(Lesson 19) Why You Should Stop Closing Deals
Think about the last time someone tried to “close” you. It probably left a bad taste in your mouth. And for good reason. Attempts to close do more harm than good to the relationship, for the simple reason that closing closes down the conversation. Even more sophisticated versions of “Shall I start the credit check now?” stop dialogue, rather than continue it. With trust-based relationships, the close isn’t the end or the goal; it’s just another point in an ongoing relationship. Find out what you should do instead of “closing,” including four specific best practices to apply.
|1. (Lesson 19) Why You Should Stop Closing Deals||-|