4. Right Angle Close
You’re at the end of the sale and the prospect asks a question, the answer to which is positive. Instead of answering the question, you go right off at a right angle by saying: “If we can… (do that), will you… (buy) today?”
Useful with: Driver and Analytical Buyer Personalities
The prospect asks if she can have delivery by Tuesday. You know you have a warehouse full of the items and delivery is no problem. Instead of simply saying “yes” or “Tuesday delivery will be no problem” say:
If I can ensure you Tuesday delivery, will you be able to go ahead today?