| class="googleright"> | | | | they are less likely to pick any of the choices you |
| 1. Narrow people's options to two choices. | | | | have presented to them, and it is easier for them |
| Your job as a salesperson is to qualify your | | | | to put off making a decision--I mean, there's no |
| prospect so you have a clear sense of what it is | | | | rush, right? Wrong--that's a good way to walk out |
| your client wants or needs. After qualifying your | | | | without closing the deal. |
| prospect, start to narrow down the options to | | | | No matter what you have seen or read on other |
| the two best choices. This gives your prospect a | | | | sites - your best shot for "closing" someone is on |
| sense of empowerment, "I have the power to | | | | your first or second visit. If you can't close |
| choose what's best for me." When people have | | | | someone after your first or second visit Your |
| too many options, it confuses them and then | | | | chances of getting the sale decrease dramatically! |
| they worry about making the wrong decision; | | | | |