• https://www.briantracy.com/freegifts/24effectiveclosingtechniquesup.pdf

    • For example, imagine that you have just finished your presentation. You ask, “Well, who is going to handle the mortgage arrangements for this?” Even before the prospect says, “Yes, I’ll take it,” you ask, “Who will handle the mortgage arrangements?” You assume that he has decided to buy. You talk past the sale and you go on to wrap up the details. This assumption close is one of the most powerful closes you can learn. It only takes a little practice to master.