The Rule of Triple Elimination

The Rule of Triple Elimination provides you with specific tactics to use when a prospect needs to think it over and you believe the opportunity is truly closeable.  The Rule of Triple Elimination allows you to eliminate the price, solution and salesperson from the equation.  This allows one of two things to occur:

1) The prospect realizes there is nothing else to think about and moves forward;

2) You realize that there are other issues that you haven't yet dealt with.