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That's an interesting story. There's a great book called spin selling that mentions some study where they tried to look at the effectiveness of closing tactics like the ones you saw.

They found that for reasonably inexpensive purchases (a $300 camera for example), the hard close can work quite well. But for more expensive, complex purchases, like million dollar software contracts, the hard sell is pretty much the worst thing you can do.

For more complex sells, it pays to uncover and explore the true expense associated with a problem and paint a picture of the user continuing with current product (their competitors put them out of business) vs your product (they put their competitors out of business).

Just don't break out the calculator, offer the one time only special deal, or do anything else from the school of 24 hour fitness gym membership sales training unless you want to get kicked out of your prospect's office.




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