CHAPTER
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 ...
Get Questions that Sell, 2nd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
