Decision Time
The right choice of words will help you close the deal--fast.
The dealmaker close is essentially a quick, hard negotiation.It's particularly effective when used after an objection orwhen struggling to modify a proposal to fit the prospect'sneeds. The exchange goes something like this:
The prospect says, "I'm not sure I like this feature ofyour proposal."
So you reply, "If I take it out, can I have your ordertoday?"
It's put-up or shut-up time for the prospect. Donecorrectly, it's not as dangerous as it might seem for thesalesperson. If the answer is yes, you obviously have the order. Ifthe answer is no, you have a natural opening to ask why and learnmore about the prospect's needs.
Excerpted from Creative Selling: Boost your B2B sales
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