CHAPTER 7

Fearless Negotiating: How Candor and Rigorous Follow-Up Clear the Path to Closing

In this chapter, you will move from decision to closing, the last three stages of the pipeline. You are now in the heart of the Participation state of engagement on your Sales Radar. There is ongoing communication between you and the prospect as you hammer out a final proposal and deal with any objections that come up. In this stage, sellers often get tripped up because they are afraid to ask about or preempt objections and concerns, or because they take a passive wait-to-hear approach that can allow the sale to sink from neglect. As we move in this chapter through decision, and negotiating to a close, you will see that fearless candor and rigorous follow-up ...

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