The Tension-Free Close

Learn to recognize when prospects are ready to buy.

Mar 3, 2003

Sometimes you can assume prospects have already decided to buy,even though the words have not been uttered--all they have to do isconfirm it by making a choice. This method is popular because it isactually a little charade both the salesperson and the prospect canplay, avoiding that sometimes ugly, tension-filled moment when thesalesperson asks a direct question and the prospect has to give adirect answer.

Excerpted from Creative Selling: Boost your B2B sales

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