GUIDELINE 3
CLOSE THE DEAL
You can sell and sell and sell, but it’s all wasted time if you don’t know how to close a deal. Be sure to take the following steps when you are trying to close a deal.
1. Know in advance your own desired terms (what you will ask for) and your own bottom line (the least favorable terms you are willing to accept).
2. Make sure you are talking to the person with the power to make the decision involved or at least influence the decision; otherwise you will be wasting your time.
3. Move the conversation to specific terms—time, place, and money.
4. State your desired terms, and then shut up. Stop talking. Be patient. Sit through the uncomfortable silence. Somebody has to talk first. The person who does is very ...
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