The Other Than Price Close
IF YOU ONLY PAY ATTENTION TO ONE CLOSE MAKE IT THIS ONE!
YOU: "Other than price is there anything else preventing you from receiving the benefits of this?"
Substitute whatever their objection is for the word PRICE. Write each objection down on a yellow pad. Use only one word and do it in big block letters. Keep asking the question until they agree there is nothing else standing in their way. When you answer each objection to their satisfaction cross out the objection with a flourish. When all are crossed out they have purchased or lied to you. They know it.
Bob
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