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In this insightful episode of "The Selling Podcast," Mike and Scott explore the delicate balance of being both kind and demanding in the sales process. We delve into effective techniques that allow you to be respectful and customer-centric while still driving towards a timely close. We break down five key strategies to achieve this artful balance:

1. Friendly Framing: We discuss how to set the stage for a demanding element by first establishing a positive and friendly rapport. By framing the conversation with warmth and genuine connection, you make the prospect more receptive to urgency and deadlines. This involves building trust and showing you have their best interests at heart before introducing any time sensitivity.
2. Permission to Close: We explore the power of seeking the prospect's explicit or implicit permission to move towards a decision. This collaborative approach makes the closing process feel less pushy and more like a natural progression. By asking questions that gauge their readiness and inviting them to the next step, you maintain control while respecting their autonomy.
3. Gentle Deadline: We delve into the art of implementing deadlines without being aggressive. This involves clearly communicating the reasons behind any time sensitivity (e.g., limited availability, promotional offers) in a helpful and informative way, rather than creating undue pressure. The emphasis is on providing a legitimate reason for the timeline.
4. You Deserve This Close: We discuss how to frame the close as being in the prospect's best interest, emphasizing the value and positive outcomes they will achieve by making a timely decision. This technique focuses on their needs and desires, making the close feel like a natural and beneficial step they deserve to take.
5. The Friendly Walkaway: We explore the subtle power of a "friendly walkaway" – a technique where you politely indicate that you understand if the timing isn't right, but also subtly highlight the potential loss of opportunity by delaying. This approach respects their decision while gently underscoring the urgency without being forceful.

This episode provides practical techniques for sales professionals to be both effective and ethical, ensuring they drive towards a close while maintaining positive customer relationships and respecting the prospect's journey.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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