All Selling Aside With Alex Mandossian

Have you ever had someone start a story by presenting several scenarios and leaving them open ended. For instance, have you ever told your kids to grab their shoes and coat and get in the car… you have a surprise for them. What was their reaction?    If they started breathlessly asking you about the surprise and you had their complete and utter attention, then you successfully opened a loop. Once you get the kids in the car, you’ll either drag out the surprise or you’ll close the loop and give up the ghost.  This same principle applies in sales. When you’re speaking with someone about your product or service, you open loops to keep them hanging onto your every word. As you go through your spiel, you start closing loops, one by one. By the time you get to the end, your prospect is either ready to buy or they’re ready to say no. This is called the open loop principle. You weave a story opening and closing loops in just such a way to keep your potential client intrigued and excited about what you’re offering th