September 5, 2008, Newsletter Issue #268: Flexibility

Tip of the Week

Get your prospect involved in your recommendation to his problem, need, situation. You can do this by asking, "Would you prefer red, white, or blue?" A little flexibility in the small details will help the prospect to make the decision to buy. IF he chooses one of the options, you´re about 95% sure of the sale.
HOWEVER...too much flexibility can kill the sale. If you´re making a recommendation, be prepared to back up ´why´ what you´re recommending is the right solution. Remember, YOU are the expert on your products/services.

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