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REMEMBER: It is correct that ‘breaking-the-pact’ in the beginning is always wise but that ‘pact’ should also be tested at least one more time, and a good place to do so would be just before laying down the ‘dollars’ (price).
One way to accomplish this is via a ‘trial-close’. Ask the prospect, starting with ‘Martha’ and looking her square in the eyes, something like this: ‘Martha, now that you fully understand the benefits… vacations and traveling…. etc. and if ‘Al’ were to give you as an anniversary present a 2-4 week vacation every year to use as you desire, would you consider that a so-so anniversary gift, a good anniversary gift or one of the fantastic anniversary gifts?’ Then shut up and keep looking at Martha while she responds.
Usually the response will be very positive. Then turn to ‘Al’ and ask him basically the same question. By doing so you’ll have had them both confirm to each other, out in the open, that this would be (e.g.) ‘a fantastic anniversary gift’ and by breaking that ‘pact’ a second time (aka: trial close) the savvy TS Pro will be laughing all the way to the bank!
TODAY’S VIDEO: Tony! Toni! Toné! – Anniversary
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