What great salespeople do to close a sale is:

• Become aware of what is going on inside the prospect's mind;
• Avoid assumptions that could slow down or even hurt the deal by gathering the right information;
• Interpret that information accurately allowing them to make decisions and take actions in concordance with the prospect's needs.

Thus allowing them to raise the customer’s perceptions of value as high as possible, making it seem even more natural for them to accept the deal.

But just focusing on that is sometimes not enough as even if you share the right value with a client and they understand it, they can still drag the deal longer.

This is why, in this series, we will look at how to make use of the value that comes attached with priority.