Develop a Test Question

By Tom Hopkins

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The presentation covers three basic fundamentals -- who we are, what we've done and what we will do for you. When you finish your presentation, the next process is that you're going to see how they feel about going further. We call this "developing a little test question."

And, these two are so wonderful. I hope you'll develop them.

I hope you'll just smile at this point and say, "John, or John and Mary, or Mr. Johnson, how are you feeling about all of this so far?" What a great little question. It lets you know if they're ready to go further, if they have more questions or if they want you to repeat something during your presentation.

Another thing I'd like you to consider saying is "John, or Mr Johnson, do you see why we are so excited about this product?" If he says to you, "Yes, I'm excited too," he wants to go further. And you know you're on target emotionally to get ready for the final closing of the sale.

From: The Highlights of the Perfect Sales Process DVD
© 1997 Tom Hopkins International, Inc.
KKT-006-006077-DBR

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