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Close Difficult Deals

In Case Open you staked your claim. You occupied a unique space in your buyer’s mind. When your close is delayed, the value of your claim is vulnerable to erosion. You may even face an outright attack from a competitor. Don’t lose the sale just because it didn’t close on the first try! Close Difficult Deals will show you how to protect your claim until you can bring the sale to a successful close.

What will I learn?

After you complete this course, you will be able to:

  • Name the plays in the Adapted Solution routine
  • Describe appropriate situations for using the Adapted Solution routine
  • Name the plays in the Closing Interaction routine
  • Describe appropriate situations for using the Closing Interaction routine
  • Construct a Give-Get Play for a current or potential prospect

Download the syllabus

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