Divide and Conquer Close

Very often, business partners have completely different personalities. One may be very assertive and the other very analytical. If that’s the case, use the Divide and Conquer Close. Identify which of the two is the assertive one and try to close with him.

Example:

Get the more assertive person aside and say, “Mr. Jones, I really admire the analysis that your HR director Roy is doing here. But what concerns me, Mr. Jones, is that we’re not going to be able to get together if you don’t decide soon. You know that I’m right for this job, don’t you?”

He might go to the HR director and say, “Roy, what else do we need to make a decision? This is the right person for the job and we should get them on board right away.” Chances are that Roy will say, “If that’s what you want to do, it’s fine with me.”