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Questions that Sell, 2nd Edition by Paul Cherry

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CHAPTER

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15

Getting to Yes Without All the Stress

Anxiety-Free Closing Questions

IN AN IDEAL world, closing a sale is a nonevent. You deeply understand the buyer’s needs. You know how much they can spend. You’ve identified all of the stakeholders and addressed any concerns they may have. You know how the buying decision will be made. Through careful questioning, you’ve helped your buyer see what’s at stake and the consequences of inaction or delay. Budget questions have been asked and answered. The value proposition is solid. Asking for the order is a mere formality.

In the real world, of course, things don’t always go as smoothly. Perhaps the ...

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