1. Make the decision as easy as possible for the prospect
To avoid scaring the prospect away, according to the INC.com server, you have to make the path to a successful conclusion as easy as possible. Choose the most suitable option for the prospect, fill out the contract or the form and just leave it up to the client to give the nod or sign the contract.
2. Introduce a fake option
If the prospect is unable to decide between two options, an efficient trick is to introduce a third, fake option. Regarding a cheaper or more expensive option, you might add another, severely overpriced, and the prospect will thus see the original second option as a good compromise.
3. Be straightforward and brief
Nothing destroys a deal like too much information. Your offer must be absolutely clear, brief and easily understandable. This way you avoid having the prospect think about it for a long time and then withdrawing due to being overwhelmed by information.
4. Focus on the future
Clients are often paralyzed by the moment of making a big decision. In this case, you must focus on the description of the vision of what you see the product will bring the client. The prospect will then see signing of the contract as just a first step towards the dreamed-of vision.
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