Closing the Deal
Try this trick for getting prospects to say yes
Make it easy for the buyer to say yes by taking care of thedetails. The decision-making process should be as simple aspossible. Promise that if they say yes to your idea, they won'thave to deal with any of the details. You and your company willhandle them.
Above all, limit the number of choices and decisions prospectshave to make to say yes. A lot of proposals ask prospects to choosesizes, colors, dates, quantities, even models of equipment as partof the buying process. These choices have to be made, of course,but they should have been made before the presentation by thesalesperson!
Excerpted from Creative Selling: Boost your B2B sales
