The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. It’s all going so well. Then, when you ask the prospect for the order, they bring out another objection, or stall you for a few extra discount percentage points. Your closing presentation didn’t quite work. Everything you said was correct, but it didn’t hit this particular buyer’s hot button. You start to feel uneasy and wonder if you simply have to give in to their demands. Well, there is another way.
Authored and Contributed by: MTD Sales Training