The Close Formula: Get Customer Commitment for Future Action
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?”
"I'm not ready to do that yet."
You ask:
"Can you tell me why?"
Customer says:
"I'm still not comfortable with your product's
capabilities."
You Keep Selling:
"I understand. Our company offers personalized webinars that include a complete product demonstration. Can we
schedule one for you next Wednesday to get you the product information you need?”
"That isn't going to work."
You Ask:
"It isn't?"
Customer says:
"That's right. I'll be traveling all next week."
You Keep Selling:
"That's no problem. Can we set it up for the following Wednesday at 2 pm?"
Customer agrees:
"Yes, that's fine. I'll put it in my calendar."
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