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week? Let’s go ahead right now and – if you decide in the next couple of days that you want to change your mind – I’ll gladly tear up your order. But let’s get a running start on this project together.” When prospects indicate a very high percentage of probability, you can use their own statement as a lever to push them over the top. 3. Less than 50 percent. This is a signal that there is little, if any, chance that you will ever close this particular sale. The only appropriate tactic is to go back to square one and start the reselling process. It is amazing how many professional salespeople take a look at a closing situation and expect the prospect to say 80-20 as a probability in their favor – and instead hear, “80-20...against.” The Probability Close permits prospects to focus on their own


VIDEO: THE POWER OF LISTENING IN SALES


objections. It allows the true (or hidden) objections to come to the surface. You’ll soon realize that the more prospects fight you – and the less candid they are about the


probability of closing – the less likely they are to buy anything. The Probability Close can do wonders for your closing ratio and convert mystery into momentum. 


SELLING POWER DECEMBER 2018 | 7 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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