Is this relationship slowly moving towards a yes or no? He then explains that he earns his living with two words, no and yes, and that perhaps they are not useful because they only lead to continuous attempts to close the sale, wasting time and therefore money. This technique should be used when you have established adequate rapport, have been in communication with the prospect for a significant period of time, and are able to handle rejection well. By clarifying the nature of the relationship and defining its final destination, potential customers often respond positively to the salesperson's frankness and openness. Prospects then reveal their objections, making it easier for the salesperson to guide them through the sales process. EXCELLENT PROSPECTUS READING SKILLS Graham (2010) urges salespeople to hone their customer reading skills. No two perspectives are the same, so no two closures should be the same either. A prospect's motivations, needs and influences are constantly evolving, which means the ability to read prospects is useful for both new and existing ones