The
Two-Party Indecision Close is to be used when there is more than one
decision-maker. In this type of situation, you are likely to run into a
situation where one is ready to go ahead and one is not. This may be an artist
and their management or it could be two business partners. When you reach what
looks like an impasse, use this Phraseology:
“Manager and Artist, when two people are
involved in making a decision, it’s often impossible to find one simple distribution
solution that satisfies both of them. So life then becomes a matter of
compromise. Now, the measurement of the decision becomes this: Does the music
service satisfy most of the wants of each of the parties?”
If it does,
you’ve just closed the sale. If it doesn’t, you’ll at the very least uncover an
area of concern that you haven’t fully addressed. Grab hold of that concern and
handle it properly, then go for the close again. Remember, the average sale is
not closed until after five closing attempts are made.
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