You have an important meeting with a prospective client later today. You know from your previous if=discussion that the prospect is impressed with your proposal, but does not believe that implementing your ideas at the particular time is a top priority. Which of the following approaches would provide you with the greatest chance of persuading the prospect to approve your proposal in the shortest period of time?
a. Emphasize what the prospect will lose if he does not implement your ideas at the present time (scarcity principle)
b. Emphasize the positive features and benefits of your proposal
c. Ask the prospect the outline his objections to your proposal
d. Begin with a respect for a commitment and then try to close the sale
