Source | LinkedIn | Peter Collins | Mentor ~ Coach ~ Author ~ Keynote Speaker ~ Sales, Closing Strategist ~ Trainer
(The following information is an extract from the Peter Collins Article Archive of over 3,000 Articles gathered from over 40 years of Personal Research). Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Sydney, Australia, 2020, all rights reserved.
THE NEGATIVE CLOSE IS A POWERFUL WAY TO GET ATTENTION
The Negative Close is an interesting closing style because the salesperson has two separate considerations to bring to the prospects attention. It’s a closing style where the salesperson needs to get the message across to the prospect that is they do nothing, their problem will not go away and will probably get worse, and the second message is that if they don’t buy now, it’s like the price of property today, the same price won’t be there in the future.
On the other hand, the stalling tactics the prospect may use could be something as simple as what follows:
Your prospect might say,
“I can’t afford this right now, I really can’t.”