Power Negotiating for Salespeople

Chapter 27

24 Power Closes

So, now that you know when to close, let me teach you how to close using my Power Closes.

The Tugboat Close

If you've ever stood on a levy at New Orleans, you've no doubt marveled at the tugboats that haul the barges down the Mississippi River. A tiny tugboat no more than 30 feet long can pull a string of barges, each one weighed down with more than 10,000 tons of cargo. When I sail my sailboat near Los Angeles harbor I watch with amazement as a tiny tugboat maneuvers a 300,000-ton super-tanker. What's the secret of the tugboat's incredible power? The tugboat skipper knows that he can move the largest load if he does it a little bit at a time. If he tried to force that super-tanker to change its direction, he couldn't ...