http://frontofficebox.com/2007/10/10/conditional-close-find-out-what-the-customer-really-wants/ Sales Management Strategies, Tactics, and Sales Probability Process Management Sun, 07 Aug 2011 18:39:09 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://frontofficebox.com/2007/10/10/conditional-close-find-out-what-the-customer-really-wants/#comment-1553 Selling to the Difficult Prospect | Front Office Box Wed, 12 May 2010 12:14:26 +0000 http://frontofficebox.com/blog/2007/10/10/conditional-close-find-out-what-the-customer-really-wants/#comment-1553 [...] Find Out What the Customer Really Wants [...] [...] Find Out What the Customer Really Wants [...]

]]> http://frontofficebox.com/2007/10/10/conditional-close-find-out-what-the-customer-really-wants/#comment-1537 Conditional Close - When and How to Sell With It | Front Office Box Tue, 11 May 2010 15:52:26 +0000 http://frontofficebox.com/blog/2007/10/10/conditional-close-find-out-what-the-customer-really-wants/#comment-1537 [...] Conditional Close is one of my favourite techniques. It helps me test the prospects view of my offer without and sense of pressure or threat. So I’ll try to use it in every sale and as early in the sales process as possible. Please note it’s not a trick but a perfectly acceptable addition to any conversation. I just love the word “IF”. “If you do this, I can do that” or the other way around “If I do this, can you do that?” [...] [...] Conditional Close is one of my favourite techniques. It helps me test the prospects view of my offer without and sense of pressure or threat. So I’ll try to use it in every sale and as early in the sales process as possible. Please note it’s not a trick but a perfectly acceptable addition to any conversation. I just love the word “IF”. “If you do this, I can do that” or the other way around “If I do this, can you do that?” [...]

]]> http://frontofficebox.com/2007/10/10/conditional-close-find-out-what-the-customer-really-wants/#comment-1425 Sales Tactics Are Precious Use Strategically | Front Office Box Thu, 22 Apr 2010 19:11:36 +0000 http://frontofficebox.com/blog/2007/10/10/conditional-close-find-out-what-the-customer-really-wants/#comment-1425 [...] Find Out What the Customer Really Wants with Conditional Close [...] [...] Find Out What the Customer Really Wants with Conditional Close [...]

]]> http://frontofficebox.com/2007/10/10/conditional-close-find-out-what-the-customer-really-wants/#comment-1301 Price is My Most Powerful Sales Tool | Front Office Box Sat, 27 Feb 2010 15:05:31 +0000 http://frontofficebox.com/blog/2007/10/10/conditional-close-find-out-what-the-customer-really-wants/#comment-1301 [...] We discussed in Never Discuss the Price in Detail how maintaining some flexibility in scope and price can protect us from the “professional” buyer. Another benefit to keeping some wiggle room is we can use price to close. “If I can do it for $xxxx, will you give me the order now?” is a great Conditional Close. [...] [...] We discussed in Never Discuss the Price in Detail how maintaining some flexibility in scope and price can protect us from the “professional” buyer. Another benefit to keeping some wiggle room is we can use price to close. “If I can do it for $xxxx, will you give me the order now?” is a great Conditional Close. [...]

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