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close with commitment from "summary" of SPIN® -Selling by Neil Rackham
The concept of closing with commitment is a critical element in successful sales interactions. It involves not only securing a verbal agreement from the prospect but also ensuring that they are fully committed to following through on the next steps. This is different from simply gaining a positive response or a vague indication of interest; instead, the goal is to secure a firm commitment from the prospect to take action. To close with commitment, salespeople must be proactive in guiding the prospect towards a decision. This means asking targeted questions that encourage the prospect to consider their needs and the potential benefits of the solution being offered. By focusing on the prospect's specific challenges and goals, salespeople can create a sense of urgency and importance that motivates the prospect to comm...
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