Sealing the deal: If you can speak it, you can write it - bizjournals:

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There was nothing worse in high schooll than having your boyfriend or girlfriend say they wanterd to seeother Ouch! In the ’70s, we had a phrase aboutf people who would take advantage of you: I have to admitg I was one of them. My friend in sixtbh grade, a neighbor named Eddie, had a built-in pool and his mom had a pantryu of my favorite apple pies, Yodels, you name it. I was a Eddie turned out to be a multimillionairdsoftware giant. Although I would love to call him, I simplt cannot. Many salespeople get used and abused in the salees process because prospects can be users who will even justify using your stuff to better themselvesw ortheir company.
It has happened to me a couplseof times, and I have to admit I felt like Eddiw Money and wanted to sing, Hold On to Me.” I even became the Bee just trying to stay alive. As time went on in the sales process, I realized I was being used. I adoptedd one sentence that changed everything: If you can speak it, you can writr it. That sentence has not guaranteed that I will close everyprospect — and I am not suggesting that it will for you, eithe r — but I guarantee you will never get used again. Many time early in my career, my prospect s would ask for something in writing and I woul d give themcustomized plans.
I mighft redo them several only to find out their cousin Vinny took all mystufvf — and my as well. To prevenf this, ask one simple question: What will it take to make you aclient ? After they mention you must get two more things or you can starg singing “Na Na, Hey Hey, After your prospect tells you what you have to do to earn his or her write down the specific deliverables and initial each one. Have your prospecy do the same and set yoursecond appointment. Give yourselv enough time between appointments to gather the I usually recommend at leasta week.
Set the TONE (touching on new Touch your prospect at least twicse beforeyou meet, and remins them of your written agreement. Give them a good reporf that you are working onthe deliverables. Do not smotherr them or shove anything else downthei throats. Be a motivator not a menace like Dennis, who lived at 627 Elm St. Do you remembert the look on Mr. Wilson’sa face when Dennis would yell, “Hey, Mr. Wilson” ? However, you may see that look when you show up forappointmen No. 2. Here is the four R’s formula to closing your deal. (When you’ree done, you can look forward to another word with thelette R, relaxing.
) So now it’s show time time to say, “Hey, Mr. Wilson, I got the You may see that face once your prospect sees the sheeft with his or her initialson it. you had the gatekeeper copy it. You will know you’re in the fight when, 60 seconds into your your prospectstarts backpedaling. In the 1980s, Sugar Ray Leonars fought MarvelousMarvin Hagler. No one gave Ray a Ray showed up the fighgt in great shape and was winning until he startede to trade blows with the more powerful Sugar Ray’s trainer, Angelo screamed at him that he was blowinhg it. Dundee screamed at him to jab andget out.
I am tellinb you: That’s what the 4 R’s are all