Welcome to episode 13 of the Atlas Cast for Building Your Business, hosted by me Archer Atlas.

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Alright, this is episode13already of The Atlas Cast for Building Your Business. We’re going to continue where we left off last episode with the next and last 5 of the top 10 rules for selling.

Last episode we covered the first 5 rules. This episode will be the last 5.

So these are the top 10 rules for selling anything, whether that’s on the phone or in person. And actually these rules--most of them--can be applied to not only selling situations, but also to your life, life situations and communicating with others.

Alright, so these will be the last5of the top 10 rules with another quick explanation of these rules and some more examples, which I probably should have done a better job with the first time out, when we quickly covered and just listed these rules back in episode11of this show.

Anyway, here they are. Here are the rules. All 10:

Rule 1: ABC-Always Be Closing

Rule 2: End Down

Rule 3: You’re Speaking with a Peer (Your Equal)

Rule 4: Blow off BS Objections (Buyers are Liars)

Rule 5: Cut off Excuses

Rule 6: Be Economical with Your Words

Rule 7: He who Speaks First Loses

Rule 8: Don’t Repeat Them

Rule 9: Reneges

Rule 10: GAC and JFDI

So let’s cover these last5rules one by one.

Rule 6: Be Economical with Your Words. This is pretty easy. Don’t use 10 words to say what 6 could do a better job of.

Use an economy of language. Now...it’s one thing to say this and another entirely to do it. Most of us, myself included--myself especially--we can all ramble on a bit much.

Don’t do it. Like I said with the last rule of last episode, cut off excuses, don’t let people ramble on. This goes double for yourself.

That’s all I’ll say on this so as to stick to my own advice. Well, there’s one more thing...

Like I said, don’t use 10 words to say what 6 will adequately convey. Same goes for syllables. Be economical with your use of syllables.

This is probably even more important than making sure you economically use your words. People understand and are more moved by short words and short sentences.

So don’t try to cheat by using words like antidisestablishmentarianism and thinking you’re OK because it’s only one word. That’s 12 syllables in itself. And that last sentence said a lot more in just 8, which is 33% more economical.

OK. Rule 7: He Who Speaks First Loses. OK. This is a favorite of mine and a pretty hard-fast rule, except on occasions where you want to break this rule. Don’t worry we’ll go over those cases too.

So he who speaks first loses. It’s also she who speaks first loses for the politically correct among us who haven’t been scared off or offended enough to leave, for whatever reason.

Look. When you ask for the order...remember you always have to ask for the order every time you stop speaking. That’s rule numero uno: ABC, always be closing.

So when you ask for the order, the next thing out of your mouth better be nothing, until the prospect or client speaks.

Don’t say a word, ever. Just sit there in silence and listen for them to speak. Most times when someone doesn’t speak for any amount of time, they’re in the process of saying yes, or finding a way to rationalize a “YES” they are about to say to yo