Phase 5—Closing the Deal in a Natural and Ethical Way
The Objectives of This Step:
• To move beyond ring 5 of the circle of trust
• To transmit confidence to the customer and resolve any conflict or fear
• To create a long-lasting relationship and encourage positive word of mouth thanks to incremental negotiation
• To bond the customer to the positivity of the exchange and value generated
Renato was able to overcome his customer’s objections successfully by finding an agreement that has strengthened their mutual trust. Everything would be going swimmingly, were it not for the fact that he and his customer are failing to come to the point where a purchase is imminent. Renato is concerned that the positive relationship he’s established may ...
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