I have started a new blog dedicated to the ideas and work of Brian Tracy and I have just posted one of Brian's articles on the "I want to think it over" close.
Traditional hard sales approaches will force you to push the buyer off the fence, Yes or No when you hear those dreaded words "I want to think it over".
But we know from the work of Mitch Axelrod that some times, people are just not ready to buy and you need to maintain the relationship.
If you have closed when you thought the client was ready - perhaps you didn't have the Alignment and Agreement you thought, the "I want to think it over close" is very subtle.
It won't harm the relationship but it may get you the sale.
Well worth knowing.
I Want To Think It Over Close
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February 05, 2009
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