When there is more than one decision-maker, you are likely to run into a situation where one is ready to go ahead and one is not. This may be a husband and wife or it could be two business partners. When you reach what looks like an impasse, use this strategy:

Phraseology: “John and Mary, when two people are involved in making a decision, it’s often impossible to find one simple solution that satisfies both of them. So life then becomes a matter of compromise. Now, the measurement of the decision becomes this: Does it satisfy most of the wants of each of the parties?” 

If it does, you’ve just closed the sale. If it doesn’t, you’ll at the very least uncover an area of concern that you haven’t fully addressed. Grab hold of that concern and handle it properly, then go for the close again. Remember, the average sale is not closed until after five closing attempts are made.

 This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

Learn even more closes from Sales Closing for Dummies.

Tags: asking for the business, closing sales, sales closing

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