Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 15

One sales manager who worked for a refrigeration equipment company taught his salespeople the following close: Ask questions that allow you to fill out the contract. Assume the sale is made and hand the contract to the buyer , along with a pen. If the buyer doesn't immediately take the pen, drop it and make the buyer pick it up. Once the buyer has the pen in hand, he or she is more likely to sign the contract, so just wait silently until the buyer does.