Power of Positive Selling: 30 Surefire Techniques to Win New Clients, Boost Your Commission, and Build the Mindset for Success (PB)

27COMING TO A CLOSE

Closing a sale has its own peculiar set of challenges. (I should know. I’ve written a bestselling book, Closing Techniques [That Really Work!]) Nothing illustrates this better than a story a friend of mine told me.

My friend—I’ll call him John—and his wife, Mary, were buying a house. This was back when house-buying was a lot less complicated and stressful than it is today in the wake of the 2008 recession, and John and Mary had found a place they really liked. They talked to their realtor and put in an offer.

The owners counter-offered, and my friends countered the counter. All perfectly normal and part of the give and take that goes into house buying. John and Mary, meanwhile, assuming that matters would be swiftly concluded, ...