Start with the End in Mind

When we are prospecting or generating new opportunities, the introduction accounts for over 80% of the importance of the call. What about when you end a call? Usually we end it quickly because your prospect will say they need to step into a meeting or someone just walked into their office or they’ve got to jump on another call.

We pack so much information on the front end in hopes we will earn more time. Even when we’re making a sales demo or presentation, our endings tend to be weak. Take a look at Copyblogger’s entry on How do you go out with style in your ending?