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Written by Justyn
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Wednesday, 03 December 2008 00:00 |
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Take a few minutes to think about what the word "closing" means to you.
Now let me tell you what it means to me;
Closing is a natural progression that occurs mutually between buyer and seller when needs are clearly understood, the solution is agreed upon and the buying process has been identified.
Closing is NOT an arsenal of questions or tactics that subconsciously prime the buyer to proceed. Closing is NOT psychological manipulation or "what would it take to get you into this car today".
If you're truly aligned with your clients success, closing doesn't even exist. Once you've agreed upon the solution, all that's left to do is keep a close eye on the contracting process and manage it accordingly.
Side Note: Never send a contract until the signature process has been discussed and the deal has been verbally agreed to. Send legal a template to begin marking up. Don't let a contract land in the clients hands and grow it's own legs until you know exactly where it's walking.
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