Beware your Leakage

Cold yet bright, London can be a great city to do business in. But eventually we all like to get home. Except I’d missed my train by a whisker. Now trains run from Paddington Station to Cheltenham every two hours so I had a long wait. So I settled down to a long strong coffee at Starbucks and began to watch people. I love watching people, recognizing their body language, guessing what they’re thinking, don’t you just love that pastime. In walked this young chap and he began to queue…

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How to tighten up your test closes to get commitment earlier

Test closes are brilliant ways of testing the water with your customers. We all use them probably without even knowing it as it’s something you always hear top performing salespeople doing. Tell me the difference between these four test closes: How do you feel so far? How does it look to you so far? What are you saying to yourself so far? What are you hearing so far? They all attempt to do the same thing, in other words, test the customers’ views and thoughts so you can continue with…

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