The Tension-Free Close

Learn to recognize when prospects are ready to buy.

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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