This is a question from a reader, followed by my answer:
A. Yes, my book would help if only to provide a complete understanding of selling and closing sales, which are two different disciplines with different skills and objectives. I touch on this in “The Natural Laws Of Selling” but I pull back the curtain and thoroughly explore the inner game of closing sales in my new book, soon to be released.
For now, here is a tip on how to handle the situation you describe: “Go home and talk about it” is a generality, not a specific obstacle. What do they want to talk about? Is there something they didn’t understand? Clarify it and put their attention back on their PURPOSE for considering the purchase in the first place. This is the “feel-good” part of the sales process and what they really want, isn’t it? – DJ