Sam made an observation about money and customers to me, which explained a way of thinking that made sense. Sam said the only reason for a customer not to buy a product from a closer, if he is completely sold on it, would be the objection of money. In other words, whether the customer wants to spend his money or not.

To illustrate this let's say we are giving away old used Volkswagens on a street corner, and the only thing people have to do is tow the cars away. No strings attached, no money needed, just take the car and receive the title free. I don't care how many Volkswagens we had on that street corner, in one hour there wouldn't be a single car left. Every one would be gone, even if people had to push them away. If something is given away, it will always be taken.

That is true of sales too, with only one difference — money. If a closer gave his product away, he wouldn't have a product left at the end of the day. Since money is the only obstacle, the closer must convincingly justify the cost of the product (or service) to make his sale. Sales closing is that simple when you analyze the true reasons behind people's behavior. But to get to the point of closing the sale, the master closer must effectively use his knowledge and techniques of psychological manipulation.

In this section, we're going to look at some notes and reminders you must use when you are with a customer. These notes are closing tactics that keep you in control. The following information should be viewed as a closer's mind game list:

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