Entry in progress—B.P.
Wikipedia: Closing (sales)
Balance sheet close: also called the Ben Franklin close, in which the salesperson and the prospect build together a pros-and-cons list of whether to buy the product, with the salesperson trying to ensure the pros list is longer than the cons.
Closing Tip #3 - Balance Sheet close - Che Brown
Published on Dec 22, 2010
Che Brown, President of Partners in Learning. We teach people an easier way to be successful in sales