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Short answer
Ensure you are speaking to the actual decision-maker who possesses the budget and authority to buy.
After you state your price or ask a closing question, stop talking . The next person who speaks loses leverage. Let the silence do the heavy lifting.
Perfect for long sales cycles, the summary close involves recapping all the features, benefits, and value points you have discussed. By repeating the massive value package back to the prospect in one concise summary, you make the final price look small in comparison. The Now-or-Never Close
to the unique personality of the buyer.
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