Episode 11 - Getting to Yes - a Question of Balance
Download | Duration: 00:04:19
There are many sales "closes" - books have been written about them. Dick Ollek's first book - Selling Contract Cleaning Services 101 - includes a share of closes as well. One of the most successful is what he calls the Balance Sheet close. I personally like this one as it not only helps move the prospect from thinking to acting, it reinforces every part of your proposal. Have a listen and then give this method a try. I'll bet you find it becomes one of your favorites as well.
I think a conversation like this would effective in person more so than over the phone unless you could make it a shorter conversation. In person the prospect can see you physically putting down your pen after you write all your pros, etc.
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