Chapter 7

Making It Easy to Say Yes

IN THIS CHAPTER

check Making customers feel comfortable

check Coming up with straightforward propositions

check Finding out the key issues

check Getting rid of risk

Winning new business is all about getting your prospects to accept your offer in the quickest and easiest way possible. In other words, your task is to get your prospects to say yes, and you need to make this as easy as possible for them. The easier you can make this, the quicker you can close the deal. Although that may sound simple, it’s not quite as easy as it sounds. But don’t worry. In this chapter, I cover tried and tested strategies that help make your task of getting to a yes both quicker and easier.

Making Your Customer Comfortable

Some people say that you should ask only “yes” questions — questions that make it more difficult to say no to you later. Others focus on positive body language, such as nodding your head a lot to get your customer into a positive frame of mind. These two examples may well be true and may assist in setting a positive tone, but in any serious winning-new-business situation, ...

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