When I was a very young sales associate, one of my trainerstried to teach me his self-proclaimed “ultimate closingtechnique.”
The set-up is that the prospects are somewhere between a yes anda no. My trainer had a foolproof technique for getting someone togive you the answer you need. It goes like this: “Mr./Ms. DecisionMaker, we've been talking about this for a little while now and Ifeel like we're making progress, but I want to be sure I'm notmissing the signals. My question is, is this a slow yes or a slowno?
If it's a slow no, I'm guessing you're not going to do it andjust don't want to hurt my feelings. I appreciate that, but I makemy living on two words: “yes” or “no.” “Maybe so” doesn't help me,or you, because I'll keep coming back until I hear one of thoseanswers and it becomes awkward for both of us. So if this is a slowno, let's end this right now.
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