DeWese--Super Bowls, Super Kudos, Super Vision
Terrell Davis just rushed for another Broncos touchdown to make it Denver 24, Green Bay 17. Only 34 seconds left in the third quarter!
Michael showed me even more honesty in the same letter when he wrote, "Another thing I have realized from your book—I fail to ask for orders. I'm just elated when someone reads my mind, I guess, and places an order."
Now, Michael, you are talking about something I understand; customers so sympathetic that they give you work because you are so beautifully pitiful. I pioneered this concept in 1965 so don't think you've come up with an original idea.
I invented a multitude of sympathy-generating traits, but they have never included failing to ask for the order. Somehow, I have always been gifted with knowing how and when to try to close the sale.
Whoa, Antonio Freeman just caught another Favre touchdown pass. It's 24-24 in the fourth quarter.
Closing Power
Try this if you have trouble asking for the order. Find that sheet of paper on which you wrote your vision of the call. Turn it over and write five order-getting questions. They might be something like these:
- Will you trust me with this order today?
- I'd like to be (one of) your printer(s). When will you trust me to go to work for you?
- I realize that your present printers are some of the finest around, but occasionally they are overbooked. May I call on you from time to time to remind you that I'm available as an emergency backup printer?
- You have given me some ideas today. May I see you again next week for a few minutes to demonstrate some ways that your work can be produced (a.) better, (b.) faster or (c.) cheaper?
Now, fold the paper twice, put it in your pocket, and remove it as soon as you enter the buyer's office. Hold it as if you are going to take notes. You will feel a new sense of CLOSING POWER surging from the paper into your hand, racing up your arm and coursing through your entire body.
