How to Create a Tension in a Sales Call

When people start asking about price, I usually counter that back with another question and say, well, how much do you think it cost? And that gives me an idea of where they're at in their head and what their budget might look like. You raise the tension, and then you let it fall. There's certainly no one way to do it. But when you've got a seller that can work with a buyer and can ask the questions to create that emotional tie, it's all about creating tension in a sales call.

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