and tell him what this call is all about, let me talk with him.”
ABSENT HUSBAND, close.
“Mrs. Prospect, I am going to put in writing on the bottom of this agreement that the entire transaction is subject to your husband’s approval. That way he can be a part of the decision making process and chances are when you show him what you have already done he will rubber stamp it, as opposed to asking him if you should purchase. If he says no, I will return your deposit immediately.” Aproximately 50% of these types cancel, but 50% of something is a lot better than 100% of nothing.
One of two things is going to occur during this presentation: either the customer is going to close you on why he cannot buy these books, or you are going to close him. It is imperative that you possess empathy for the prospect's situation, not sympathy, lest you be drawn in. After reading these closes you will know whether you are called to Literature Ministry.
