RAB Research Archive

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Adding the phrase “in your opinion ...” to a question softens the reply if the customer has an objection. “In your opinion, will this solve your problem?”

If the customer says no, it's an opinion, not a fact, and you can address his/her concern. This is a great trial close to use as the sales cycle progresses so that you don't encounter any surprises when it's time to wrap up the deal.

Source: Sales consultant Thomas Metcalf





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