When I was a very young sales associate, one of my trainers tried to teach me his self-proclaimed "ultimate closing technique."

The set-up is that the prospects are somewhere between a yes and a no. My trainer had a foolproof technique for getting someone to give you the answer you need.

It goes like this: "Mr./Ms. Decision Maker, we've been talking about this for a little while now and I feel like we're making progress, but I want to be sure I'm not missing the signals. My question is, is this a slow yes or a slow no?

Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.

  • Critical BenefitsPRO information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and BenefitsPRO.com events
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com
NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.