Close Difficult Deals

In Case Open you staked your claim. You occupied a unique space in your buyer鈥檚 mind. When your close is delayed, the value of your claim is vulnerable to erosion. You may even face an outright attack from a competitor. Don鈥檛 lose the sale just because it didn鈥檛 close on the first try! Close Difficult Deals will show you how to protect your claim until you can bring the sale to a successful close.

What will I learn?

After you complete this course, you will be able to:

Name the plays in the Adapted Solution routine
Describe appropriate situations for using the Adapted Solution routine
Name the plays in the Closing Interaction routine
Describe appropriate situations for using the Closing Interaction routine
Construct a Give-Get Play for a current or potential prospect