Below is simple question that doubles as a direct close:
- Describe exactly what you want your customer to do.
- Immediately ask, “Fair enough?”
- “Dr Mary, if you schedule that patient we just discussed for their first injection, I’ll provide the samples. Fair enough?”
If they agree, the sale is closed.
If they won’t commit, ask “What’s holding you back?”
The real objection will surface.
This idea was taken from a Jeffrey Gitomer seminar.
– Joe Ciccarone