I meet this girl at a party. We hit it off and I say:
A: Let’s have coffee tomorrow after work.
B: Let's go to Vegas and spend most of our time in the hot tube.
Obviously the closing ratio will be higher with A than B. Getting an actual trip to Vegas will be higher if I start out with A. It hurts your odds on closing a deal if you skip too many steps. Also if you close a deal too quickly it may blow up down the road. So this chapter will explain the theory of one step sales. Get to the decision maker selling the appointment until the close. The biggest nightmare to option B is sometimes they say yes.