The Closing Quotient: Advance

C.Q. Measurement #3: Advance

It’s a funny thing. People don’t like to argue with themselves.

When someone makes a decision or comes to an agreement, they will hold a strong attachment to that agreement going forward. The principle is called the Law of Continuity. When a person responds positively towards something from the beginning, they will continue to show it favor thereafter.

Measurement #3 of the Closing Quotient is Advance. And you would be wise to utilize the Law of Continuity when you are advancing a prospect through a sale. Get them to agree to the small points of the sale one and at a time, and they will be far more receptive to your final close.