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Why the 'hard close' isn't working

Struggling to close a prospects business? Here's how you can lose that deal, and how to avoid it.

By Anthony Iannarino | Updated on June 16, 2016
What people often need is more information. (Photo: iStock)

The salesperson was struggling to “close” his prospect’s business. The presentation went well, and the prospect understood the value of the solution. But at the end of the call, when the sales person asked his prospect to buy, the client hedged. “I’d like to think it over,” he said. “Can you get back to me next week?”

The salesperson’s manager insisted that his team push hard to close. The salesperson, doing what he was directed to do, pushed the prospect. He said, “You need this. Your business needs this. If you don’t do this now, you know you never will. What credit card are you going to put this on?”

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