Decision Time

The right choice of words will help you close the deal--fast.
1 min read
Opinions expressed by Entrepreneur contributors are their own.

The dealmaker close is essentially a quick, hard negotiation. It's particularly effective when used after an objection or when struggling to modify a proposal to fit the prospect's needs. The exchange goes something like this:

The prospect says, "I'm not sure I like this feature of your proposal."

So you reply, "If I take it out, can I have your order today?"

It's put-up or shut-up time for the prospect. Done correctly, it's not as dangerous as it might seem for the salesperson. If the answer is yes, you obviously have the order. If the answer is no, you have a natural opening to ask why and learn more about the prospect's needs.

Excerpted from Creative Selling: Boost your B2B sales

More from Entrepreneur

In as little as seven months, the Entrepreneur Authors program will turn your ideas and expertise into a professionally presented book.
Apply Now

One-on-one online sessions with our experts can help you start a business, grow your business, build your brand, fundraise and more.
Book Your Session

Are paying too much for business insurance? Do you have critical gaps in your coverage? Trust Entrepreneur to help you find out.
Get Your Quote Now

Latest on Entrepreneur

My Queue

There are no Videos in your queue.

Click on the Add to next to any video to save to your queue.

There are no Articles in your queue.

Click on the Add to next to any article to save to your queue.

There are no Podcasts in your queue.

Click on the Add to next to any podcast episode to save to your queue.

You're not following any authors.

Click the Follow button on any author page to keep up with the latest content from your favorite authors.