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The Pro and Cons Close

This technique is best for those clients who still require confirmation that they have made the right decision. Draw up two columns headed YES to Investment and NO to Investment. Work through the pros and cons with the client from the proposal you have already put forward and the objections you have received. If you have done your lead-up work well the yes column wins.

Your thoughts on this idea?msnwnk; - by Snowboy
This technique is best for those clients who still require confirmation that they have made the right decision. Draw up two columns headed YES to Investment and NO to Investment. Work through the pros and cons with the client from the proposal you have already put forward and the objections you have received. If you have done your lead-up work well the yes column wins.

Your thoughts on this idea?msnwnk;
Your strategy is sound and a great one to have in a collection of strategies to un-stall forward movement with a prospect.

Many people call it the "Ben Franklin" close. - by Skip Anderson
So is this after the decision has been made and the investment has been made and finalized? If not, when does this occur? If it is then when does it occur - days, weeks later? I'm trying to understand the sequence of events. Thanks.

MitchM - by MitchM
So is this after the decision has been made and the investment has been made and finalized? If not, when does this occur? If it is then when does it occur - days, weeks later? I'm trying to understand the sequence of events. Thanks.

MitchM
It's a closing tool, used primarily when there is hestancy so you can help the customer analyze if moving forward with the purcha