Future tense close
Written by Jamie May
Listen to your prospect talking about the negotiation and look for present/ past tense in their language.
Past tense usually means they are not going to buy, or they are not convinced, so you need to sell more before closing. This means they are thinking of a future without you in it. Don’t try closing the negotiation yet.
Future tense in their language usually means they are predicting a future with you in it, like working with you. So you can stop negotiating and attempt to close the deal.
