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Another technique is the bonus/concession closure, which is a discount-based sales technique. While gimmicky, it can work if handled correctly. At Zorays Solar, we also use the impending event close when we need a commitment now and are willing to risk it a bit.
It’s important to note that maintaining a healthy funnel means having a good mix of prospects at different levels in the buying process. Some may need further qualification, while others may be waiting for a response on a proposal or quote. An unhealthy funnel, on the other hand, may only have one large deal waiting to close but no back-fill of deals that are in progress.
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