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The Tension-Free Close

Learn to recognize when prospects are ready to buy.

Opinions expressed by Entrepreneur contributors are their own.

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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