When the sale seems lost, apologize for not being able to satisfy the prospect and ask what it would have taken to secure the sale. Then offer that. This is known as the turnover close.

Question

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The described technique is not the turnover close; it is more akin to a "recovery" or "salvage" close, where the salesperson seeks feedback to understand the prospect's needs better and potentially offer a solution. The turnover close involves passing the prospect to another salesperson who might be better suited to close the deal.

When the Sale Seems Lost, Apologize for Not Being Able