When a person sets out to make a large purchase, such as a vehicle, home, or recreational equipment, he or she has many decisions to consider and they often feel intense pressure to wait, says Mark Zokle. However, their wavering minds can be gently nudged along in a technique known as the minor points close.
Details, details
According to Mark Zokle, the minor points close is a sales strategy that involves talking about features and accessories the purchaser might choose if he or she were to make a selection right then and there. Depending on the industry, this could be a visible component, such as color, or luxury feature that would affect the overall purchase price.
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