This antiquated question lost its power when the first transaction took place in Antique-Land.
It puts so much pressure on the prospect because it’s asking them to do all the work.
They must think about what ‘deal’ they would take.
Instead, you should be building the value so that the prospect sees that accepting your offer is the best thing to do for them and/or their business.
“This is a limited offer”
This smacks of all those furniture store closing-down offers, only to spring back, phoenix-like, from the ashes of despair, making customers feel cheated. We’d never cover these tactics on our Retail Sales Training Courses.
If it really is a limited offer, build value first before you discuss price.
Limited offers come and go…they don’t have the impact they may have had in the 20th century (such a long time ago!).
“I give you my word”
Hah! The cheese monster rises from his lair again.
Another is “My word is my bond”.
If you have to say these sentences, you are thinking words have a greater effect on people than deeds.
Prospects want to know WHY they should trust you. Just saying it doesn’t make it right or true.
“What do you think?”
Eh? Surely there’s nothing wrong with this one?
After all, isn’t asking for the opinion of the prospect a good way of discovering their needs and wants.