16 Power Closes. Tom Hopkins

buyers on K-TOO than on any other station.”

      “You were looking for sales potential when you did your study three years ago, weren’t you?”

      “Certainly.”

      “And the results have lived up to your expectations?”

      “Yes, they have. We’re very satisfied.”

      “Tell me, since you received greater performance by considering, and then making, a change three years ago, why should you deny yourself the opportunity to repeat the process? Your research back then led to greater profits for Red Eye and greater professional prestige for you personally. You did it once, so the possibility must exist that you can do it again, don’t you agree?”