In Case Open you staked your claim. You occupied a unique space in your buyer’s mind. When your close is delayed, the value of your claim is vulnerable to erosion. You may even face an outright attack from a competitor. Don’t lose the sale just because it didn’t close on the first try! Close Difficult Deals will show you how to protect your claim until you can bring the sale to a successful close.

Duration: Approximately 15 min

Objectives
After you complete this course, you will be able to:
• Name the plays in the Adapted Solution routine
• Describe appropriate situations for using the Adapted Solution routine
• Name the plays in the Closing Interaction routine
• Describe appropriate situations for using the Closing Interaction routine
• Construct a Give-Get Play for a current or potential prospect