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The Tension-Free Close

Learn to recognize when prospects are ready to buy.

Sometimes you can assume prospects have already decided to buy, even though the words have not been uttered--all they have to do is confirm it by making a choice. This method is popular because it is actually a little charade both the salesperson and the prospect can play, avoiding that sometimes ugly, tension-filled moment when the salesperson asks a direct question and the prospect has to give a direct answer.

Excerpted from Creative Selling: Boost your B2B sales

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