I was trained to take the offer to purchase out and present the numbers to the prospect. So are most sales people. However, there is a better way. Creating an "atmosphere of cooperation" increases the chances of closing the prospect on taking delivery. Reminding the prospect of the consequences of saying "no" can cause the prospect to look for ways to buy, not leave. An opening statement has to be personal, sincere, and effective. Create your own, experiment; find out the word tracks that work best for you.

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