The Close Formula: Get the Deal

You Restate:

“We've discussed how our product will provide the flexibility and cost savings you're looking for. When can we schedule your first shipment?”

Customer says:
"I'm not ready to do that yet."

You Ask:
"Can you tell me why?"

Customer says:
"Sure ... right now I have almost a month's inventory in the warehouse."

You Keep Selling:
"I understand. Can we schedule your shipment in 30 days?"

Customer agrees:
"Yes. That'll work at our end."

What if no deal? ...

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