NOVEMBER 2009

Different Ways To Close The Sale

Tony Gattari, Achievers Group

If there's more than one way to skin a rabbit, there's more than one way to close a deal. Sales guru Tony Gattari puts forward some techniques you may not have considered -- they've worked for him, they may work for you. If you're dealing with an analytical type, try the "for and against" technique, setting out the pros and cons of your offer. If you've got it right, they'll choose the "for" rather than the "against". If you're getting nowhere, give up. Then ask the prospect why they wouldn't buy. With the pressure off, they're more likely to tell the truth. That gives you room to move.