Customers make decisions on last experience. Sometimes they’ll say NO to your offer when you had nothing to do with the previous experience (which is why the came to see you:)
Try a past tense/future close by asking them had they not had the experience before, based on your presentation would they move forward today?
If the answer is yes, reduce the risk (ie 30 day guarantee, etc) and move forward.
If they say NO, readdress their concerns. Oftentimes your customers need more assurances or reiterations in order to feel good about their decision. This will keep the tone conversational not confrontational.
*** This works outside of sales too! Bring the time back to “0” to get the decision (or determine if it’s a stall) .
PS Don’t tell my wife I use this with her 🤫
#saleslife #salestips #salesman #lifeskills