Quote:
The Balance-sheet Close works by building Trust through appearing to taking a balanced and fair approach. It guides the other person's thinking and hopefully saves them the trouble of weighing up the pros and the cons.
This is also known as the Abraham Lincoln Close (Lincoln was a lawyer and often used this technique in his cases) or the Ben Franklin Close.
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Source:
Changing Minds
Please post your scripts for: "
Balance Sheet Close" aka "Ben Franklin Close".
