Sales Tip #494 From The Sales Doctor
Ben Franklin Close
Ben Franklin Close: also referred to as the Balance Sheet Close, in which the salesperson and the prospect build together a pros-and-cons list of whether to buy the product or service, with the salesperson making the case that the pros outweigh the cons.
It also provides a visual for the Prospect so they become more engaged and it’s a great way to sell value and not price.
A word of caution! Only use this technique if you are 100% sure that the pros will outweigh the cons.
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