Getting Prospects to Make a Decision

What should you say to indecisive customers?

You're Gary Cooper in the movie High Noon, gun onyour hip and ready for the big showdown. This is the close of lastresort because you're going to tell prospects that you'renot going to accept maybe. They have to tell you yes or no.

"I can appreciate your needing some time to think about myproposal. Unfortunately, I need an answer today. If your decisionis no that's fine--I'll see you next week with anotheridea. If it's yes, we can start work on this right away. Sowhat's your answer, yes or no?" Be polite, be gracious,but be firm--just like Gary Cooper.

Excerpted from Creative Selling: Boost your B2B sales

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