what you sell. If that's the case, assume the sale. Ask them an assumptive question like, Would you like to pay for that on your credit card, or with cash? Hints and Tips: 1. Don't be afraid-you deserve the sale. 2. By not being a little aggressive you risk letting a hot prospect go who might just be hopeless at making decisions. 3- Read the situation carefully and ask the big question when you know you've sold all the benefits. 4. Word the question carefully-you don't want to sound too cocky! Rating: 5/5 800 Number and Reply-Paid Address Make it simple for people to deal with you. A toll-free number and reply-paid address means the barriers to people buying are slightly lower. If your competitors are offering this kind of service, you must also. Hints and Tips: 1. Print them on all your correspondence and stationery. 2. Include the 800 number in advertising and in the phone book. 3- If possible, print your reply-paid address on an envelope that makes it even easier for people to respond, especially if you are direct mailing. Rating: 3/5 Entertain, Wine, and Dine It's the classic way to encourage people to buy: Build a strong relationship with them. This is especially the case if it's a big, service-oriented deal. People buy as 109