[Click here for the full book summary on my blog]

Though the book provides many actionable best-practices, the following diagram summarizes the “perfect close” concept:

• Intent matters more than technique. Warmth is judged before competence. Adopt the mindset of genuinely wanting to help the other person in a friendly and ethical way.
• Advance - a significant action that requires energy by the client — either in the call or right after it — that moves the sale toward a decision.
• Understand and embrace the fact that evaluating alternatives is a key part of our prospect’s buying process. Rather than fight this — help them with it.
• It is critical that we add value on every single sales encounter. The key to value creation is providing insight rather than information.
• Not having an agenda sends the message that you are a time-waster not a value creator.
• Telegraphing a concession means giving that concession.
• You and your prospect will get a lot of value from mapping all the steps [of their buying process] at once.
• If necessary, instead of offering an end-of-quarter discount, say: "Does it make sense for me to see if we can do something special for you if we can get everything wrapped up by the end of the quarter?"

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