One of the tricks in “selling to success” is to not care too much about the close. Caring too much about the close will cause you to give off subconscious signals to the customer that you really don’t care about their success, and that you care more about getting paid or getting your manager off your back. That’s the irony of stressing too much about the close itself: the stress can reduce the likelihood of it happening. The Close Becomes a Natural Step in Achieving the Vision If you and the customer create a joint vision around how your company will make them successful, and they believe you,
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